National Sales Manager Food Service and Wholesale

AVI Limited; Johannesburg; On-site; ZAR 800,000 - 1,200,000; Full time

Job summary

A leading FMCG company in Johannesburg is seeking a National Sales Manager for Food Service and Wholesale. The successful candidate will lead the sales strategy, manage Key Account Managers, and drive growth in the channel. Applicants should have over 5 years of FMCG sales experience and a strong background in food service channels. The role includes significant responsibilities in customer relationships and P&L management.

Qualifications

• 5 years’ FMCG sales experience, including experience in Key Account or Channel Management.
• Proven experience in Food Service and Wholesale channels.
• Exposure to export operations and cross-border logistics.

Responsibilities

• Develop and implement the National Food Service & Wholesale strategy.
• Lead and manage Key Account Managers across customer groups.
• Drive customer segmentation and strategic planning.
• Manage the channel Profit and Loss (P&L).
• Build strong customer relationships and oversee trade debtor performance.

Skills

FMCG sales experience

Key Account or Channel Management

Numerical analysis and problem solving

Sales Planning and Forecasting

Strong communication skills

Education

Grade 12 / Matric

Bachelor’s Degree or National Diploma in Commerce, Sales, or Business Management

Job description

Overview

Job title: National Sales Manager Food Service and Wholesale

Job Location: Gauteng, Johannesburg

Deadline: October 08, 2025

Reporting

Reports to: Head of Sales

Direct reports: 3

Responsibilities

• Develop and implement the National Food Service & Wholesale strategy aligned to I&J’s domestic sales objectives.
• Lead and manage Key Account Managers (KAMs) across customer groups, ensuring clear targets and strategic alignment.
• Drive customer segmentation, strategic planning, and execution to expand channel presence and share.
• Provide leadership in negotiations of trading terms and strategic partnerships with major wholesalers and food service groups.
• Own the channel Profit and Loss (P&L), ensuring achievement of revenue, volume, margin, and profitability targets.
• Monitor and manage pricing, deals, and Key Value Items (KVI) lines to maximise profitability.
• Ensure accurate stock allocation, forecasting, and pipeline management, working with cross-functional teams to meet demand and minimise risk.
• Oversee trade debtor performance, ensuring timely collections and adherence to credit policies. Coordinate sales demand forecasts for production planning to ensure optimal stock availability across customers and various regional depots.
• Build strong customer relationships across wholesalers, food service groups and export partners.
• Lead category growth initiatives, leveraging customer insights to shape assortment, pack formats, and pricing strategies.
• Support and guide KAMs in customer visits, joint business planning and promotional execution.
• Ensure long-term planning and short-term action plans are effectively delivered against financial and strategic goals.
• Collaborate with supply chain teams to ensure service excellence, OTIF delivery and efficient DC-to-DC flows.
• Oversee export operations, including compliance with documentation - health certificates, seals, customs requirements, cross-border logistics, and minimum order volumes.
• Anticipate and mitigate risks in export planning, ensuring customer service and monthly sales objectives are achieved.
• Streamline processes with internal departments to improve efficiency and responsiveness.
• Recruit, coach, train, and develop the Key Account Managers and support, driving high performance and accountability.
• Conduct regular performance reviews, set KPIs, and provide ongoing feedback.
• Foster a collaborative team culture, ensuring alignment between individual objectives and business goals.
• Build succession capability and develop future leadership within the Food Service sales team.

What It Takes to Succeed

• 5 years’ FMCG sales experience, including experience Key Account or Channel Management
• Proven experience in Food Service and Wholesale channels
• Exposure to export operations and cross-border logistics

Qualifications & Certifications

• Grade 12 / Matric
• Bachelor’s Degree or National Diploma in Commerce, Sales, or Business Management

Additional Requirements

• Strong in numerical analysis and problem solving
• Business Administration and Customer Relationship Management experience
• Sales Planning and Forecasting
• Strong communication skills
• Own reliable vehicle
• Sales / Retail / Business Development jobs