Head of Wholesale

NicheHR LLP; Johannesburg; On-site; ZAR 600 000 - 800 000; Full time

Job summary

A leading HR firm in Johannesburg is seeking a Head of Wholesale Department to oversee the wholesale sales operations. The role involves achieving sales targets, managing stock levels, and leading a team of Sales Representatives. Ideal candidates will have a Bachelor's degree in Business Marketing and 4-5 years of sales experience. Strong interpersonal and leadership skills are essential for this position, and it offers travel across South Africa.

Qualifications

• 4-5 years of relevant experience in sales and distribution management.
• Strong understanding of sales fundamentals and proven team management abilities.

Responsibilities

• Lead and manage wholesale sales operations to achieve monthly targets.
• Guide the sales team and develop strong relationships with wholesale partners.
• Monitor service levels, credit management, and customer resolutions.

Skills

Sales fundamentals

Interpersonal skills

Communication skills

Team management

Conflict resolution

Education

Bachelor's Degree in Business Marketing or related field

Job description

Head of Wholesale Department

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

• Education: Bachelors 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

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.

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.

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.

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.

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.