Sales Executive driving profitable growth by managing customer accounts and supporting new business development at Coats. Ensuring high customer satisfaction through strong commercial understanding and effective coordination.
About the role
- Sales Director responsible for market strategy and revenue growth in South Africa for Pinewood.AI. Leading consultative sales processes and establishing key partnerships in the automotive sector.
Responsibilities
- Own and lead Pinewood.AI’s commercial strategy across South Africa, setting clear priorities, revenue targets, and routes to market across the full Pinewood.AI product portfolio.
- Shape and execute a structured go-to-market approach, defining priority segments, target accounts, and expansion opportunities across South Africa and selected African markets.
- Establish Pinewood.AI’s presence as a credible, strategic technology partner, with responsibility for supporting market entry and growth under defined, ring-fenced commercial models where appropriate.
- Proactively generate new opportunities through executive networking, referrals, and strategic introductions, rather than reliance on inbound demand.
- Establish and maintain trusted, senior-level relationships with OEMs, NSCs, large dealer groups, and commercial partners across the region.
- Lead discovery-driven, consultative sales engagements that uncover latent needs, shape customer vision, and influence buying criteria before formal procurement processes begin.
- Build, manage, and forecast a balanced sales pipeline, combining near-term opportunities with longer-term, high-value strategic deals to drive consistent revenue growth.
- Navigate and lead complex, multi-stakeholder negotiations, shaping commercial structures and ensuring Pinewood.AI is positioned as the preferred long-term technology partner.
- Own the commercial close, maintaining confidence, momentum, and executive alignment throughout the sales cycle.
- Use market intelligence, customer insight, and performance data to continuously refine regional sales strategy, positioning, and go-to-market execution.
- Work closely with internal teams to align customer engagement strategy, solution positioning, and commercial models to market needs.
- Provide leadership and direction that fosters a high-performance, results-driven, opportunity-focused sales culture, with accountability against performance-based objectives.
Requirements
- Extensive experience in the Automotive retail industry.
- Strong relationship builder, with an established network in the South African automotive sector.
- Understanding of how dealerships operate and the challenges faced by users in these roles.
- Extensive experience in senior B2B sales leadership roles, with a strong track record of delivering revenue growth through complex, high-value deals.
- Deep understanding of enterprise and consultative sales methodologies, with experience selling insight-led, value-based technology solutions.
- Proven ability to open doors in under-penetrated markets and build credibility with senior decision-makers.
- Comfortable operating at board and C-suite level, presenting strategic recommendations and commercial cases.
- Commercially strategic, able to manage and prioritise opportunities across varied deal sizes and sales cycles.
- Strong negotiation and stakeholder management skills, with experience leading complex, multi-party deals.
- Performance-driven and motivated by targets and incentives.
- Experience operating across multiple African markets or emerging economies, with an understanding of regional business dynamics.
- Familiarity with Pinewood.AI (formerly Pinewood Platform / Pinnacle) or equivalent solutions.
- Based in Johannesburg, with the flexibility to travel across South Africa and other key market locations.
Job title
Job type
Experience level
Salary
Not specified
Degree requirement
No Education Requirement
Location requirements
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