Kulani Maphophe

• Report to the National Sales Director and lead the Public Sector & SADC sales function to consistently meet monthly, quarterly, and annual sales targets. • Manage, coach, and mentor sales managers and team members to drive performance and accountability. • Develop and execute strategic business plans aligned with company objectives and market opportunities. • Monitor industry trends and implement best practices to enhance team effectiveness and competitiveness. • Oversee business processes, ensure compliance with corporate governance standards, and maintain operational integrity. • Build and sustain strong internal relationships across departments and external relationships with key clients and stakeholders. • Collaborate with senior leadership and cross-functional teams to support company-wide goals and growth initiatives. • Track pipeline activity, identify key opportunities, and actively support deal closure in partnership with internal and external stakeholders. • Manage budget planning, negotiation, implementation, and performance tracking for the business unit. • Deliver targeted training sessions to upskill sales teams and improve go-to-market execution. • Represent Pinnacle at industry events to strengthen brand presence and client engagement. • Support tender processes by coordinating responses to requests for quotations and ensuring alignment with client requirements. • Partner with product managers to ensure accurate understanding of supplier offerings and customer needs. Achievements • Consistently achieved or exceeded quarterly sales targets since October 2020. • Strengthened team performance through structured coaching, resulting in improved individual and collective KPIs. • Enhanced client retention and satisfaction by deepening strategic relationships across public sector and SADC accounts. • Streamlined internal sales processes, improving efficiency in tender response and opportunity management.

• Led public sector sales for Pinnacle, reporting to the Executive: Commercial, Education & Public Sector Sales • Managed and motivated a sales team to consistently meet monthly, quarterly, and annual targets • Developed and executed targeted business strategies to drive growth within the public sector vertical • Oversaw end-to-end deal execution, from opportunity tracking to closing, in collaboration with internal stakeholders and partners • Maintained strong relationships with key public sector clients and ensured high levels of customer satisfaction • Implemented and monitored divisional budgets, ensuring cost-effective operations and profitability • Streamlined internal processes and enforced compliance with company policies and governance standards • Coordinated cross-functionally with product and procurement teams to align supplier offerings with client needs • Supported tender submissions and responded to requests for quotations with accurate, competitive proposals • Delivered ongoing training, coaching, and mentorship to enhance team performance and capability • Represented Pinnacle at industry events to strengthen market presence and expand the client network • Handled day-to-day financial administration, including oversight of accounts receivable and payable Achievements • Consistently achieved or exceeded quarterly sales targets during tenure • Strengthened Pinnacle’s footprint in the public sector through strategic client engagements • Improved internal sales processes, contributing to more efficient deal turnaround times • Built and maintained a high-performing team focused on accountability and results

Report to the National Sales Director and lead the Public Sector & SADC sales function to consistently meet monthly, quarterly, and annual sales targets. Own P&L responsibility for the business units, including budget development and monitoring. Manage, coach, and mentor sales managers and team members to drive performance and accountability. Develop and execute strategic business plans aligned with company objectives and market opportunities. Monitor industry trends and implement best practices to enhance team effectiveness and competitiveness. Oversee business processes, ensure compliance with corporate governance standards, and maintain operational integrity. Build and sustain strong internal relationships across departments and external relationships with key clients and stakeholders. Collaborate with senior leadership and cross-functional teams to support company-wide goals and growth initiatives. Track pipeline activity, identify key opportunities, and actively support deal closure in partnership with internal and external stakeholders. Manage budget planning, negotiation, implementation, and performance tracking for the business unit. Deliver targeted training sessions to upskill sales teams and improve go-to-market execution. Represent Pinnacle at industry events to strengthen brand presence and client engagement. Support tender processes by coordinating responses to requests for quotations and ensuring alignment with client requirements. Partner with product managers to ensure accurate understanding of supplier offerings and customer needs.

Led public sector sales for Pinnacle, reporting to the Executive: Commercial, Education & Public Sector Sales. Managed and motivated a sales team to consistently meet monthly, quarterly, and annual targets. Developed and executed targeted business strategies to drive growth within the public sector vertical. Oversaw end-to-end deal execution, from opportunity tracking to closing, in collaboration with internal stakeholders and partners.

• Led the sales pipeline for Nashua’s full suite of business solutions, including Managed Printing, Cost Recovery, Managed Document Services, Professional Services, and software offerings. • Integrated with the sales force to position complex solutions and contributed to high-level solution design during pre-sales engagements. • Managed a team of 5 Solutions Specialists across all points of sale to drive consistent execution of the company’s value proposition and service stack. • Maintained departmental budget discipline and controlled operating expenses in line with financial targets. • Ensured clear visibility and structured management of the solutions sales pipeline to support forecasting and resource planning. • Collaborated closely with Project and Pre-Sales teams to align technical scoping and resource allocation with active opportunities. • Served as a trusted advisor on strategic accounts and major deals, leading end-to-end engagement from opportunity identification through handover to delivery teams. • Protected and expanded revenue streams within existing accounts by identifying upsell and cross-sell opportunities aligned with client needs. • Regularly contributed real-world case studies and success stories to internal knowledge sharing and marketing initiatives. Achievements • Consistently met or exceeded quarterly solutions revenue and profitability targets during tenure. • Improved pipeline visibility and forecasting accuracy through standardized tracking and reporting practices adopted by the Solutions team. • Enabled smoother post-sale transitions by formalizing the handover process between sales and project delivery teams.

• Responsible and accountable for the full spectrum of the Sales Management activities within the Key Accounts Division • Management of staff in the Key Accounts Sales Division • Executive Leadership, Sales Management, General Management, People Management, Key Accounts Management, Financial Management, Events Management, Training, Client Relationship Management, Human Resources Management, Marketing Management, Operations Management, Strategic Management, Communications Management, Presentations, Coaching, Business Management, Business Unit Management, Mentoring • Achieve 100% or more of sales turnover and gross profit target by the end of each month • Achieve 100% or more of product target on a Year to Date (YTD) time frame • Manage sales expense/budget on a quarterly basis • Manage demo accounts 100% to the stipulated time frame set as in the company policies and procedures • Accountable for outstanding amounts and write off sales related queries every month • Manage customer feedback reporting profile to, co-inside with YTD targets achieved • Implement a new innovative project/function per quarter to build relationships with key clients • Keep abreast with the latest technology, products and services by attending 90% of scheduled in-house and third party training on a quarterly basis • Bid Management • Key Accounts Contracts Management • Customer relations • Communication across all levels • Functioning well and leading a team • Presenting and able to influence decision making.

• Key Accounts Management, Financial Management, Events Management, Training, Client Relationship Management and Farmer Salesperson • Achieve 100% or more of sales turnover and gross profit target by the end of each month • Achieve 100% or more of product target on a Year to Date (YTD) time frame • Manage sales expense/budget on a quarterly basis • Manage demo accounts 100% to the stipulated time frame set as on the demo forms • Accountable for outstanding amounts and write off sales related queries by the 10th of every month • Manage customer feedback reporting profile to, co-inside with YTD targets achieved • Implement a new innovative project/function per quarter to build relationships with key clients • Keep abreast with the latest technology, products and services by attending 90% of scheduled in-house and third party training on a quarterly basis • Bid Management • Key Accounts Contracts Management

• Responsible for achievement of budget in respect of cases, API, persistency, NTU's, rep debt and expenses. Management of Sales Managers. • Recruitment and Selection of Sales Managers, representatives and sales support. • Training of Sales Managers (various). • Quality Control of new business. • Negotiating and recruiting new worksites. • Worksites' Management. Worksites allocation. • Administration of the branch. • Staff Development.

• Managing the general operations of the Mail Subscriptions Services through relevant processes and procedures • Assuring that all issues regarding Mail Subscriptions Services are effectively covered and targets are met at 100% • Growing of Subscriber base • Strategic partnering • Operations management • Managing of Mail Subscriptions Services • Budget management • Management reporting • Managing of Mail Subscriptions Services Audits • Vendor/Sub-Contractor Management • Managing Mail Subscriptions Services responsibilities/commitments in terms of the operating license • Managing the Mail Subscriptions Services processes, procedures and priorities for each Subscriptions function in order to ensure effective internal control • Conducting analyses of market conditions and determine strategies to improve sales through Mail Subscriptions Services • Overseeing the Mail Subscriptions Services compliance for all Subscribers • Addressing Mail Subscriptions Services queries that were escalated by the Mail Subscriptions Services Administrator, from the call centre and directly from Subscribers timeously • Ensuring that the processing of all Mail and partners' Subscriptions is as efficient as possible • Ensuring that the cash book and reconciliation of the prize payment account is recorded by the finance department accordingly • Ensuring that the Mail Subscriptions Services bank reconciliations are processed weekly by the finance department. Investigating incidents or irregularities especially that concern prize payments • Managing the Mail Subscriptions Services (MSS) website • General Marketing of MSS.