Job Objectives
Spearhead strategy development initiatives for the wholesale business, ensuring alignment with the company's overall corporate strategy.
Direct and manage the overall wholesale, retail, innovation, and e-commerce business operations.
Develop and implement sales programs in line with board-approved strategic objectives.
Actively participate in day-to-day sales management, including regional office visits to drive revenue and expense performance.
Drive growth and profitability of company-owned retail outlets.
Formulate and execute retail strategy to achieve overall company objectives.
Duties & Responsibilities
Strategic Leadership:
Own and drive the overall business goals and revenue objectives for Retail, Wholesale, Innovation, and E-commerce units.
Develop and implement growth strategies across all sales business units.
Drive analytics adoption in retail and e-commerce as a competitive advantage.
Utilize data and market intelligence to forecast sales and set performance targets.
Oversee Route-to-Market implementation for wholesale and retail operations.
Operational Oversight:
Direct and supervise Sales Managers (solid reporting line) and other sales personnel (dotted reporting line).
Assign territories and accounts to Sales Managers and the wholesale sales team.
Manage negotiations with key customers and resolve major client issues.
Oversee e-commerce front-end and back-end operational direction.
Ensure strong collaboration with marketing to increase retail traffic (footfall and digital visibility).
Oversee assignment and re-assignment of Retail Outlet Managers, ensuring strategic outlet placement.
Financial & Performance Management:
Full P&L accountability for the Sales function.
Drive revenue growth and contribution margin targets.
Monitor sell-in and sell-out performance across channels.
Ensure operational profitability through cost and margin management.
Oversee SPIF payouts and trade incentive programs.
Talent & Culture:
Support recruitment, training, and development of Sales Managers and teams.
Partner with HR to implement a strategic talent pipeline aligned with retail turnover patterns.
Instill a strong sales and service culture across all business units.
Ensure adoption of standard sales methodologies to guarantee a uniform customer experience.
Key Performance Indicators (KPIs)
Sales Plan vs Actual
% Overall Revenue Growth
Net Sales & Sales Volume
Retail Value Proposition Effectiveness
Retail Capacity Utilization Rate
Units per Door per Week
% Slow Moving & Non-Moving Inventory
Online Sales Volume & Value vs Total Sales
% Revenue from New Products
% Revenue from New Territories
Market Share Value
Customer Satisfaction & Retention
Operational Profit (COGS/Cost of Sales)
Sell-in & Sell-out Velocity
Execution of Sales & Marketing Strategy
Innovation of New Segments & Services.
Minimum Education Qualifications
Master's Degree in Business Administration, Marketing, or related fields.
Required Experience:
10+ years of progressive, successful sales experience.
Minimum of 3 years in Sales Management leading a sales force.
Retail chain management experience (FMCG, CPG, Cosmetics, Health & Personal Care preferred).
Strong experience in E-commerce operations management.
Indirect & Channel Sales Management experience (FMCG preferred).
Experience implementing Route-to-Market strategies.
Organized Retail (Key Accounts) experience.
Proficiency with CRM systems and salesforce automation tools.
Required Competencies:
Strategic Thinking
Business Acumen
Results-Driven Leadership
Performance Management
Problem Solving & Analytical Skills
Customer Focus
Technical & Digital Capability
Organizational & Planning Skills
Communication & Negotiation Proficiency
Team Leadership & Collaboration
Initiative & Ownership.
Reporting Relationships
Functionally Reports To: Chief Operating Officer
Administratively Reports To: Chief Operating Officer
Supervises: This position leads the entire Retail and Wholesale Sales Units, as well as the Innovation & E-commerce Business Unit, including:
Head of Retail Operations
Head of Innovation
Head of E-commerce
Regional Sales Managers
Wholesale & Retail Sales Team Members.