Sales Manager – Formal Market

Job description

About Shop2Shop
The ability to make a payment quickly and at a low cost is an underestimated bedrock of our economy in South Africa. Payments are the financial lifeline of every business and individual. We are on a mission to help entrepreneurs participate and prosper in the digital economy by solving their payments challenges.

When you join Shop2Shop, you join a team of people driven by a shared purpose for why we do what we do every day. The experience of collaboration across teams will be unrivalled. The feeling of belonging to a talented team of people will make this your last career stop. You will find a stimulating and challenging smorgasbord of problems to solve with the aim of supporting entrepreneurs in South Africa.
Purpose of Role: 
The Sales Manager – Formal Market is responsible for driving new business acquisition in Shop2Shop’s formal merchant segment. This includes actively selling and placing Tap2Pay and POS solutions into registered, established businesses operating in the formal economy. .

This is a highly executional, field-based role. Success in this role comes from strong sales discipline, prospecting ability, resilience, professionalism, and the ability to convert leads into live, transacting merchants. This role is best suited to someone with true sales grit — someone who is comfortable hearing “no”, skilled at building trust quickly, and driven by targets.

You’ll Thrive in This Role If You…

• You are a hunter, not a farmer — you get energy from winning new customers.
• You have initiative and can create your own pipeline without being micro-managed.
• You enjoy being out in the field, speaking to business owners and decision-makers daily.
• You are confident, polished and can represent Shop2Shop professionally in formal environments.
• You are resilient and consistent — you show up, follow up, and close.
• You can handle objections, negotiate, and move quickly from pitch to sale.
• You value structure and accuracy (CRM updates, device records, compliance steps).
• You believe great sales is built on great service.

What You’ll Do (and what success looks like)

New Business Development (Core Focus)

• Identify, target and onboard new formal market merchants aligned to Shop2Shop’s growth goals.
• Proactively source leads through cold calling, walk-ins, networking and referrals.
• Conduct on-site sales visits and deliver strong product demos for Tap2Pay and POS.
• Build trust with business owners, managers and decision-makers.
• Convert prospects into active merchants, ensuring first transactions take place quickly.

Product Sales and Merchant Activation

• Sell Shop2Shop’s formal market product suite, with a strong emphasis on Tap2Pay and POS solutions
• Ensure correct product fit by understanding merchant needs, operating model and transaction types.
• Support merchants through onboarding steps, documentation and setup.
• Ensure merchants understand product usage and benefits (to reduce early churn).

Pipeline Management and Sales Execution

• Maintain a structured weekly pipeline with consistent prospecting activity.
• Track performance against activity targets (visits, calls, leads, demos, conversions).
• Follow up relentlessly and maintain momentum from lead → close.
• Ensure accurate CRM updates and merchant onboarding records.

Market Intelligence and Feedback Loop

• Gather competitor insights and customer feedback to strengthen Shop2Shop’s product and pitch in the formal market.
• Identify trends in the formal merchant space (pricing pressure, feature requests, objections).
• Share field insights with the Sales leadership team to improve strategy and messaging.

Brand Representation and Professional Standards

• Represent Shop2Shop in a way that builds credibility and trust in the formal market.
• Maintain a professional appearance, communication style, and customer engagement approach.
• Uphold Shop2Shop values in every interaction.

What you’ll need to make a success…

Core Competencies

• Sales Drive and Grit – persistent, competitive, hungry to win and not easily discouraged.
• Initiative and Ownership – self-starting, proactive lead generation, high personal accountability.
• Customer Orientation – can build rapport fast and tailor messaging to customer needs.
• Results Focus – clear focus on outputs and targets, not “being busy”.
• Communication and Influence – confident in selling, objection-handling and negotiating.
• Execution Excellence – follows through, meets deadlines, accurate documentation and admin discipline.

Skills and Knowledge

• Strong understanding of consultative selling and solution-based sales.
• Ability to confidently demo and explain technology products in a simple way.
• Solid commercial thinking — able to identify merchant value and revenue opportunity.
• Competency in CRM usage and maintaining clean pipeline/admin records.
• Strong time management and territory planning.

Experience and Qualifications

• 3–5 years’ experience in an outbound/new business sales role (preferably field sales).
• Experience selling fintech/payment solutions, POS, merchant services, banking products, or similar is advantageous.
• Proven track record of consistently meeting or exceeding sales targets

Growth Mindset

• Committed to continuous learning and personal development.
• Actively seeks feedback, reflects on challenges, and adapts quickly.
• Sets and tracks personal growth goals in line with business objectives.
• Entrepreneurial mindset Embraces ambiguity and views obstacles as opportunities to improve.
• Invested in staying current with industry trends, tools, and strategic thinking.

* Other Requirements

• A valid driver’s license
• Willingness to travel extensively within assigned regions and sometimes across provinces
• Must be comfortable working in informal areas, including townships, rural trading zones, and community markets
• Flexible work hours may be required to align with trader and supplier availability (e.g. early mornings, evenings, weekends)
• Must have a smartphone and be comfortable using mobile apps for reporting, CRM updates, and internal communication (e.g. WhatsApp)
• Ability to work independently in the field with minimal supervision, while maintaining strong internal communication

Posted on 04 Mar 10:09, Closing date 3 May