Regional Sales Manager – Southern Africa @ Hexagon Geosystems

Job Description

ABOUT US

Leica Geosystems, part of Hexagon, is a global company supporting measurement professionals worldwide. Based in Switzerland with 200 years’ experience, it is the global market leader for geodetic instruments and offers products for surveying and geospatial measurement.

Hexagon is a global leader in sensors, software and autonomous solutions, with approximately 21,000 employees in 50 countries. Its Geosystems division provides digital solutions that capture, measure and visualise the physical world and enable data-driven transformation across industries.

Southern Africa is a diverse and growing Selling Unit within the EMEA growth strategy. The region is driven by mining, infrastructure development and construction, with ambitious plans to accelerate growth in the coming years.

PURPOSE OF THE ROLE

The Regional Sales Manager is a hands-on sales leader accountable for revenue, gross profit and market share growth across Southern Africa. The role leads the regional sales team and distribution partners, builds a strong and predictable sales pipeline, and wins new business in the mining, construction, infrastructure, surveying and energy segments.

This is a results-driven role. Success is measured by consistently meeting or exceeding the annual sales budget, growing key accounts and building a strong route-to-market across the region.

KEY RESPONSIBILITIES

1. Sales Performance and Revenue Growth

• Own and deliver the annual sales budget for Southern Africa, including revenue, gross profit, order intake and product mix targets.
• Build and execute a regional sales plan by country, segment and customer.
• Drive new business acquisition and grow share of wallet with existing customers.
• Track performance weekly and take quick corrective action where results fall behind plan.
• Apply pricing and discount guidelines to protect margin while winning in a competitive market.

2. Pipeline, Forecasting and Sales Discipline

• Build and manage a healthy, qualified sales pipeline with clear coverage against targets.
• Ensure full and accurate use of the CRM by the sales team, including opportunity stages, activities and close dates.
• Deliver accurate monthly and quarterly sales forecasts and business reports to senior management.
• Run regular pipeline and deal reviews with the team to improve win rates and shorten the sales cycle.

3. Key Accounts and Customer Relationships

• Identify, develop and manage key accounts in mining, construction, infrastructure and government sectors.
• Build long-term, senior-level relationships with customers to become their preferred supplier.
• Lead major negotiations and tenders, from proposal through to contract close.
• Present and demonstrate the Leica Geosystems product range and its value to customers.
• Resolve customer complaints and escalations quickly, working with Service, Operations and Finance.

4. Distribution Partners and Route-to-Market

• Identify, appoint and manage distribution partners and resellers across Southern Africa and wider Africa.
• Set clear partner targets, agree business plans and review partner performance on a regular basis.
• Build a strong route-to-market model by choosing the right mix of direct sales and partner channels per country.
• Ensure partners are trained on products and meet Hexagon compliance standards.

5. Sales Team Leadership

• Lead, coach and develop the regional sales team to deliver results, both face-to-face and remotely.
• Set individual targets, KPIs and priorities, and hold the team accountable for performance.
• Recruit strong sales talent and build bench strength for succession in key roles, in partnership with HR.
• Create a high-performance, customer-focused team culture based on Hexagon values.

6. Market Insight and Collaboration

• Analyse market trends, competitor activity and customer needs to identify growth opportunities.
• Share market feedback with segment managers, Marketing and product teams to shape offers and campaigns.
• Represent Leica Geosystems at industry events, trade shows and industry associations.
• Work with Marketing on lead generation, product launches and regional campaigns.

7. Budget, Compliance and Governance

• Contribute to the annual budget for the Southern Africa sales function.
• Manage sales expenses and resources within approved budgets and personal authority levels.
• Lead ethically and ensure the team and partners follow Hexagon compliance, anti-bribery and legal requirements.
• Promote a speak-up culture where employees raise concerns without fear of retaliation.
• Comply with Hexagon Workplace Health and Safety policies and procedures.
• Other duties as reasonably required.

MAJOR CHALLENGES

• Delivering growth in a competitive market with long sales cycles and price pressure.
• Managing a large geography with different country regulations, currencies and market maturity.
• Balancing direct sales and partner channels without channel conflict.
• Resolving customer issues across Sales, Service and Delivery under pressure.
• Managing conflicting priorities between short-term targets and long-term growth.

QUALIFICATIONS AND EXPERIENCE

Education

• Bachelor’s degree in Business, Engineering (Civil or Mining), Mining, Surveying or a related field – essential.
• MBA or postgraduate business qualification – advantageous

Experience

• 10+ years’ commercial experience in Southern Africa or Africa, selling technical products and solutions.
• At least 5 years in sales management, leading sales teams and distribution partners.
• Proven track record of meeting or exceeding sales targets in an OEM or technology sales environment.
• Experience selling into mining, construction, infrastructure, surveying or energy industries.
• Experience appointing and managing dealers and distribution partners across multiple African countries.
• Strong understanding of sales financials, including P&L, gross margin and pricing.
• Engineering, mining or surveying background – strong advantage.

KEY SKILLS AND COMPETENCIES

• Results Focus – drives results and takes ownership of targets.
• Commercial Strategy – builds and executes plans to win in a niche, competitive market.
• Negotiation – strong negotiation, deal-closing and tender management skills.
• Relationship Building – builds trusted relationships with senior customers and partners.
• Team Leadership – motivates, coaches and holds a team accountable.
• Business Acumen – uses data, CRM and market insight to make decisions.
• Communication – confident presenter to customers, forums and leadership.
• Collaboration – works well across Marketing, Operations, Finance, Service and HR.
• Integrity and Trust – leads with ethics and holds others to the same standard.
• Agility – comfortable with ambiguity and change.
• Keen interest in technology and a passion for customer service.
• Willing and able to travel extensively across Africa