Africa Sales Lead

Position Summary Industry: IT & Internet Job category: Sales and Purchasing Location: Randburg Contract: Permanent Remuneration: Market Related EE position: No Introduction Tracker Technology Africa and Middle East is seeking a highly motivated, commercially driven, and results-oriented Africa Sales Lead to drive sustainable revenue growth across the Africa and Middle East territories. The Africa Sales Lead will be responsible for supporting, coordinating, and executing sales initiatives in partnership with Regional Sales Managers and Reseller Networks to grow market share, increase revenue, and expand customer penetration. The successful candidate will be instrumental in developing sales pipelines, strengthening reseller performance, identifying new business opportunities, and ensuring consistent achievement of sales targets across assigned territories. This role requires a dynamic sales professional with exceptional relationship-building skills, strong commercial acumen, and the ability to operate effectively in a fast-paced, target-driven environment while engaging with stakeholders at all levels. Key ResponsibilitiesSales Pipeline Development & Opportunity Generation • Collaborate with Regional Sales Managers to identify, qualify, and pursue new sales opportunities across assigned territories. • Generate and maintain a healthy sales pipeline through proactive prospecting, lead generation, and cold-calling activities. • Support reseller sales teams in managing active opportunities and accelerating sales conversions. • Conduct structured market and customer prospecting to identify high-growth sectors and potential customers. • Manage and respond to leads generated through internal and external channels within agreed turnaround times. • Implement lead-nurturing strategies to improve conversion rates and pipeline movement. • Use CRM systems to maintain pipeline visibility, forecast sales performance, and ensure data integrity. • Conduct territory opportunity mapping to identify under-serviced markets and growth opportunities. Revenue Growth & Territory Management • Achieve monthly, quarterly, and annual revenue and installation targets. • Develop and execute territory-specific sales strategies aligned with business growth objectives. • Maximise opportunities through collaboration with internal sales channels, including dealer, insurance, and banking divisions. • Grow market penetration within existing customer databases in partnership with reseller networks. • Conduct competitor analysis, market trend reviews, and territory performance assessments. • Identify emerging opportunities and implement corrective actions where performance gaps exist. • Provide recommendations to support territory expansion and market development strategies. Customer Relationship Management & Service Excellence • Build and maintain strong relationships with customers, resellers, and key stakeholders. • Deliver professional sales presentations and proposals to customers and executive-level stakeholders. • Maintain in-depth knowledge of Tracker products, solutions, and industry developments. • Manage customer enquiries, escalations, and service issues effectively. • Conduct customer engagement activities to improve satisfaction, retention, and account growth. • Support customer retention initiatives to minimise churn and enhance lifetime customer value. • Ensure a consistent customer experience across all reseller and sales channels. Sales Enablement, Reporting & Compliance • Complete all sales administration requirements, including quotations, reporting, forecasting, and documentation. • Achieve required sales activity levels, including customer visits, presentations, follow-ups, and prospecting activities. • Train and support reseller sales teams on Tracker products, systems, and sales processes. • Prepare and submit accurate sales forecasts, reports, and territory updates. • Develop sales enablement materials and reseller toolkits. • Ensure compliance with company policies, governance requirements, and approved pricing structures. • Monitor and analyse sales performance metrics to support informed decision-making. QualificationsMinimum requirementsEssential • Grade12(Matric) • National Diploma in Sales Management, Business Management, Marketing, or a related field (NQF 6) • Advantageous: Bachelor's Degree in Business Management, Sales, Marketing, or a related discipline Essential • Minimum 7 years' proven sales experience within Corporate, Business-to-Business (B2B), Automotive, Fleet Management, or Technology sales environments. • Demonstrated track record of achieving and exceeding revenue targets. • Experience managing complex sales cycles and engaging with senior-level stakeholders. • Strong understanding of corporate procurement and buying processes. • Experience with CRM systems, pipeline management, and sales forecasting. • Advanced proficiency in Microsoft Office (Excel, PowerPoint, and Word). • Valid driver's licence. • Valid passport with a minimum of six open pages and at least twelve months validity remaining. • Willingness and ability to travel extensively throughout Africa and the Middle East. • Ability to travel at short notice when required for strategic sales opportunities. • Fluency in English. • French and/or Portuguese language proficiency will be advantageous. Advantageous • Experience working within African and Middle Eastern markets. • Experience managing reseller, partner, or distributor networks. • Experience in vehicle tracking, telematics, fleet management, security technology, or related industries. Key Competencies • Sales pipeline management • Lead generation and prospecting • Territory planning and management • Revenue growth and business development • CRM management and sales reporting • Sales forecasting • Market research and competitor analysis • Customer relationship management • Presentation and proposal development • Partner and reseller management • Negotiation and closing skills • Commercial acumen • Results driven • Customer focused • Persuasive and influential • Relationship building • Problem solving and decision making Why Join Tracker? Join a dynamic and innovative organisation that is committed to customer excellence, growth, collaboration, and accountability. This is an exciting opportunity to play a key role in expanding Tracker's footprint across Africa and the Middle East while working alongside passionate professionals dedicated to delivering exceptional business results and customer value.