Pre-Owned Sales Manager

Job title: Pre-Owned Sales Manager

About the Role The Pre-Owned Sales Manager will lead and grow the Used Equipment business across Gauteng. This role ensures strong procurement of quality used stock, maximised sales conversion, accurate valuations, disciplined pricing, and stock rotation to achieve targeted GP%, revenue, and inventory health. The role drives performance through data-driven decision making and disciplined execution to contribute meaningfully to the division's profitability.

What You'll Do

• Develop and execute the Used Equipment sales strategy aligned to divisional targets for revenue, GP%, stock days, and margin growth.
• Identify market segments, competitor trends, pricing opportunities, and demand patterns to optimize portfolio performance.
• Implement a structured procurement and valuation model for all trade-ins, rental returns, customer disposals, and buy-ins.
• Maintain an updated market price matrix aligned to product age, hours, condition, NBV, and competitive benchmarks.
• Drive the Used Equipment monthly sales plan and ensure achievement of volume, revenue, and GP targets.
• Manage the entire sales pipeline from leads to quotation, negotiation, deal closure, and delivery.
• Support the sales team with price guidance, deal structuring, discount control, and value-added propositions.
• Lead weekly sales pipeline reviews, ensuring accurate forecasting and proactive pipeline health management.
• Oversee sourcing of used machines through internal channels and external suppliers.
• Ensure all incoming stock is inspected with the approved inspection sheet and valuation calculator.
• Manage refurbishment scope, standards, and costing in collaboration with the Workshop Manager.
• Ensure all used machines are properly reconditioned, quality-checked, and photographed for marketing.
• Own stock health: stock days, aging analysis, slow-moving stock, and rotation plans.
• Ensure pricing discipline and margin management through controlled discounting and cost recoveries.
• Ensure financial accuracy in valuations, refurb costs, invoicing, GRVs, and NBV alignment.
• Accountable for the Pre-owned department P&L.
• Build strong customer relationships to drive repeat business and increased used equipment penetration.
• Develop partnerships with national and regional dealers, brokers, rental companies, and procurement agents.
• Manage customer expectations around quality, delivery timelines, financing, and after-sales support.
• Lead, coach, and develop the Pre-Owned Sales representatives; implement weekly check-ins, performance reviews, and targeted training.
• Promote a high-performance culture focused on discipline, accuracy, customer satisfaction, and strategic growth.
• Use Kerridge, QlikView, and CRM platforms to monitor sales performance, conversions, and stock metrics.
• Ensure processes are followed: inspections, valuations, quotations, deal approvals, paperwork, invoicing, and delivery.
• Ensure full compliance with SHEQ, CFAO governance, audit requirements, and ethical sales practices.

What We're Looking For

• Proven leadership experience in used equipment sales or a related automotive/truck sector; ability to lead a regional team.
• Strong strategic and commercial acumen with ability to develop procurement, valuation, and pricing models.
• Track record in stock procurement, quality control, refurbishment coordination, and inventory management.
• P&L management experience and financial acumen; ability to drive profitability of the Pre-owned department.
• Excellent customer and dealer engagement skills; ability to build partnerships with dealers, brokers, rental companies, and procurement agents.
• Data-driven decision making; proficient in forecasting, pipeline management, and KPI tracking.
• Experience with Kerridge, QlikView, and CRM systems; ability to monitor performance and stock metrics.
• Strong negotiation, communication, and leadership skills; coaching and developing a sales team.
• Knowledge of pricing discipline, discounting controls, and cost recoveries.

Nice to Have

• Existing networks with national/regional dealers, brokers, rental companies, and procurement agents.
• Experience in used equipment valuation processes and market pricing.

Compensation & Benefits

• Not disclosed in the posting.