Head Of Wholesale & Convenience

Haribo; Wakefield; Hybrid; GBP 90,000 - 120,000; Full time

Benefits offered by this job

36 days holiday

10% pension

Private medical insurance

Group income protection

Market leading life assurance

20% discount in our stores

Dental cover

Job summary

HARIBO is seeking a Head of Wholesale and Convenience to lead a national account focused, branded FMCG sales team. You will report to the Sales Director and build strong relationships with customers, agencies, Marketing, Category, and Finance to drive growth.

You will own channel strategy, business reviews and trade investments, delivering sustainable volume and market share gains while mentoring a high-performing team in a hybrid work setting at HARIBO Castleford/Leeds.

Qualifications

• Significant wholesale and convenience sales leadership experience within a branded FMCG impulse organisation.
• Proven track record delivering sustainable sales growth with major UK wholesalers and convenience sectors.
• Ability to negotiate joint business plans with major customers and manage significant budgets.

Responsibilities

• Lead the Wholesale and Convenience channel to drive volume, value and market share.
• Develop, implement and measure tailored channel plans with NAMs and buying teams.
• Coach and develop the channel team to improve forecast accuracy and cost to serve.
• Maintain strong relationships across customers, agencies, Marketing and Finance.
• Negotiate joint business plans and manage credit terms and investments.

Skills

Wholesale leadership

Branded FMCG

Budget management

Strategic sales planning

Stakeholder management

Negotiation

Team leadership

Commercial acumen

Job description

Role: Head of Wholesale and Convenience

Location: HARIBO Castleford, Leeds (hybrid working - a minimum of 2 days per week spent in the office)

Working hours: 38hour per week

Position type: Permanent

Salary: Competitive; plus, a company car and up to a 20% bonus

We are on the hunt for a ‘Head of Wholesale and Convenience’ to come and join our happy world of HARIBO and lead our impressive Wholesale and Convenience channel!

Within this role you will report directly into our Sales Director whilst also building sweet relationships with a variety of stakeholders including; customers, field marketing agencies, Marketing, Category and Insights, Demand and Finance.

This role is responsible for leading the channel team to deliver volume, value and market share growth across a portfolio of national account customers with a strategic focus on key brands and the delivery of long-term sales drivers.

If you’re able to deliver customer-centric solutions that drive business growth and strengthen HARIBO’s market position this could be the role for you?

How you’ll contribute to the mix:

Sales strategy and strategic business management:

• Constructing, developing, implementing and measuring tailored channel plans to deliver sustainable and profitable sales growth
• Reviewing customer business plans and coaching NAMs to maximise return on all trade investment
• Planning and conducting regular business reviews with buying teams
• Keeping pace with the constantly changing marketplace, anticipating market trends and competitive threats and plans

Commercial awareness:

• Conducting detailed promotional analysis to ensure there is commercial payback for such investment
• Ensuring all trade investments are conditional and support the delivery of the channel plans
• Monitoring distribution, space and availability measures to ensure we have fair representation across the channel and working with the Category team to build plans to address any gaps
• Managing the credit rating and agreements across the portfolio of customers

Customer relationships:

• Securing and retaining partnership supplier status
• Developing multi-functional relationships across customers, Category and Supply Chain teams as well as channel teams operating in Convenience / doc.com

Forecasting and logistics:

• Managing the team to ensure a clear focus on improving forecast accuracy
• Considering and developing ideas to reduce our cost to serve
• Ensuring invoice accuracy to reduce discrepancies and to secure adherence to agreed payment terms

Communication:

• Leading the channel and Sales function as part of the Sales Leadership Team
• Communicating with clarity at all levels both internally and externally

Performance management:

• Driving performance improvement of the team through clear objective setting, feedback and coaching
• Fully contributing to the company performance and development appraisal process, monitoring all aspects of performance vs objectives, action plans and behavioural competencies

Can you supply our essential ingredients?

We are on the hunt for an individual with significant Wholesale and Convenience Sales leadership experience within a branded FMCG impulse organisation with a proven track record of delivering sustainable sales growth with major UK Wholesalers and convenience sectors.

One of the core ingredients for this role is the ability to successfully negotiate joint business plans with major customers, we are also looking for an individual with exposure to significant commercial budgets and trade investment.

If you have experience of leading high performing sales teams as well as a track record of developing long-term strategic customer partnerships this could be the role for you! To thrive within this role experience of presenting commercial strategy to Executive Leadership Teams and Boards is imperative. Furthermore, we’re looking for someone who have successfully delivered new product launches and category growth initiatives.

Strong commercial and financial acumen is also a must alongside consumer and shopper behaviour expertise! Do you have exposure to marketing insight tools as well as an understanding of commercial governance and competition law?

To add to our impressive Sales team, we’re looking for a strategic leader with strong consumer and market awareness as well as a passion to lead change both positively and confidently. Do you have what it takes?

The extra sweet stuff:

• - 36 days holiday (including bank holidays)
• - 10% pension (matched by HARIBO)
• - Private medical insurance - couple cover
• - Group income protection
• - Market leading life assurance
• - 20% discount in our stores
• - Dental cover and so much more!