Senior National Field Sales Director

The ideal candidate will provide vital support, training and guidance to the field sales team. This role is responsible for developing and executing national field sales strategies aligned with business goals and revenue targets.

• Sales Strategy & Planning:
  • Develop and execute national field sales strategies aligned with brand, category, and channel priorities, in alignment with business goals and revenue targets.
  • Cascade monthly, quarterly, and annual volume/value targets by region, channel (modern trade, general trade, e-commerce), and product line.
  • Set sales targets by region and channel; monitor KPIs and sales performance.
• Channel & Territory Management:
  • Ensure effective coverage of all retail channels including supermarkets, convenience stores, wholesalers, and independent grocers.
  • Oversee outlet segmentation, territory mapping, and route-to-market optimisation.
• Team Leadership:
  • Lead, train, and coach a geographically dispersed sales force including regional/state sales managers and area sales executives.
  • Drive performance culture through field KPIs, incentive plans, and coaching routines.
  • Conduct regular performance reviews, succession planning, and skills development.
• In-Market Execution:
  • Ensure flawless execution of trade promotions, new product launches, planogram compliance, and visibility standards at store level.
  • Monitor stock availability, secondary sales, and merchandising effectiveness through regular field visits.
  • Ensure consistent execution of the company's commercial standards across all territories.
• Customer & Distributor Management:
  • Build and manage strong relationships with key distributors, wholesalers, and strategic retail partners.
  • Monitor distributor KPIs (sell-in, sell-out, stock levels, credit) and resolve any performance gaps.
  • Resolve escalated customer issues and improve field-level service quality.
• Reporting & Insights:
  • Analyse field sales data and market trends to provide insights to senior leadership.
  • Prepare and present regular sales performance reports, forecasts, and territory analysis.
• Sales Operations & Analytics:
  • Maintain real-time tracking of sales performance and market share.
  • Conduct gap analyses, weekly performance reviews, and action planning.
• Cross-Functional Collaboration:
  • Partner with marketing, trade marketing, supply chain, and finance to ensure alignment on promotions, product availability, pricing, and customer service.
  • Collaborate on demand forecasting and S&OP processes.
  • Partner with HR on recruitment and development of sales staff.
• Budget Management:
  • Manage field sales budget and resources effectively.
  • Ensure cost-effective deployment of resources and return on investment (ROI).
• Compliance and Standards:
  • Ensure adherence to company policies, pricing guidelines, and ethical standards.
  • Conduct field audits and ensure compliance with health, safety, and legal regulations.
  Qualifications:
  • Minimum 10 years in operational/business leadership within construction or industrial manufacturing, with international exposure.
  • Proven success at NSM level positions.
  • Expertise in developing and executing multilayered channel strategies.
  • Strong judgement, financial discipline, integrity, and emotional intelligence.
  • Track record in budgeting, forecasting, and delivering profitability.
  • Strategic and operational skills in driving business growth, process improvement, and systems implementation.
  • Tertiary qualification or business leadership qualification is highly regarded. Technical qualifications in construction management, engineering, manufacturing, mechatronics will be beneficial.