Regional Manager: Western & Eastern Cape

Job Advert Summary

Optix Africa is looking for a Regional Manager to lead our client-facing team and drive the health, retention and growth of our client base across the Western and Eastern Cape. This is a hands-on leadership role: you'll lead a regional team of Client Success Managers and Onsite Client Support staff, while also personally managing a small portfolio of key accounts across our full solution suite — video telematics and driver safety, fatigue and distraction detection, advanced driver assistance, vehicle tracking and fleet management, and Optix 360 business intelligence.

You'll be the single point of direction, coaching and escalation for the region, protecting recurring revenue, deepening client adoption, and building a team capable of delivering consistent outcomes without daily direction from head office

Minimum Requirements

• Relevant tertiary qualification in commerce, business management, logistics, engineering or a related field. Substantial equivalent experience will be considered.
• Valid driver’s licence and own reliable transport.
• At least eight years in client-facing commercial or account management roles.
• At least three years in a formal people leadership role with direct reports and accountability for their performance.
• Demonstrated record of managing enterprise or fleet clients, ideally within telematics, fleet management, logistics, insurance or business-to-business technology.
• Experience carrying a retention and growth number, with evidence of delivery.
• Experience in commercial negotiation covering renewals, rate reviews and contract terms.
• Experience operating in a service level driven environment, including escalation and corrective action management.
• Salesforce or a comparable customer relationship management platform, at working proficiency.
• Advanced Microsoft Excel, including the ability to interrogate fleet, billing and utilisation data.
• Confidence interpreting business intelligence dashboards and translating data into client conversation.
• Working understanding of connected vehicle hardware and its practical limitations. Familiarity with video telematics, driver assistance, fatigue detection or tracking hardware is a distinct advantage.
• Willingness to travel regularly through the Western and Eastern Cape, including overnight stays.
• Availability for occasional travel to head office and to client sites elsewhere in Africa.
• Clear criminal and credit checks, in line with client site access requirements.

Duties & Responsibilities

Team leadership & development

• Lead, coach and develop the regional team of Client Success Managers and Onsite Client Support staff.
• Run a predictable cadence: weekly one-on-ones, monthly performance reviews and quarterly portfolio reviews, documented against the CSM KPI framework.
• Allocate portfolios fairly by fleet tier, complexity, revenue and geography; build development plans confirming solution, Salesforce and Optix 360 competence.
• Plan capacity and leave cover so no client goes unowned; address underperformance early and fairly, and recommend succession/development to the Head of Client Relations.

Key account management

• Act as named Client Success Manager for allocated key accounts, building relationships from fleet controller to executive level.
• Own a live account plan per key account (fleet profile, adoption, whitespace, renewal, growth roadmap).
• Deliver quarterly business reviews and monthly reporting; lead commercial conversations on renewals, expansions and contract changes.
• Convert outcomes into evidence: safety improvement, exposure reduction, savings and ROI.

Client retention & risk management

• Maintain a regional risk register and intervene early with documented recovery plans, named owners and review dates.
• Manage cancellations via the Contract Cancellation SOP, including retention attempts and impact assessment.
• Escalate material risk to the Head of Client Relations with assessment and recommendation.
• Monitor fleet/device health regionally and track renewals well ahead of expiry.

Growth, expansion & cross-sell

• Own the regional growth number (net new units and recurring revenue) phased against budget.
• Convert whitespace into qualified pipeline via the Client Opportunity Matrix; hold the team to forecast accuracy in Salesforce.
• Lead cross-sell across the solution suite and upgrade/refresh campaigns from verified fleet data.
• Build multi-year growth roadmaps with top clients; support sales on new business where useful.

Service delivery & operational excellence

• Hold service delivery to agreed SLAs (response, resolution, installation, uptime, coaching turnaround).
• Chair regional operational reviews and follow through on actions; own priority-one incidents personally.
• Ensure corrective action reports reach root cause with preventive action, and represent the client voice internally.

Onsite client support oversight

• Lead onsite staff (performance, conduct, scheduling, wellbeing); document scope with host clients and manage scope creep.
• Ensure onsite staff are trained, equipped and never the sole line of escalation.
• Review each placement's commercial basis annually and keep onsite staff connected to the wider team.

Commercial administration & billing integrity

• Verify billing accuracy (units, rates, terms, escalation) and resolve queries at root cause with finance.
• Support debtor engagement where relevant, and keep contracts, rate cards and renewal dates accurate.
• Recommend/approve concessions within delegated authority, with rationale recorded.

Reporting, forecasting & governance

• Submit a monthly regional report (retention, growth, pipeline, service, team performance).
• Maintain an accurate rolling forecast (committed/forecast/upside) and keep Salesforce and the Opportunity Matrix current.
• Contribute to annual budget planning and ensure POPIA compliance in client engagement.

Cross-functional collaboration

• Work closely with sales, logistics, technical support, finance and product.
• Feed regional insight into product/roadmap discussions and contribute to process improvement.
• Support the Head of Client Relations on regional strategy and structural decisions.