Department: Sales

Reports to: Head of Sales

Supervises:

• Sales Coordinator
• Key Accounts Managers
• Accounts Managers
• Field Sales Leader
• Field Sales Reps

Job Level: Management

Purpose:

The Wholesale Manager is responsible for leading the Wholesales Department, overseeing a team of Key Accounts Managers, Accounts Managers, Field Sales Leader, and Field Sales Reps. The ideal candidate will develop and implement strategies to maximize wholesale revenue and profitability while ensuring exceptional customer satisfaction. This role requires strong leadership skills, strategic thinking, and a deep understanding of sales processes. The Wholesale Manager will also manage client debt exposure for the company.

Key Duties/Responsibilities:

1. Leadership:
   • Provide strong leadership to the wholesale sales team, including Key Accounts Managers, Accounts Managers, and Field Sales.
   • Set clear goals and objectives for the teams and monitor performance against targets.
   • Foster a collaborative and high-performance culture within the sales department.
   • Provide coaching, mentoring, and training to develop the skills of team members.
2. Strategic Planning:
   • Develop and implement strategic plans to achieve sales targets and maximize wholesale revenue and profitability.
   • Identify new business opportunities and market trends to drive growth.
   • Collaborate with senior management to develop pricing strategies, promotional activities, and product positioning to increase market share.
3. Account Management:
   • Oversee the management of key accounts, ensuring strong relationships and high levels of customer satisfaction.
   • Work closely with Key Accounts Managers to develop account plans, negotiate contracts of supplies, and resolve any issues or concerns.
   • Monitor key account performance and identify opportunities for upselling and cross-selling.
4. Sales Process Improvement:
   • Develop and implement efficient sales processes and procedures to streamline operations and improve productivity.
   • Utilize sales analytics and data-driven insights to make informed decisions and drive continuous improvement.
   • Collaborate with other departments, such as Marketing and Supply Chain, to ensure seamless execution of sales initiatives.
5. Performance Monitoring:
   • Monitor sales performance against targets and KPIs, providing regular reports to senior management.
   • Conduct regular sales meetings to review progress, share best practices, and address any challenges.
   • Analyze market trends, competitor activities, and customer feedback to inform strategic decision-making.
6. Technology Utilization:
   • Utilize CRM and ERP software to enhance sales processes.

Academic and Professional Qualifications and Experience Required:

• Bachelor’s Degree in Business Administration, Marketing, Engineering, or Construction-related fields.
• At least six (6) years of experience in a sales management role in the manufacturing, construction, or related industry.

Key Skills and Competencies:

• Exceptional leadership, communication, and interpersonal skills.
• Strong analytical and strategic thinking capabilities.
• Expertise in sales planning, forecasting, and budgeting.
• Proficient in CRM software and sales management tools.
• Ability to work under pressure and meet tight deadlines.
• Prioritizing, time management, and organizational skills.
• Relationship management skills and openness to feedback.
• High standards of integrity, ethics, and confidentiality.