Sales & Channel Director Job at Vontier

• This is a high-impact leadership role responsible for accelerating revenue growth, strengthening our market position and expanding our reach through both direct sales and strategic channel partnerships. You will lead a talented sales team, develop a high-performing partner ecosystem and create commercial strategies that deliver sustainable, profitable growth across multiple countries and market segments.
• If you're a commercially-minded leader who enjoys developing people, building partnerships and driving business transformation, we'd love to hear from you.

What You'll Be Doing

Lead and Inspire High-Performing Sales Teams

• You will provide leadership, coaching and direction to Business Development Managers across our Convenience Retail and Mining & Industrial segments, creating a culture of accountability, collaboration and performance.

Key responsibilities include:

• Leading the regional sales organisation across a five-country territory
• Developing sales strategies and execution plans aligned to growth objectives
• Driving pipeline development, forecast accuracy and sales performance
• Coaching and developing team members to achieve their full potential
• Championing pricing excellence, margin improvement and commercial discipline
• Identifying opportunities to increase recurring revenue, service attachment and aftermarket growth

Build and Scale a Strategic Partner Network

• A critical aspect of this role is designing and leading Vontier's channel strategy across Southern Africa. You'll create an effective route-to-market model that expands customer reach while ensuring consistency, governance and performance.

You'll:

• Develop and execute regional channel strategies by country and market segment
• Recruit, enable and manage distributors, resellers and service partners
• Create partner programmes, performance frameworks and commercial governance models
• Establish effective deal registration, tiering and incentive structures
• Build strong, mutually beneficial relationships with strategic partners
• Ensure B-BBEE principles are embedded within channel and partnership strategies

Drive Commercial Growth Across Borders

• Working across diverse markets, you'll identify opportunities for expansion while adapting strategies to local market conditions.

You will:

• Develop growth plans for new customers and existing accounts
• Drive cross-portfolio selling and solution-based opportunities
• Navigate varying regulatory, currency and market dynamics across the region
• Partner closely with internal stakeholders to deliver customer-focused solutions
• Provide credible, data-driven forecasting and business insights

What Success Looks Like

In this role, you'll:

• Deliver sustainable revenue and margin growth across the Southern Africa region
• Build a productive, scalable and well-governed channel ecosystem
• Increase recurring, aftermarket and service-related revenue streams
• Improve forecast accuracy, pipeline health and sales conversion performance
• Develop a highly engaged, high-performing commercial team
• Expand market coverage and unlock new growth opportunities across all five countries

What You'll Bring

We're interested in hearing from candidates who can demonstrate a combination of the following:

Essential Experience

• Significant experience in B2B commercial leadership roles
• Proven success leading sales teams and delivering regional revenue growth
• Strong experience developing and managing channel, partner or distributor networks
• Demonstrated ability to lead through influence across multiple markets and stakeholders
• Strong commercial acumen, including pricing, forecasting, margin management and pipeline development
• Knowledge of the South African commercial environment, including an understanding of B-BBEE and its business implications
• A relevant degree in business, engineering or a related field
• Willingness to travel across Southern Africa as required

Desirable Experience

• Experience within fueling infrastructure, convenience retail technology, mining, industrial equipment or related industries
• Exposure to IoT-enabled, automation or technology-based solutions
• Experience operating across multi-country African markets