Sales & Channel Director

Director, Regional Sales & Channel

Location: Johannesburg, South Africa (Hybrid)
Region: South Africa, Namibia, Botswana, Lesotho & Eswatini
Reporting to: Commercial Director, South Africa

Drive Growth Across Southern Africa

At Vontier, we're helping shape the future of mobility and commerce through innovative technologies, trusted brands and customer-centric solutions. We're looking for an experienced commercial leader to join our team as Director, Regional Sales & Channel , leading growth across Southern Africa.

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

#LI-CH1 #LI-HYBRID

WHO IS GILBARCO VEEDER-ROOT

Gilbarco Veeder-Root, a Vontier company, is the worldwide technology leader for retail and commercial fueling operations, offering the broadest range of integrated solutions from the forecourt to the convenience store and head office. For over 150 years, Gilbarco has earned the trust of its customers by providing long-term partnership, uncompromising support, and proven reliability. Major product lines include fuel dispensers, tank gauges and fleet management systems.

WHO IS VONTIER
Vontier (NYSE: VNT) is a global technology company powering the way the world moves. We empower businesses in the transport sector to adapt to a fast-changing landscape by uniting productivity, automation and multi-energy technologies.

Our smart, connected solutions serve roadside convenience retail stores, fleet operators, and auto repair technicians. From integrated payments and EV charging software to carwash technology and retail automation, we help customers stay productive and prepared for a rapidly evolving industry.

With decades of expertise and a balanced portfolio, Vontier enables businesses to navigate complexity, unlock growth, and build a cleaner, safer future. Driven by continuous improvement and the dedication of Team Vontier, we empower businesses to think bigger, act boldly, and thrive on the road ahead. Learn more at www.vontier.com

At Vontier, we empower you to steer your career in the direction of success with a dynamic, innovative, and inclusive environment.

Our commitment to personal growth, work-life balance, and collaboration fuels a culture where your contributions drive meaningful change. We provide the roadmap for continuous learning, allowing creativity to flourish and ideas to accelerate into impactful solutions that contribute to a sustainable future.

Join our community of passionate people working together to navigate challenges and seize new opportunities. At Vontier, you are not on this journey alone, we are committed to equipping you with the tools and support you need to fuel your innovation, lead with impact, and thrive both personally and professionally.

Together, let’s power the way the world moves!