Head of Wholesale

ob Title : Head of Wholesale Department : Sales Location : Johannesburg (with travel across the country) Reports To : Head of Sales Supervises : Sales Representatives, Wholesale Customers, Stockists, Stockist Sales Personnel, and Merchandisers Primary Interactions

Internal : Sales & Marketing Head, Sales Representatives, Merchandisers, Customer Service Executives, Dispatch, Finance, and Marketing Teams.

External : Stockists, Grocers, Wholesalers, and Supermarkets.

Education & Experience

Essential : Bachelor's Degree (preferably in Business, Marketing, or a related field)

Experience : 4 5 years of relevant experience in sales and distribution management

Other Requirements :

Strong understanding of sales fundamentals

Excellent interpersonal and communication skills

Proven team management and leadership abilities

Strong conflict resolution and objection-handling skills

Job Summary

The Head of Wholesale will lead and manage the wholesale sales operations, ensuring consistent achievement of monthly targets and efficient stock management across the country. This role involves guiding the sales team, developing strong relationships with wholesale partners and stockists, expanding market coverage, and driving excellence in in-store execution and distribution performance.

Key Responsibilities 1. Sales and Distribution Management

Achieve monthly sales targets through effective coverage and distribution.

Ensure all classes of retail and wholesale outlets are serviced as per defined standards.

Conduct regular market visits and sales calls as per the Standard Operating Procedure (SOP).

Enhance product visibility, display quality, and merchandising standards.

Address customer complaints promptly and ensure timely resolution.

Monitor service levels, including credit management, payment collections, and delivery schedules.

2. Stockist and Wholesale Operations

Ensure infrastructure readiness of stockist and wholesale units, including staffing and logistics.

Conduct regular stock checks and review interim sales performance.

Communicate monthly sales plans, activities, and targets to stockists and wholesalers.

Ensure timely receipt and handling of stock deliveries from transporters.

Address financial discrepancies such as cheque returns and initiate corrective measures.

3. Administration and Reporting

Prepare and submit monthly sales and performance reports.

Manage claims, shortages, and damage reports in coordination with relevant departments.

Maintain up-to-date documentation and records as per company guidelines.

Submit travel and expense statements within set timelines.

Coordinate with support teams for sales booking, dispatch, and claim processing.

4. Team Training and Development

Lead, mentor, and develop Sales Representatives to enhance productivity and performance.

Foster a culture of accountability, teamwork, and continuous learning within the sales team.

5. Market Development

Build and maintain a strong wholesale customer database.

Drive market coverage expansion and penetration across new and existing channels.

Strengthen relationships with trade partners to achieve long-term business growth.