Solutions Sales Manager

Job description

The Company Modular Mining Africa is a subsidiary of Komatsu and is part of a large group of entities that are indispensable partners to the construction, mining, forestry, forklift, and industrial machinery markets, maximizing value for customers through innovative solutions. With a diverse line of products supported by our advanced IoT technologies, regional distribution channels, and a global service network, Komatsu taps into the power of data and technology to enhance safety and productivity while optimizing performance. Komatsu supports a myriad of markets, including housing, infrastructure, water, pipeline, minerals, automobile, aerospace, electronics and medical, through its many brands and subsidiaries, including Modular Mining Systems, Joy Global, P&H, Montabert, Hensley Industries, NTC, and Gigaphoton. Job Purpose The Solutions Sales Manager is a high-impact, customer-facing executive responsible for driving strategic growth through high-value solution selling, long-term account stewardship, and market expansion within the mining sector. This role combines the relationship-focused and operational responsibilities traditionally managed by Account Managers with the technical, consultative, and business development skills typical of Business Development functions. This position serves as the key driver of customer value realization, ensuring seamless adoption of our advanced platform solutions, unlocking new revenue streams, and delivering measurable ROI for customers. It requires a strategic mindset, deep industry expertise, technical acumen, and leadership capabilities to initiate innovation, orchestrate complex sales cycles, and influence at executive levels. Travel Requirements Up to 50% travel to the rest of Africa as well as abroad Job Requirements Qualifications Bachelor’s degree in Engineering, Business, or Technology Post Graduate degrees (MBA, MSc.) strongly preferred SPIN/ Challenger Certification preferred Experience 5+ Years’ experience in Solution Sales and Account Management Mining and/or Technology Consulting experience preferred Open Technology & Cloud Solution experience SalesForce or other CRM Solution experience Job Responsibilities Customer Relationship & Stakeholder Management Establish and nurture long-term trusted relationships with C-level and operational decision-makers, influencing strategic decision-making. Develop and execute detailed stakeholder management plans, including targeted engagement strategies for Executive, Management, and Operational stakeholders. Conduct comprehensive needs assessments, aligning strategic mining objectives with our solution roadmap. Cultivate a network of decision influencers, including Distributors and third-party partners, to foster integrated solutions. Account & Business Execution Assume ultimate ownership of key accounts, with accountability for revenue, margins, customer satisfaction, and long-term strategic growth. Develop 3 to 5-year enterprise Account plans, including Mine Site Roadmaps, with detailed initiatives, mutually agreed upon value KPIs, and cross-functional collaboration to drive execution. • Collaborate closely with regional and global teams, security partners, and hardware/software suppliers to craft integrated, future-proof digital transformation plans. Lead the execution of key account management requirements, including contract renewal management, while growing annual recurring revenue. Solution & Platform Sales Leadership Lead complex, value-based consultative selling processes for the new open technology platform and associated apps, emphasizing ROI, operational improvements, and data analytics. Develop tailored business cases that clearly articulate ROI; deliver compelling presentations to executive stakeholders. • Use advanced solution design techniques, including third-party integrations, platform customization, and data analytics, to meet bespoke customer needs. Create detailed customer Roadmaps with measurable value initiatives, ensuring alignment between the customer’s digital transformation and operational goals. Market Development & Opportunity Generation Identify new market segments and customer opportunities; develop strategies to penetrate these markets. Develop executive-level strategic alliances and partnerships to unlock new channels and vertical markets. Lead bids, tenders, and proposals, including leading cross-functional teams in proposal development and negotiations. Assume ultimate ownership of the sales pipeline, including lead generation and opportunity management from creation to close. Technical Expertise, Leadership & Compliance Technical Acumen & Solution Development Deeply understand and articulate technical aspects of our core solutions, platform and ecosystem applications, including hardware, software, third-party integrations, and data analytics. Collaborate with product and engineering teams to influence product development based on customer feedback. Stay ahead of industry trends, emerging technologies, and competitive solutions to maintain market leadership. Oversee technological implementations, ensuring customer teams are trained and capable of maximizing solution value. Leadership, Mentoring & Cross-Functional Collaboration Work closely with sales, marketing, product management, engineering, and service teams to align customer strategy with product development and delivery. Lead internal knowledge sharing to ensure team consistency and continuous improvement. Safety, Compliance, and Governance Embed safety, environmental, and risk management standards in all customer engagements. Ensure adherence to customer and company governance policies, including contractual obligations and legal compliance. Workplace Culture and Values Our company is committed to fostering a meritocratic culture where all employees are empowered to excel, grow, and contribute to our collective success. We embed the following core values and behaviours into our everyday work environment: Failing Forward Fast: We encourage making decisions quickly, learning from mistakes, and applying those lessons to future initiatives. We see setbacks as opportunities for growth and innovation. Coaching Culture: We believe in setting mutual goals and priorities, providing honest and constructive feedback regularly. This approach supports continuous development and strong team collaboration. Pioneering Spirit: We seek out opportunities for innovation and are not afraid to push boundaries. We embrace new ideas and strategies to overcome challenges and stay ahead in the industry. Proactive Urgency : We take ownership of our responsibilities, actively seeking opportunities and addressing issues proactively. We respect deadlines and time commitments, ensuring we deliver impactful results efficiently. This culture promotes a dynamic, supportive, and innovative work environment where individual contributions drive our collective success.