Role Purpose

To deliver revenue growth through specialist, consultative lighting sales while providing strong commercial leadership within the region. The role is accountable for building and growing a quality lighting pipeline, converting opportunities into revenue, strengthening customer relationships, and progressively building a capable lighting sales team to support scale.

This is a specialist role intended for an individual with proven lighting industry experience, a strong track record in business development and revenue generation, and the leadership capability to build, coach and lead a high-performing team over time. The role is designed as a developmental pathway towards a future Lighting Head of Department / HOD appointment, subject to performance and business need.

Key Responsibility Areas (KRAs)

1. Lighting Sales Delivery and Revenue Growth (Primary Accountability)

• Own and deliver against an agreed personal sales target and regional lighting contribution target, including pipeline growth, conversions and revenue.

• Develop and execute account plans for key lighting customers and target segments, including contractors, developers, consultants, architects, end-users and other relevant channel partners.

• Build and maintain an active opportunity pipeline through lead generation, relationship development, market penetration and qualification of new business.

• Prepare and manage quotes, proposals, lighting solution presentations and tender responses, with internal technical/design support where required, to convert opportunities into orders.

• Drive specification-led and project-based sales opportunities from early engagement through to close-out.

• Ensure strong after-sales support and ongoing account management, identifying upsell, cross-sell and repeat business opportunities.

• Maintain accurate CRM records, pipeline visibility and forecasting data through disciplined weekly updates and reporting.

2. Regional Commercial Leadership and Coordination

• Provide day-to-day leadership and coordination of the regional lighting sales function, ensuring a professional, responsive and commercially focused customer experience.

• Coordinate local sales activity and align internal support across technical, design, operations, procurement and logistics functions where relevant.

• Act as the first point of escalation for lighting-related customer, quotation or service issues within the region, resolving these promptly and escalating where needed.

• Maintain an effective regional operating rhythm, including pipeline reviews, opportunity prioritisation, internal handovers and action tracking.

• Ensure alignment to company policies, commercial standards, pricing discipline and ethical business practices.

3. People Leadership, Coaching and Performance Discipline

• Lead by example as a credible lighting specialist and strong commercial operator, setting the standard for customer engagement, solution selling and revenue delivery.

• Coach and support team members to improve sales execution, technical product confidence, quoting discipline, customer management and closing ability.

• Set clear expectations for activity levels, customer engagement, pipeline creation, quoting cadence and follow-through, and monitor these through regular 1:1s and sales reviews.

• Support performance management conversations and documentation in conjunction with the relevant leader and HR.

• Mentor junior sales consultants and new joiners through onboarding support, practical coaching, field exposure and knowledge transfer.

4. Talent Acquisition and Team Build (Progressive)

• Partner with leadership and HR to define and execute a regional lighting team build plan as growth requires.

• Identify the capability profile needed for future hires and support sourcing, screening and interviews to ensure strong role fit and commercial capability.

• Build a scalable team structure over time, with the Sales Lead playing a central role in attracting, selecting and onboarding strong lighting talent.

• Drive effective onboarding and early capability development for new hires to improve time-to-productivity and accelerate team contribution.

5. Reporting, Market Intelligence and Continuous Improvement

• Provide regular reporting on lighting pipeline health, forecast accuracy, key account progress and sales risks/opportunities.

• Share market intelligence on customer trends, competitor activity, pricing movements, project activity and emerging opportunities within the lighting sector.

• Use data and commercial insights to improve execution, conversion rates, customer responsiveness and overall team effectiveness.

• Identify and propose improvements to lighting sales processes, customer experience and internal collaboration to support growth.

Role Requirements

• Matric / NQF4 minimum; a business, commercial, technical or lighting-related qualification would be advantageous.

• 5–8+ years’ demonstrable success in external B2B consultative sales within the lighting industry.

• Proven track record as a business developer and revenue generator, with the ability to originate and close new business.

• Strong experience in managing project-based or specification-led sales cycles and building long-term customer relationships.

• Proven ability to lead, coach and grow others, with the credibility and maturity to build a team over time.

• Strong CRM discipline and forecasting capability (e.g. HubSpot, NetSuite or similar).

• Own vehicle and valid driver’s licence, with willingness to travel regularly to customer and project sites within the region.

• Strong communication and presentation skills, with the ability to explain technical lighting concepts and commercial value clearly to non-technical stakeholders.

Key Competencies

• Strong commercial acumen and customer focus.

• Proven consultative selling, negotiation and closing capability.

• Business development drive and market-building ability.

• Leadership presence, accountability and team-building capability.

• Coaching and people development ability.

• Strong execution discipline, prioritisation and follow-through.

• Effective stakeholder management across customers and internal support teams.

• Data orientation and comfort using pipeline, forecast and conversion metrics to drive action.

• High levels of professionalism, credibility and integrity.