Regional Sales Manager Eastern Region

The Organisation:

MultiChoice Group (MCG), a subsidiary of Groupe CANAL+, is a leading provider of entertainment and related consumer services. The company has an expanding ecosystem, underpinned by scalable technologies, and track record now spans almost 40 years.

MCG provides video entertainment products and services through its linear and streaming platforms to millions of households across 50 countries on the African continent. Continues to grow by producing and acquiring the best local, sport and international content, offering tiered subscription packages and aggregated streaming services to its customer base.

MCG’s superior technology capabilities enable it to continue innovating around distribution, digital, payment solutions and content security to offer the best customer experience across the continent. Reaching up to 100 million individuals daily, the MultiChoice Group is using its scale and distribution to expand its platform to include sports betting and interactive entertainment, fin-tech services, household services (focused on internet connectivity with emergency response services) and ed-tech.

Irdeto which is MCG’s technology business, provides platform cybersecurity services which protect over 6 billion devices and applications globally for some of the world’s best media and technology brands, as well as clients in the connected industries sector.

Purpose of the Position:

The Regional Sales Manager is responsible for leading and managing the region as a commercially accountable business unit, driving sustainable growth in electrified household penetration and point?of?sale expansion through disciplined execution of national sales strategies and locally relevant commercial initiatives. The role owns the regional commercial ecosystem across sales, distribution, trade marketing, partnerships, and operational execution, ensuring all customer touchpoints are optimised to maximise sell?out performance and brand consistency. Through strategic leadership and strong operational oversight, the Regional Sales Manager aligns regional teams and partners to national priorities while leveraging local market dynamics to deliver revenue growth, improved accessibility, and sustainable profitability.

Key Performance Objectives

Tasks

Commercial Strategy & Sales Performance

• Own and deliver regional revenue growth through disciplined sales execution and locally relevant commercial strategy
• Translate national sales strategy into clear actionable regional sales plans
• Drive sales performance across all touchpoints (retail, partners, direct channels)
• Track and manage regional sales run-rate, forecasting and performance
• Identify and unlock new revenue opportunities within the region
• Monitor progress against regional sales targets and implement corrective actions

Trade Marketing Excellence

• Maximise sell-out through best-in-class in-market execution and brand visibility.
• Lead the execution of all trade marketing campaigns, promotions, and activations within the region
• Ensure consistent, high-quality brand presence across all points of sale
• Optimise merchandising standards, POS material, and retail execution
• Localise campaigns to reflect specific regional opportunities
• Monitor execution effectiveness and drive continuous in?store improvement

Channel, Partner & Ecosystem Management

• Expand and optimise the regional sales footprint to drive accessibility and growth.
• Grow and optimise the network of retail outlets, agencies, and commercial partners
• Identify whitespace opportunities for new point-of-sale expansion within the region
• Drive productivity and performance across all sales channels
• Build and strengthen relationships with key independent and regional partners
• Review partner performance and implement improvement actions where required

Operational Excellence & Sales Enablement

• Ensure the region is operationally optimised to support sales growth.
• Oversee regional sales operations to ensure efficiency, governance and scalability
• Ensure optimal stock availability across all sales and distribution touchpoints
• Provide input into demand planning and proactively escalate supply risks
• Support rollout of new products and sales initiatives within the region
• Ensure adherence to sales policies, brand standards, and governance requirements

Financial & Budget Management

• Manage the region with strong financial discipline to maximise profitability.
• Own regional sales budget and expenditure controls
• Evaluate ROI of trade marketing, and promotional initiatives
• Monitor revenue performance against cost to ensure commercial sustainability
• Allocate financial and operational resources to high-impact opportunities
• Track and manage financial risks within the regional sales operation

People Leadership & Sales Capability

• Build a high-performance, sales-driven regional team.
• Drive a strong performance culture with clear targets and accountability
• Coach and develop sales capability across regional teams and partner networks
• Lead workforce planning, recruitment, and succession within the region
• Embed employee engagement, recognition and retention practices
• Build a pipeline of sales talent to strengthen long?term capability

Market Intelligence & Cross-Functional Alignment

• Leverage insights and collaboration to strengthen regional performance.
• Gather and analyse market, competitor, and consumer insights within the region
• Provide structured regional input to inform national sales and go?to?market strategy
• Align with marketing, product, and operations teams to drive execution excellence
• Enable the effective rollout of national initiatives within the regional context
• Share best practices and regional learnings across stakeholders

People Management

• Encourage frequent knowledge sharing between team members.
• Determine and analyse development needs for the team and ensure that identified training requirements are budgeted for and executed.
• Interview and recruit new members of the team, including determining appropriate compensation levels with input from Human Resource.
• Create effective workforce and recruitment demand plans to ensure that current and future business requirements can be met.
• Review and update the department’s organisation structure and role descriptions on at least an annual basis to ensure that they are fit for purpose and contain all the accountabilities of each team member.
• When required, initiate disciplinary processes for team members calling on support from Human Resource when required.
• Resolve grievances raised by team members and escalate only if required.
• Address poor performance of any team member through the formal Performance Improvement program and ensure that continued poor performance is appropriately dealt with.
• Motivate team members and ensure that their efforts are recognized.

Qualifications

• Bachelor’s degree in Business Administration, Sales, Marketing, or a related commercial field
• Postgraduate degree in a relevant commercial or management discipline will be advantageous

Experience

• 5-8years’ experience in sales, commercial operations, or distribution
• Proven track record in leading regional or multi-channel sales environments
• Demonstrated success in driving revenue growth and market expansion
• Experience in trade marketing, retail execution, and channel management
• Strong financial and budget management experience
• Experience working in matrix organisations and influencing stakeholders
• Track record of building and leading high-performance teams

Technical Competencies

• Sales Strategy Execution
• Revenue Planning & Forecasting
• Trade Marketing & In Market Execution
• Channel & Partner Management
• Point of Sale Expansion & Network Growth
• Commercial & Financial Acumen
• Demand Planning & Stock Management
• Performance Management & Sales Analytics
• Operational Governance & Compliance
• Market & Competitive Intelligence

Behavioural Competencies

• Organisational Awareness: Understands how team goals align with broader departmental objectives.
• Proactive Problem Solving: Anticipates issues and takes initiative to resolve them.
• Collaborative Leadership: Works collaboratively within and outside the team to achieve goals.
• Delegation: Assigns tasks effectively, balancing team strengths with developmental opportunities.
• Influence and Persuasion: Positively influences team and stakeholders to support projects and goals.
• Technical Expertise Application: Applies specialised knowledge effectively to support team projects.