About this role
Key Purpose Statement
To drive profitable regional wholesale growth by delivering volume, margin and customer service targets through disciplined execution, strong customer partnerships, operational excellence and high-performing team leadership.
Key Duties & Responsibilities
Key Outputs and Accountabilities include, but not limited to:
- Sales and Revenue Growth: Deliver regional volume and margin targets for the wholesale channel by translating the national wholesale plan into area-level execution plans.
- Execution excellence: Ensure wholesale customers in the region trade in line with agreed trading terms, contracts and LOS execution standards, driving compliance through routine trade visits.
- Customer Engagement and Relationship Management: Own day to day relationships with regional Wholesale customers, running joint business plans, cycle briefs and promotional activation to grow mutual value.
- Financial Integrity: Manage credit exposure, claims and settlement discounts with the region, escalating risk early and unlocking growth through disciplined credit management.
- Operational Efficiency: Coordinate with Supply Chain, Logistics and Demand Planning to ensure order fulfillment; stock availability and accurate forecasting for wholesale customers.
- Product Quality Assurance: Enforce stock rotation, FIFO principles and trade replacement standards across wholesale outlets in the region.
Skills, Experience & Education
Education
- Bachelor’s degree in Marketing, Business or a related field.
- Postgraduate qualification would be an added advantage.
Experience
- 6-8 years of relevant sales experience in the FMCG sector, with proven success in Wholesale or Distributor channel management.
- Demonstrated track record of delivering volume, revenue, and execution targets in a defined region
- Experience in leading and coaching a field sales team
- Sound understanding of wholesale customer economics, trading terms and market dynamics
Skills
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Ability to translate national channel strategy into practical regional execution plans.
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Strong negotiation and influencing skills to secure and enforce trading term agreements.
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Commercial acumen, including margin management, credit control and customer profit building.
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Analytical skills to interpret customer and channel performance data and act on gaps.
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People leadership skills to build, coach and hold a high-performing team accountable
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Excellent customer service and relationship building skills.
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Strong planning, organizing and prioritizing ability across a multi customer territory.
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Digital proficiency in sales tolls and reporting platforms ( SFA, B2B, EDS)
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Effective communication and cross functional collaboration with Supply Chain, Finance and Trade Marketing.
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