Head of Sales (Construction / Utilities) – South Africa (FRP / Composites)

The Opportunity

We are partnering with a leading global manufacturer of FRP (Fibreglass Reinforced Plastic) solutions who are expanding their commercial footprint across Africa.

This is a high-impact leadership role focused on driving market adoption of FRP as a superior alternative to traditional materials such as steel, concrete, and timber across infrastructure, rail, utilities, and construction sectors.

You’ll take ownership of commercial strategy, key accounts, and revenue growth across a diverse FRP product portfolio.

Key Responsibilities

Commercial Strategy & Growth

• Define and execute the African commercial growth strategy for FRP products
• Drive revenue across key product lines including:
  • FRP Manholes
  • Roofing Sheets
  • Water Tanks
  • Pipes
  • Rail & Transport Components
  • Stadium Seating
• Identify and penetrate markets where FRP offers clear technical and commercial advantages

Key Accounts & Business Development

• Build and manage relationships with:
  • Government bodies
  • Infrastructure clients
  • OEMs
  • Tier 1 contractors
• Lead major tenders, RFQs, and framework agreements
• Develop long-term strategic partnerships across Africa

Pricing, Margin & Value Selling

• Own pricing strategy and margin performance
• Promote life-cycle cost selling vs traditional price-based approaches
• Work closely with engineering teams to deliver value-engineered solutions

Market Expansion & Innovation

• Identify new applications and industries for FRP adoption
• Support the commercialisation of new products and innovations
• Translate market challenges (corrosion, theft, maintenance costs) into commercial opportunities

Cross-Functional Leadership

• Collaborate with marketing on positioning and lead generation
• Align with operations to ensure scalable delivery
• Contribute to investment and capacity planning decisions

Requirements

• Degree in Business, Engineering, or related field
• 8–12+ years’ sales/business development leadership experience in:
  • Composites / advanced materials - FRP
  • Infrastructure / rail / construction
  • Manhole covers a bonus!
  • Industrial or engineered products
• Proven track record of selling technical solutions (not commodities)
• Strong experience with:
  • Contract negotiation
  • Pricing strategy
  • Tender management
• Strong understanding of African market dynamics
• Strategic, results-driven mindset with a growth focus

Why This Role?

• Be at the forefront of material disruption in infrastructure
• Lead the adoption of FRP across major African markets
• High autonomy, strategic influence, and strong earning potential