Head of Commercial (Civil / Building) – RKHOC

Main job function

1. FRP Commercial Strategy & Revenue Growth
• Define and execute the commercial growth strategy aligned with company leadership ambition
• Drive revenue growth across products including:
 Manholes
 Roofing Sheets
 Water Tanks
 Pipes
 Stadium Seating
 Rail & Transport components
• Identify high-impact material substitution opportunities

2. Key Accounts, Contracts & Tenders
• Own strategic relationships with government, SOEs, OEMs, municipalities, and private sector clients
• Lead all tenders, RFQs, and framework agreements
• Negotiate pricing, escalation clauses, warranties, and long-term supply agreements
• Ensure all contracts meet margin, risk, and capacity requirements

3. Pricing, Margin & Value Engineering
• Own pricing models and margin optimisation for products
• Champion life-cycle cost selling, not unit-price selling
• Work with technical teams to structure value-engineered solutions

4. Market Expansion & Commercialisation
• Identify new applications and industries for products
• Lead the commercialisation of new innovations from concept to market
• Translate customer pain points (theft, corrosion, maintenance) into revenue opportunities

5. Cross-Functional Leadership
• Work with Marketing on positioning and lead conversion
• Align with Operations to ensure scalable, profitable delivery
• Provide commercial input into capital investment and capacity planning

Qualifications
• Matric – Grade 12
• Degree in Business, Engineering, or related field
• Any relevant course to the Job would be an appropriate benefit

Criteria
• 8–12+ years senior commercial experience in heavy manufacturing, infrastructure, or industrial sectors
• Proven success selling technical or engineered products
• Strong contract negotiation and pricing expertise
• Strong understanding of market dynamics and industry trends
• Excellent negotiation and communication skills.
• Ability to build and maintain relationships with clients and stakeholders
• Strategic, results-driven leader with a track record of achieving sales targets

Remuneration: R1.2M per annum

A Consultant will be in touch if you are shortlisted for the position. Please consider your application unsuccessful should you not have been contacted within 2 weeks. We will keep your CV on our database and contact you should you match the criteria of any other vacancies.