Regional Sales Manager

Role Purpose

To lead and manage the Gauteng regional business unit with full accountability for sales performance, profitability (P&L), and operational execution. The role is responsible for driving revenue growth, optimizing costs, strengthening market presence, and leading high-performing sales and administrative teams across direct and agency channels, in alignment with company strategy.

 

Key Performance Areas (KPAs)

Business & Financial Management (P&L Ownership)

• Full accountability for regional revenue, profitability, and cost management
• Deliver sales performance in line with or exceeding budget targets
• Manage operational expenditure including staffing, travel, fleet, and logistics
• Ensure optimal return on assets (devices, vehicles, infrastructure)
• Monitor and improve regional commercial performance through data-driven decision-making

Sales Strategy & Execution

• Develop and implement regional sales strategy aligned to national objectives
• Drive revenue growth across VAS and payment solutions (Kazang Pay)
• Manage and optimize Direct Sales and Independent Agent channels
• Identify geographic, sector, and trading node opportunities for expansion
• Ensure effective deployment and utilization of vending devices

Leadership & People Management

• Lead, coach, and develop Area Sales Managers, Sales Representatives, and Sales Admin teams
• Build a high-performance, accountable, and engaged regional culture
• Recruit, retain, and develop talent aligned with business growth needs
• Foster strong collaboration with independent sales agents as strategic partners
• Maintain strong alignment and communication with Head Office and peer regions

Customer Growth & Retention

• Drive customer acquisition while minimizing churn across channels
• Maximize Average Revenue per Unit (ARPU) and device lifecycle value
• Ensure alignment between Direct and Agent channels to avoid overlap and conflict
• Support customer segmentation and prioritization strategies in collaboration with Head Office
• Enhance customer experience through effective support coordination

Operational & Asset Management

• Oversee regional administration including:
  • Device inventory, allocation, and tracking
  • Faulty device returns and replacements
  • Fleet and mobile asset control
• Ensure efficient deployment and performance of assets (e.g., drop-safes with Cash Connect)
• Maintain operational discipline and compliance across the region

Marketing & Brand Execution

• Align regional sales activities with marketing campaigns and brand strategy
• Ensure strong brand representation (Kazang and Lesaka) in all field activities
• Drive local marketing initiatives to support sales growth
• Act as a brand custodian within the region

Reporting & Performance Management

• Deliver accurate and timely weekly and monthly reports
• Implement structured performance tracking using systems (e.g., KSIS)
• Establish regular sales performance reviews and management rhythms
• Provide insights and recommendations based on data analysis
• Support ad-hoc reporting and strategic initiatives

Key Performance Indicators (KPIs)

Financial & Sales

• % Achievement of regional sales budget
• Revenue growth (VAS & Payments)
• Regional profitability (P&L margin)
• Cost-to-sales ratio

Sales Effectiveness

• Device deployment vs. target
• Sales per representative / agent productivity
• Conversion rates and pipeline performance
• Geographic expansion metrics

Customer Metrics

• Customer acquisition rate
• Customer retention / churn rate
• ARPU (Average Revenue per Unit)
• Device activity rate

Operational Efficiency

• Asset utilization rates
• Device turnaround time (faulty returns)
• Fleet and asset cost control
• Admin accuracy and compliance

People & Leadership

• Team performance vs. targets
• Staff turnover and retention
• Employee engagement / culture indicators
• Training and development completion

Reporting & Governance

• Timeliness and accuracy of reporting
• Data-driven decision-making effectiveness
• Compliance with company policies and processes