Trade and Category Specialist

WOW Recruitment; Sydney; On-site; AUD 120,000 - 160,000; Full time

Job summary

WOW Recruitment is seeking a sharp Category & Trade Specialist to join a rapidly growing B2B distributor in Sydney. Reporting directly to senior commercial leadership, you will drive sell-through, optimize product range margins, and equip our sales teams and distribution partners with high-converting tools to win major accounts.

If you thrive at the intersection of commercial strategy, channel growth, and deal execution, this role offers direct executive exposure and a clear pathway into

Qualifications

• 3–6+ years of B2B commercial experience in channel sales or trade management.
• Strong understanding of gross margins, pricing, and promotional ROI.
• Advanced Excel and ERP/BI tool experience.
• Ability to translate data into actionable sales strategies.

Responsibilities

• Design and execute trade programs, promotions, and rebates to grow distributor, reseller, and key account sales.
• Develop sharp sales tools, product launch kits, and compelling commercial presentations for internal and external teams.
• Conduct range reviews, pricing analysis, and benchmark competitors to identify revenue opportunities.
• Collaborate with National Sales Managers and distributor partners to align initiatives with revenue targets.
• Utilize SAP B1, Phocas BI, and AI tools to derive insights for stock velocity and profitability.

Skills

Commercial experience 3–6+ years

Sales enablement

BI tools proficiency

Excel proficiency

Communication skills

Tools

SAP

Phocas BI

Copilot

Claude AI

Job description

WOW Recruitment is seeking a sharp Category & Trade Specialist to join a rapidly growing B2B distributor. Reporting directly to senior commercial leadership, you will play a pivotal role in driving sell-through, optimizing product range margins, and equipping our sales teams and distribution partners with the high-converting tools needed to win major accounts.

If you thrive at the intersection of commercial strategy, channel growth, and deal execution, this role offers direct executive exposure and a clear pathway into commercial leadership.

Location: St Leonards

Working Model: On-Site

How You’ll Drive Growth

• Accelerate Channel Revenue: Design and execute high-impact trade programs, promotional strategies, and rebate structures across distributor, reseller, and key account channels to increase sales volume and profit margins.
• Equip Front-Line Sales Teams: Develop sharp sales tools, product launch kits, and compelling commercial presentations that empower internal sales reps and external partners to close deals faster.
• Commercial Category Optimization: Conduct range reviews, pricing analysis, and competitor benchmarking to identify hidden revenue opportunities across key commercial categories.
• Executive & Partner Engagement: Collaborate with National Sales Managers and key distributor stakeholders to align trade initiatives directly with top-line revenue targets.
• Data-Driven Sales Strategy: Leverage SAP Business One, Phocas BI, and modern AI tools to extract commercial insights that optimize stock velocity, profitability, and customer account growth.

What You Bring to the Table

• 3–6+ Years Commercial Experience: Proven track record in B2B channel sales, trade management, category optimization, or commercial sales enablement (experience in workplace supplies, hospitality, cleaning, or commercial distribution preferred).
• Commercial & Financial Acumen: Strong understanding of gross margins, product pricing structures, promotional ROI, and commercial deal mechanics.
• Sales-First Mindset: Ability to translate complex category data into simple, actionable sales strategies that move volume.
• Tech & BI Proficiency: Advanced Excel capabilities alongside experience with ERP systems (e.g., SAP), Business Intelligence tools (e.g., Phocas), or AI-driven workflows (e.g., Copilot, Claude).
• High-Level Communication: Confident presenting commercial proposals and negotiating with key accounts, national sales leadership, and vendor partners.

Why Apply?

• High-Impact Role: Direct responsibility for driving commercial growth with clear visibility from executive leadership.
• Career Advancement: Clear pathway to progress into broader Commercial Management, Category Leadership, or Business Development roles.