Regional Sales Manager

Main Purpose of the Job
The Regional Sales Manager drives incremental and strategic revenue growth by qualifying, developing and converting opportunities into profitable sales.
Predominantly focused on the existing customer base, the role protects and grows customer revenue, converts leads generated through Field Services, develops opportunities above existing Field Services budgets, manages complex CAS and CAPEX sales cycles, and supports the commercialisation of new safety and productivity products.
The Sales Manager provides specialist commercial sales capability from qualified opportunity through proposal, negotiation, close and effective operational handover, without replacing the Field Services Account Manager as relationship owner or owning the overall Business Development strategy.

Education, experience and competencies

• Relevant proven sales experience and demonstrated performance are required.
• Relevant qualification in Sales, Marketing, Business, Commerce, Engineering or a related technical discipline would be advantageous.
• Proven sales experience within mining, industrial or technology sectors
• demonstrated achievement of sales targets
• Strong account-development and relationship-management experience
• Experience selling technical products, equipment, technology or services
• Experience managing complex and long sales cycles, commercial negotiations, CRM pipelines and forecasts is required.
• CAS, mine-safety technology, mobile mining equipment, SLA revenue and multi-site mining experience are advantageous.
• Proficiency in CRM systems, sales-pipeline and forecasting tools, MS Excel, PowerPoint and Word.
• Excellent customer communication, presentation and negotiation skills.
• Ability to travel to mines and customer sites and to coordinate cross-functional resources without formal authority.
• Willingness to travel frequently to company marketing events
• Valid Code 8 driver's licence.

Responsibilities

• Protect and grow existing customer relationships and increase the company's share of customer spend.
• Identify and close CAS expansions, upgrades, replacement programmes and additional site installations.
• Develop opportunities across other operations within the same mining group and pursue multi-site projects.
• Drive cross-selling and upselling of existing products, safety solutions, productivity solutions, repairs and services.
• Recover revenue from declining or dormant accounts and develop larger strategic opportunities above normal account budgets.
• Review and prioritise qualified leads entered into the CRM by Field Services.
• Engage Regional Heads, Area Managers and Account Managers to understand customer context and opportunity requirements.
• Qualify opportunities commercially, determine the sales strategy and engage customers where required.
• Advise on proposals and quotations, manage negotiations and close appropriate incremental opportunities.
• Provide feedback to Field Services and ensure an effective handover following the sale while respecting the Account Manager's relationship ownership."
• Lead opportunities that are outside or above the normal Field Services budget or account scope.
• Develop and close significant CAPEX, multi-site, new-technology and strategic customer opportunities.
• Coordinate technical, commercial, operational and management inputs for complex opportunities.
• Escalate pricing, risk, capacity or authority matters through the appropriate governance channels.
• Maintain a clear commercial escalation path without removing Field Services accountability for its own budget.
• Manage CAS and other long-cycle CAPEX opportunities through a disciplined sales process.
• Understand project timing, customer buying processes, decision-makers, budget availability and technical requirements.
• Coordinate proposals, demonstrations, trials and customer technical engagements where required.
• Negotiate commercial terms, maintain regular opportunity reviews and forecast realistic close dates.
• Identify stalled opportunities and implement recovery actions while maintaining a balanced short-, medium- and long-term pipeline.
• Work with the Head of Business Development and Field Service to identify existing customers suitable for new products.
• Provide customer, market and operational insights and facilitate relevant customer introductions.
• Support demonstrations, trials, customer presentations, proposals and quotations.
• Help convert successful trials into profitable commercial sales and provide structured customer-acceptance feedback.
• Support the transition of new-product opportunities into established customer revenue without assuming ownership of the overall Business Development strategy.
• Actively manage opportunities assigned to Sales and maintain accurate CRM records.
• Record opportunity value, probability, decision-makers, buying process, stage, close date, actions and outcomes.
• Provide accurate short-, medium- and long-term forecasts that support management visibility of future revenue.
• Analyse lost opportunities, conversion performance and sales-cycle delays and implement improvement actions.
• Maintain a balanced pipeline that reduces dependence on the timing of major CAS CAPEX projects.
• Gather intelligence on customer operations, mine expansions, fleet changes, technology needs, safety priorities and productivity challenges.
• Understand customer budget cycles, procurement processes, competitor activity, dissatisfaction and future CAPEX plans.
• Identify potential new applications for company products and solutions.
• Share relevant customer and market intelligence with Business Development, Marketing, Field Services and Executives.
• Use intelligence to improve account development, opportunity qualification and sales strategy
• Coordinate effectively with the Head of Business Development on new products, markets and opportunities.
• Work with Regional Heads, Area Managers and Account Managers on customer relationships, budgets, forecasts and lead conversion.
• Partner with Marketing on CRM visibility, campaigns, collateral and sales information.
• Coordinate Technical and Service teams for solution design, demonstrations, trials and proposals.
• Engage Executives on strategic opportunities, major negotiations, pricing decisions and revenue performance.
• Achieve sales-revenue, incremental-revenue and gross-margin targets.
• Grow revenue above existing Field Services budgets and increase year-on-year revenue from existing customers.
• Improve lead-to-opportunity and opportunity-to-sale conversion rates.
• Drive CAS sales, upgrades, expansions, new-product revenue, cross-selling and upselling.
• Develop a broader, more predictable revenue pipeline that supports sustainable company growth.
• Report on revenue against target, pipeline coverage, conversions, forecast accuracy, CRM discipline and opportunities closed.
• Track growth in strategic accounts, customer share of wallet, multi-product customers and expansion into additional sites.
• Monitor the conversion of Field Services leads and the commercialisation of Business Development products.
• Ensure proposals, pricing, negotiations and commitments comply with delegated authority and company requirements.
• Provide accurate management information and timely escalation of material sales risks or constraints.