Sales Director (B2C)

A pivotal leadership opportunity to build, scale, and shape a modern international B2C sales operation across existing regions and new markets.

Cape Town, South Africa | In Office | Split working hours servicing the UK and Australia | R100,000 – R150,000 per month

ABOUT OUR CLIENT

Our client helps individuals build the skills, certifications and career support they need to move from enrolment to employment.

The business operates across multiple international markets and combines professional training with technology-enabled support designed to help customers achieve meaningful career outcomes.

The business is evolving how it sells, using technology, AI and stronger sales operations to create a more efficient and scalable commercial model. The South African team is central to this strategy.

THE ROLE: SALES DIRECTOR (B2C)

The Sales Director will lead and scale the South African B2C sales operation, with responsibility for driving new sales across all regions, improving sales performance and productivity, and identifying and developing attractive new markets.

The role will lead two Sales Managers and a team of approximately 20 sales professionals, with the operation expected to continue growing. The Sales Director will combine commercial leadership with hands-on high-volume B2C sales experience, using data, coaching, process and technology to create a consistently high-performing sales environment.

The role is focused on a high-volume, lead-driven sales environment where speed-to-lead, conversion and daily performance management are critical.

KEY RESPONSIBILITIES

• Own new B2C sales performance across all regions served by the South African team, delivering revenue, conversion and productivity targets.


• Lead, coach and develop two Sales Managers, creating clear accountability for team performance and ensuring consistent leadership standards.


• Build and scale a high-performance sales team of approximately 20 people and growing, ensuring the structure remains efficient as volumes increase.


• Establish a disciplined sales operating rhythm covering daily activity, pipeline, appointments, conversion, revenue, forecasting and individual performance.


• Use lead, channel and conversion data to identify where performance can be improved and turn those insights into practical actions.


• Work closely with Marketing to understand lead quality and channel performance, ensuring sales capacity is aligned to the best commercial opportunities.


• Drive continuous improvement in sales scripts, objection handling, qualification, follow-up, closing and customer experience.


• Ensure Sales Managers are actively coaching their teams, reviewing calls and conversations, and developing both new and experienced salespeople.


• Identify, test and help launch potential new geographic or customer markets, building the sales approach required to enter them successfully.


• Work with senior leadership on sales strategy, headcount planning, targets, incentives, market expansion and commercial forecasting.


• Embrace AI, automation and sales technology to improve salesperson productivity, lead management, customer engagement and conversion.


• Create a culture of pace, accountability, customer focus and execution while maintaining a positive, ambitious and performance-led environment.

WHAT SUCCESS LOOKS LIKE

• Consistent delivery of new-sales revenue targets across regions.


• Improved lead-to-sale and appointment-to-sale conversion rates.


• Higher sales productivity and revenue per salesperson.


• Strong, accountable Sales Managers who can independently lead high-performing teams.


• A scalable sales structure capable of handling increasing lead volumes without unnecessary headcount growth.


• Successful entry into new markets with clear evidence of commercial traction.


• Accurate forecasting and a clear understanding of the performance drivers behind the numbers.

ABOUT YOU

• Significant leadership experience in a high-volume B2C sales environment is essential.


• Strong track record managing high-volume call centres.


• High-level sales experience.


• Strong track record of leading Sales Managers and sizeable frontline sales teams against demanding revenue and conversion targets.


• Experience managing inbound or lead-driven sales operations where speed, contact rates, appointments and conversion are critical.


• Demonstrable experience improving underperforming teams and building repeatable sales processes.


• Highly data-driven, with the ability to understand sales funnels, diagnose performance issues and make decisions quickly.


• Comfortable working with CRM, call technology, AI and automation as core parts of a modern sales operation.


• Commercially ambitious and genuinely motivated by sales performance.


• Strong people leadership with the ability to develop managers rather than simply managing through them.


• Comfortable being close to the detail while thinking strategically about scale and market growth.


• Fast-moving, decisive and accountable, with high standards for execution.


• Excellent communication skills, with the ability to challenge constructively and create clarity for teams.


• Customer-focused and able to balance commercial performance with a high-quality customer experience.


• Curious about technology and enthusiastic about how AI can change the way high-volume sales teams operate.


• Experience scaling teams, launching new markets or expanding sales operations across multiple regions is highly desirable.


• Experience in education, training, recruitment, financial services, insurance, telecoms, subscription businesses or another high-volume B2C environment would be advantageous, but is not essential.