Chief Sales and Marketing Officer

INTRODUCTION
The current incumbent will retire in the foreseeable future. Bidvest Protea Coin wishes to identify a suitable replacement well in advance of the current incumbent retirement. It is our intention to appoint the successful replacement before the retirement, so as to ensure a proper structured and seamless handover as well as on boarding of the successful candidate.

ROLE PURPOSE
The Chief Sales and Marketing Officer (CSMO) is an Executive Committee member responsible for driving sustainable revenue growth, protecting commercial viability, and strengthening Bidvest Protea Coin’s market position.
The role has executive accountabilities for all sales-generating activities, including tender and bid management (the primary revenue engine), commercial and costing governance, executive client engagement, and all marketing activities. The CSMO ensures growth is achieved ethically, profitably and in alignment with operational capability, compliance requirements and Bidvest Group governance standards.

EXECUTIVE POSITIONING

• Reports to:
  
  Chief Executive Officer
• Executive status: EXCO Member
• Primary external-facing commercial executive for BPC
• Represents BPC with:

• Strategic and blue-chip clients (C-suite and Board level)
• Bidvest Group, Divisional and Cluster leadership

CORE ACCOUNTABILITIES
SALES, TENDERS & COMMERCIAL GOVERNANCE

• Define and execute BPC’s national sales and revenue strategy
• Executive oversight of the Tender Department, which accounts for approximately 80% + of total sales revenue
• Own the end-to-end tender lifecycle, including bid strategy, governance and approvals
• Chair or oversee Bid / No-Bid and Tender Review processes
• Executive accountability for commercials, costing and pricing governance
• Protect margin and prevent unsustainable or non-compliant pricing
• Ensure structured handover from Sales to Operations post-award

EXECUTIVE CLIENT ENGAGEMENT & KEY ACCOUNTS

• Lead and participate in executive-level presentations to strategic prospects and clients
• Maintain senior relationships with blue-chip and national clients
• Support Managing Executives and Operations in:

• Contract renewals
• Strategic negotiations
• Client escalation or recovery situations

• Drive long-term client retention and contract longevity

MARKETING, BRAND & MARKET POSITIONING

• Executive ownership of all marketing activities
• Custodian of the BPC brand and market positioning
• Ensure marketing enables:

• Sales and tenders
• Executive-level engagements
• Strategic credibility

• Oversee proposal collateral, executive pitch material, thought leadership and all digital presence, including website and social media platforms.
• Protect the organisation from reputational and over-promising risk

BIDVEST GROUP, DIVISIONAL & CLUSTER INTERFACE

• Support the CEO with commercial interfacing with:

• Bidvest Group AND Divisional executives
• Cluster leadership and shared services

• Participate in Group forums relating to growth, strategy and major contracts
• Align BPC’s sales and marketing practices with Group governance and ethical standards

SUCCESS MEASURES

• Sustainable revenue growth
• Tender and sales proposal win rates and bid quality
• Margin protection and profitability
• Client retention and contract longevity
• Quality of executive client relationships
• Alignment between sales commitments and operational delivery
• Brand credibility within the market and Bidvest Group

EXPERIENCE PROFILE (SUMMARY)

• Senior executive experience in B2B, services-based organisations
• Proven leadership and Team management in tender-driven and sales environments
• Strong commercial, pricing and margin discipline
• Executive presence with Boards, C-suite clients and Group stakeholders
• Strategic planning by creating and implementing effective sales strategies
• Experience in regulated, labour-intensive or risk-sensitive industries advantageous.
• Analytical and data driven decision making
  -Using CRM systems and sales performance metrics to make informed decisions, forecast revenue, and adjust/develop strategies.