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- South Africa
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- Hybrid
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Unlock Your Potential at Eaton: Where Diversity Drives Innovation. No matter where you come from, your aspirations matter to us. We believe in the power of different perspectives, experiences, and backgrounds to ignite innovation and drive success. We're in the business of empowering people, and that includes you. Your journey here is not just about a job; it's about a shared vision for a brighter, more sustainable future.
We're on an ambitious growth journey towards doubling our sales across EMEA by 2030 - and we're looking for people who want to help shape that success.
For our team in South Africa, we are looking for a Commercial & Institutional (C&I) Sales and Business Development Representative.
The Commercial & Institutional (C&I) Sales and Business Development role is responsible for developing, managing and growing business across Commercial and Institutional market segments.
The role focuses on identifying new business opportunities and understanding complex customer and project environments across retail centres and shopping malls, office buildings, warehouses and distribution centres, hospitals and other institutional facilities.
The position will drive solution-based sales across electrical and power distribution, power quality and life safety, working closely with consultants, contractors, system integrators, end users and channel partners to influence specifications, develop opportunities and deliver sustainable revenue growth.
Hybrid working solutions are available for our office in Johannesburg.
Travel rate is up to 75% across South Africa.
Key Responsibilities
Sales & Business Development
- Develop and execute growth strategies across the Commercial & Institutional market.
- Identify, develop and close new business and project opportunities.
- Build and manage a strong opportunity pipeline across target C&I segments.
- Manage complex sales cycles involving multiple technical and commercial stakeholders.
- Develop strong relationships with consultants, contractors, system integrators, end users and channel partners.
- Influence project specifications and position the company’s broader electrical solutions portfolio.
Account & Customer Development
- Develop and grow strategic existing and new accounts.
- Build relationships with key decision-makers and influencers across the C&I ecosystem.
- Understand customer applications, challenges and future investment plans to identify additional opportunities.
- Drive customer satisfaction and long-term account growth through consultative, solution-based selling.
Solution Selling
- Understand customer technical and commercial requirements and translate them into value-based electrical solutions.
- Collaborate with product and technical teams to develop compliant, fit-for-purpose solutions.
- Position solutions across Medium Voltage, Low Voltage, Power Quality and Life Safety, including fire and emergency lighting systems.
- Promote an integrated portfolio approach rather than individual product selling.
Market Development & Planning
- Monitor C&I market trends, customer needs, competitor activity and regulatory developments.
- Identify emerging opportunities and priority market segments.
- Maintain accurate sales forecasts and pipeline visibility.
- Support budgeting, SIOP and strategic sales planning.
Governance & Commercial Excellence
- Maintain accurate CRM and opportunity data.
- Ensure compliance with company policies, safety standards and governance requirements.
Follow applicable industry standards and customer procurement processes.
Key Performance Indicators
- Revenue and margin growth
- New business acquisition
- C&I pipeline growth and quality
- Opportunity-to-order conversion
- Specification/project wins
- Strategic account growth and retention
- Forecast accuracy
- CRM and pipeline data quality
Qualifications:
- Relevant tertiary qualification in Engineering, Business, or a related field preferred.
- 5–10 years of experience in Commercial, Institutional, Industrial, or infrastructure sales.
- Proven success in solution-based, specification-led, or project-driven sales environments.
- Experience working with consultants, contractors, system integrators, end users, and/or public-sector customers is advantageous.
- Understanding of Commercial & Institutional infrastructure environments.
- Good knowledge of electrical distribution, power systems, power quality, HVAC, and/or energy solutions.
- Ability to understand and interpret technical documentation, project specifications, and customer requirements.
- Sufficient technical acumen to engage credibly with consultants, contractors, and other technical stakeholders.
- Strong consultative, solution-based and value-based selling skills.
- Business development, Key Account Management, and stakeholder mapping capabilities.
- Strong negotiation and stakeholder management skills.
- Excellent commercial acumen, including opportunity development and deal shaping based on customer/project requirements.
- Strong technical selling capabilities.
- Ability to manage complex, multi-stakeholder and multi-site opportunities/projects.
- Excellent communication and presentation skills.
What we offer:
- Competitive compensation and benefits package
- Challenging projects in dynamic collaborative team
- Flexible working solutions (remote, flexible working hours, compressed week, part time etc.)
- We make your aspirations matter – Eaton encourages internal promotion, whenever possible
- We make your growth matter - We invest in our employees for the long term – not just with salary and benefits, but with ongoing learning and development opportunities made available through Eaton University
- We make your contributions matter - reliability, safety, efficiency, and sustainability are at the core of our dedication to improving people’s lives and the environment through power management technologies
- We make your wellbeing matter – We put your health and safety first. Wellness at Eaton is more than a program, it’s about changing the environment by offering the right tools to help empower employees to make that happen
All positions may require participation in video and in-person interviews as part of the hiring process. All candidates will be evaluated based on job-related competencies, and all candidates’ privacy rights and data security will be protected in accordance with applicable laws.
We are committed to ensuring equal employment opportunities for job applicants and employees. Our recruitment processes use balanced selection criteria and avoid unlawful discrimination against applicants on the basis of their age, colour, disability, marital status, national origin, gender, gender identity, genetic information, race or racial origin, religion, sexual orientation or any other status protected or required by law.
