The Sales Lead supports Energy Drive’s growth strategy by spearheading the sale of high-value, CAPEX-free industrial energy efficiency solutions, particularly in the mining and heavy industry sectors across Sub-Saharan Africa. This role blends strategic sales, technical solutioning, and client relationship leadership to deliver large-scale, performance-based contracts aligned with operational, financial, and sustainability goals of clients.
Operating in a long-cycle sales environment (18–24 months), the Sales Lead will be the face of Energy Drive to engineering, procurement, and C-level stakeholders at leading industrial firms, focusing on tailored, technically grounded value propositions that drive energy savings and industrial performance.
The position will travel frequently to client sites and industry engagements, acting as the connective tissue between business development, engineering, and executive leadership.
Requirements
ESSENTIAL DUTIES AND TYPICAL RESPONSIBILITIES - KEY ACTIVITIES
Strategic Sales Execution
- Develop and execute a regional sales strategy focused on large-scale, energy-intensive mining and industrial clients.
- Own the end-to-end sales cycle: prospecting, technical scoping, proposal development, negotiations, and contract close.
- Deliver high-impact client engagements, driving alignment on performance-based energy solutions.
Client and Market Development
- Cultivate strong, trust-based relationships with engineering managers, CFOs, and other key stakeholders.
- Guide clients through complex buying decisions, ensuring alignment with operational and ESG goals.
- Identify and articulate market trends and unmet client needs to inform solution design.
Cross-Functional Collaboration
- Partner with technical and project teams to co-develop NPV-based solutions tailored to client operations (e.g., MV VFD retrofits on pumps/fans).
- Ensure tight coordination between engineering, legal, finance, and field teams throughout the sales journey.
- Maintain market intelligence on competitor activity, pricing models, and client procurement strategies.
Reporting & Pipeline Management
- Deliver accurate sales forecasts, pipeline reports, and strategic account reviews.
- Present monthly progress, risks, and opportunities to senior leadership.
- Ensure disciplined use of CRM and internal reporting tools.
Compliance & Ethics:
- Ensure all sales practices align with corporate policies, ethical standards, and industry regulations.
Documentation and Knowledge Transfer
- Maintain accurate records at all times
SPECIFIC RESPONSIBILITIES
- Lead high-value commercial engagements with mining/steel clients.
- Translate technical product offerings into ROI-based business cases.
- Develop a robust, multi-year sales pipeline aligned with strategic growth goals.
- Ensure successful handover from sales to execution teams post-contract signing.
- Serve as a thought leader and ambassador
SPECIFIC KPI’s
Revenue:
- Achievementof annual revenue targets within the sector.
New Business Development:
- Volume and value of new clients secured.
Customer Retention & Satisfaction:
- NPS, CSAT, and renewal rates across strategic accounts.
Sales Efficiency:
- Reduction in sales cycle time and improved deal close rates.
Forecast Accuracy:
- Consistency betweenforecasted and actual sales performance.
Adoption growth:
- Driveadoption of sales and forecasting tools across the organization.
Cost:
- Drive cost-effective client acquisition with efficient sales cycles.
- Reduce reliance on outbound spend via referrals and strategic partnerships.
SUCCESS PROFILE
KNOWLEDGE
What people KNOW - Technical and/or professional knowledge
- Energy efficiency in industrial systems (esp. mining, steel).
- Technical understanding of VFDs, motor control, and automation systems.
- Familiarity with NPV modelling, CAPEX-free business models, and energy-as-a-service.
EXPERIENCE
What people HAVE DONE – on-the-job experience
- 5–10 years in industrial B2B sales or business development.
- Track record selling complex, performance-based engineering solutions.
- Proven success engaging C-level decision-makers in long-cycle sales.
- Experience in either MEDDICC or Solution Selling methodologies.
Competencies
- What people CAN DO - A cluster of behaviours
CORE Competencies:
- Driving Customer Value
- Cross-Functional Collaboration
- Commercial Excellence
ROLE Competencies:
- Complex Solution Selling
- Strategic Thinking and Forecasting
- Executive Engagement
Personal Attributes
Who people ARE - Personal dispositions and motivations
- Entrepreneurial mindset and high accountability.
- Empathetic communicator and trust-builder.
- Strategic yet detail-oriented thinker.
- Comfortable in dynamic, evolving environments.
Benefits
- Group Risk Cover - contribution to Discovery life; disability; dread disease
- Medical Aid - partial contribution to main member fee on Discovery
- Work From Home
- Training & Development
- Performance Bonus
- Sales incentive
