Manager – Sales (North & Central Africa)

Job Purpose

To drive profitable sales growth across the North & Central Africa export markets by developing new business opportunities, managing distributor networks, strengthening key customer relationships, and ensuring effective execution of sales, pricing, collections, and market expansion strategies. The role requires strong ownership of regional sales performance, market development capability, and the ability to operate independently across multiple countries.

Key Responsibilities

Sales & Market Development

• Develop and grow sales across assigned North & Central Africa markets through distributors, dealers, fleets, and direct key accounts.

• Identify, appoint, and manage distributors/dealers to expand market reach and improve channel performance.

• Develop relationships with new and existing customers and provide relevant product and commercial support to achieve sales targets.

• Drive sell-in and sell-out performance through regular market visits, joint customer calls, and distributor engagement.

• Explore new market opportunities, customer segments, and strategic business partnerships.

Regional Market Management

• Monitor competitor activities, pricing movements, market trends, and general business conditions across the region.

• Recommend pricing strategies aligned with market realities while protecting profitability and competitiveness.

• Ensure product positioning is aligned with market demand across PCR, TBR, OHT, and other tire categories.

• Maintain awareness of country-specific regulations, import requirements, and commercial practices across Africa markets.

Distributor & Key Account Management

• Build strong distributor relationships and support partners in achieving agreed business plans.

• Negotiate annual targets, pricing, commercial terms, marketing support, and growth plans.

• Manage key fleet, wholesale, and institutional accounts and close high-value commercial deals.

Financial & Credit Control

• Take ownership of sales targets, gross margin, and collection performance across assigned markets.

• Review receivables regularly and ensure collections are secured as per agreed payment terms.

• Manage customer credit exposure and proactively highlight commercial risks.

• Identify opportunities to improve profitability through pricing discipline and better product mix.

Reporting & Coordination

• Prepare monthly sales reports, forecasts, market intelligence, and business review presentations.

• Coordinate with Supply Chain, Finance, Technical, and Marketing teams to ensure business continuity and customer satisfaction.

• Report product performance, warranty issues, and customer feedback to relevant internal departments.

Brand Building & Training

• Recommend and support regional marketing / brand-building initiatives.

• Conduct product, pricing, and market training sessions for distributors and customers.