Gareth Fletcher
Johannesburg
Summary
I am an energetic, results-driven sales and commercial leader with over 27 years of experience in the office automation, managed print services (MPS), and ICT industries. I have a proven track record of driving revenue growth, increasing profitability, developing high-performing sales teams, and executing strategic business initiatives across South Africa and Southern Africa.
My expertise spans national sales management, channel and dealer development, business development, key account management, and commercial strategy. I have successfully expanded market share, built strategic partnerships, launched new products, and consistently exceeded sales and profitability targets through strong leadership, customer-focused solutions, and data-driven decision-making.
Recognised for building lasting client relationships and developing sustainable growth strategies, I am committed to delivering measurable business results while fostering a culture of accountability, innovation, and continuous improvement. I bring strong commercial acumen, excellent negotiation skills, and a passion for leading teams that consistently outperform expectations and contribute to long-term organizational success.
Overview
28
28
years of professional experience
Work History
National Sales Manager
Pantum International
07.2025 - Current
- Develop and implement National sales strategies to drive Pantum printer and consumables (toner) sales across South Africa and SADC.
- Drive growth in both hardware and consumables revenue through strategic account management and channel development.
- Onboard and develop managed print services (MPS) partners, resellers and dealers, expanding Pantum channel network.
- Build and maintain strong relationships with key channel partners.
- Work closely with Kolok SA branches and sales teams to identify opportunities, increase market penetration and grow Pantum market share.
- Identify new business opportunities and strategic partnerships within the commercial, corporate, government, and SME sectors.
- Conduct sales training and product education sessions for Kolok sales teams, dealers and reseller partners across South Africa and SADC, enhancing product knowledge and sales effectiveness.
- Plan and execute new Pantum product launches, ensuring successful market introduction and partner readiness.
- Develop and implement sales incentive and rebate programs to motivate sales teams and channel partners.
- Collaborate with marketing to create and execute promotional campaigns, dealer events, and brand awareness initiatives.
- Prepare sales forecasts, budgets, and pipeline reports, providing management with performance analysis for informed decision-making.
- Monitor market trends, competitor activity and customer requirements to develop effective sales strategies.
- Support partners with customer presentations, product demonstrations, tenders and sales proposals.
- Manage pricing strategies, promotional offers and channel profitability while ensuring alignment with company objectives.
- Coordinate with technical and after-sales support teams to ensure high levels of customer satisfaction and partner support.
- Represent Pantum at industry events, exhibitions, partner conferences and customer engagement activities.
Corporate Sales Manager - Direct Business
KYOCERA Document Solutions SA
05.2019 - 05.2025
- Drove B2B and reseller sales growth by identifying new business opportunities, expanding existing accounts, and consistently meeting revenue targets.
- Managed and developed reseller partners through regular engagement, performance analysis, and strategic planning to enhance channel productivity.
- Negotiate commercial terms, pricing, and contracts in line with company policies to secure profitable deals and maintain strong business partnerships.
- Collaborated with internal teams (sales, marketing, product, finance, operations) to ensure seamless execution of sales campaigns and partner programmes.
- Provide product training and sales support to reseller partners to improve product knowledge.
- Support channel marketing initiatives by driving promotions, partner incentives, and brand awareness activities across the reseller network.
- Ensure compliance with company policies, pricing structures, and channel agreements across all B2B and reseller transactions.
- Onboard new Dealers to supply, and support all contract customers on Pantum range.
- Monthly/ quarterly reporting to SD regarding target forecasts, prospects monthly/quarterly results.
- Report to Sales and Marketing Executive. As well as Pantum International Southern Africa & SADC Sales Teams and Pantum General Manager.
- Head office
- Reason for leaving – Growth & New Challenge
Sales Manager - Corporate Business
Konica Minolta South Africa
07.2018 - 05.2019
- Report to Branch Manager.
- Manage and develop the corporate sales team.
- Strategize with sales team on increasing and maintaining our corporate/major account portfolio.
- Assist sales team with Business Development to develop and grow this strategic and important market, advising and promoting the Konica Minolta suite of software and content management systems/solutions.
- Building and maintaining strong relationships with key contacts in existing and new accounts.
- Attend tender briefings, manage tender process including responding to tenders.
- Advising, strategizing and implementing new solution development initiatives with corporate sales team.
- Provide hands on training to Sales Executives.
- Managing KPIs of corporate sales team.
- Management of team targets, individual targets, key account management.
- Customer proposal approvals.
- Team CRM management analysis of SAP CRM reporting against company standards.
- Monthly/ quarterly reporting to Branch Manager regarding target forecasts and prospects.
- Quarterly Team Board Report to Branch Manager.
- JHB Branch
- Reason for leaving – Growth opportunity at Kyocera Head Office
Corporate Business Account Manager
Konica Minolta South Africa
08.2017 - 06.2018
- Sourcing new key target accounts through cold calling and tele-canvassing.
- Managing existing key accounts and sourcing further business from existing clients.
- Analyzing current and target client infrastructure related to business workflows and content management processes continuously grow, expand and develop new business within our area.
- Completing all relevant paperwork in finalizing the business.
- Demonstrating equipment to existing clients and prospective clients.
- Updating CRM daily.
- Achieving sales (monthly and annual) targets.
- Daily, weekly, monthly reporting to sales manager regarding target forecasts and prospects.
- JHB Branch
- Reason for leaving – Internal promotion.
General Manager
Office Technique T/A Konica Minolta Botswana
10.2015 - 07.2017
- Overseeing daily operations of the business in all aspects including customer service, human resources, administration, sales and service as well as cash flow.
- Monthly commentary to company directors and EXCO on monthly income statement results.
- Preparation of quarterly board pack which includes the management accounts, quarterly results, forecasts and debtors book.
- Prepare and execute the annual budget approved by the board of directors.
- Insure the creation and implementation of strategies designed to grow the business in my area.
- Perform the Sales Manager Role in our sales team in achieving our sales budget as well as Tender responses and submissions and SLA negotiations.
- Insure the development of tactical programs to pursue targeted goals and objectives.
- Insure overall delivery and quality of the company’s offerings to customers.
- Engage in key or targeted customer activities.
- Oversee key hiring and talent development programs.
- Communicate strategy and results to the employees.
- All business functions and operations are performed and reported within the SAP/ERP system.
- Reason for leaving – Re-located to JHB branch.
Branch Manager
Konica Minolta South Africa
02.2008 - 09.2015
- Overseeing daily operations of the business in all aspects including customer service, administration, sales and technical service.
- Preparation of quarterly board pack based on the income statement quarterly results and debtors book.
- Prepare and execute the annual budget approved by the board of directors.
- Insure the creation and implementation of strategies designed to grow the business in my region.
- Perform the Sales Manager Role in our sales team in achieving our sales budget as well as Tender responses and submissions and SLA negotiations.
- Insure the development of tactical programs to pursue targeted goals and objectives.
- Insure overall delivery and quality of the branch’s offerings to customers.
- Engage in key or targeted customer activities.
- Oversee key hiring of new staff.
- Communicate strategy and results to the employees.
- All business functions and operations are performed and reported within the SAP/ERP system.
- Mpumalanga Branch
- Reason for leaving – Relocated to Botswana Branch.
Account Manager/ Sales Consultant
Konica Minolta South Africa
05.2000 - 01.2008
- Sourcing new business, through cold calling and tele-canvassing.
- Managing existing accounts and sourcing further business from existing clients.
- Continuously grow, expand and develop new business within our area.
- Completing all relevant paperwork in finalizing the business.
- Demonstrating equipment to clients and prospective clients.
- Updating CRM /CIA daily.
- Achieving sales (monthly and annual) targets.
- JHB Branch
- Reason for leaving – Promoted and relocated to the Mpumalanga Branch.
Sales Consultant
Konica Minolta South Africa
09.1998 - 04.2000
- Sourcing new business, through cold calling and tele-canvassing.
- Managing existing accounts and sourcing further business from existing clients.
- Continuously grow, expand and develop new business within our area.
- Completing all relevant paperwork in finalizing the business.
- Demonstrating equipment to clients and prospective clients.
- Updating CRM /CIA daily.
- Achieving sales (monthly and annual) targets.
- PE Branch
- Reason for leaving – Relocated to the JHB Branch.
Education
Mercuri Strategic Selling -
Mecuri Training Group
07-2004
Inside/Solution Selling -
Rain Training Group
06-2017
Management Development Program -
Workwise Training Solutions
01-2009
Matric -
Alexander Road High School
Port Elizabeth01-1996
SAP CRM Super User Training -
Konica Minolta Internal Training Centre
Skills
- Business Management
- SAP CRM
- Sales Skills
- Key Account Management
- New Business Development
- Industry Trends
- Sales Forecasting
- Solutions Selling
- EDMS Software
- Digitization
- Workflow Processes
- Print Management Software
- Channel development
- Team leadership
- Performance analysis
- Decision-Making authority
- Sales team leadership
- KPI monitoring and analysis
- People Management
- P&L ownership
Accomplishments
- Lowveld Large Business of the year Award, Konica Minolta Nelspruit, 2013-01-01
- Sales Target Achievement Awards, Konica Minolta
- 2010-01-01
- 2011-01-01
- 2013-01-01
- 2014-01-01
- 2015-01-01
- Turnover increased by 283%, Konica Minolta Mpumalanga
- Profit increased by 1,505%, Konica Minolta Mpumalanga
Custom
Caucasian Male
Languages
English
Afrikaans
Personal Information
- Available: Immediately
- ID Number: 7710215037083
Timeline
National Sales Manager
Pantum International
07.2025 - Current
Corporate Sales Manager - Direct Business
KYOCERA Document Solutions SA
05.2019 - 05.2025
Sales Manager - Corporate Business
Konica Minolta South Africa
07.2018 - 05.2019
Corporate Business Account Manager
Konica Minolta South Africa
08.2017 - 06.2018
General Manager
Office Technique T/A Konica Minolta Botswana
10.2015 - 07.2017
Branch Manager
Konica Minolta South Africa
02.2008 - 09.2015
Account Manager/ Sales Consultant
Konica Minolta South Africa
05.2000 - 01.2008
Sales Consultant
Konica Minolta South Africa
09.1998 - 04.2000
Mercuri Strategic Selling -
Mecuri Training Group
Inside/Solution Selling -
Rain Training Group
Management Development Program -
Workwise Training Solutions
Matric -
Alexander Road High School
SAP CRM Super User Training -
Konica Minolta Internal Training Centre