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UK Head of Wholesale - Sales

Posted: 7 Jan 2021 Closes: 6 Feb 2021
Richmond, United Kingdom Competitive
Permanent & Full-time PAD_UKHEA01499

Head of Wholesale, UK HUB Sales

Location: Richmond

Contract type: Permanent

People Leader: UK General Manager

Function: Sales


In addition to leading our UK Wholesale Sales team, this role is responsible for developing and executing a clear hub wholesale sales strategy to deliver profitable plans to outperform budget across our core categories in the wholesale, Export & DIY channels - ensuring consistency with the company’s 5-year strategy. This will include pricing, promotion, in store, warehouse merchandising, distribution and retail relationships.


Build, inspire, nurture and develop a first class sales team
  • You’ll be passionate about building team spirit and a high performance culture. You will support, coach and develop your team – working with them on their development and learning goals.

Oversee our Wholesale, Export and DIY customers, sales strategy and performance
  • Develop and manage the execution of sales plans to over deliver on budged volume, profit and GM $&% team targets.
  • Manage trade budgets, plan and make trade off decisions (customer, distributor promo, price) to deliver sales and profit targets.
  • Monitor and understand sales results vs. plan in customers/distributors and drive action to resolve challenges.
  • Review return on investment for all key activities and understand individual customer/channel P&L to enable trade-off decisions.

Leverage regional plans and customer/distributor/consumer insights to develop and activate meaningful customer plans
  • Lead in-store/in warehouse sales excellence/theatre: translate & ‘hook’ an overall strategy for the wholesale/Export/DIY trade approach and implement at account level with our NAM/Export Manager/NAE to drive category growth & deliver > fair share distribution & in-store/warehouse theatre (promo, media, etc.) for LSB (Lifestyle brands).

Produce accurate annual/monthly/weekly sales & demand forecast as key input into S&OP process
  • Monitor / drive urgency to meet customers’/distributors needs on operational basics (order entry, customer service, forecast, delivery)
  • Drive team to provide data driven, accurate / timely inputs to demand planning to enable S&OP process & accurate forecasts…and to deliver PAD premium level of customer service / sales support.

Partner with Brand Experience / Product Managers (POD) to activate a product / BTL brand strategy and ‘win in warehouse, Export markets & DIY stores’ within accounts to complement customer strategy.
  • Add a sprinkle of magic to create differentiated brand ‘theatre’ with retailers in-warehouse (space, location, treatment) and out of store (via retailer marketing activities).

Experience you’ll bring:
  • Experience leading others and developing direct reports.
  • Strong FMCG Wholesale/DIY and Distributors commercial leadership experience – hands on experience managing wholesale customers, with additional experience across export and DIY beneficial. (E.g. Tree of Life, Costco and international distributors as an example)
  • Local commercial skills & customer expertise to build, manage and execute budgets, sales strategy (pricing, promos, channel strategies / choices)
  • Financial planning skills to create / monitor / deliver 1 year sales budget, sales / demand forecast
  • Working knowledge of supplier / retailer/ distributor operational requirements / systems / constraints
  • Ability to partner with internal brand and category teams to win in warehouse and stores via strong NPD launches & leveraging retailer media.

Superpowers you’ll bring:
  • You will be a strong people leader, passionate about motivating, coaching and developing your team.
  • You will have strong drive for results, commitment and determination.
  • You’ll be a great relationship builder – skilled at selling, negotiating, managing conflict and inspiring our customers.
  • You will be well-organised and skilled at determining priorities and leading the team.

What’s in it for you?
  • Competitive pay & benefits
  • ‘Build your own’ learning programme
  • Free breakfast & snacks
  • 25 days holiday + bank holidays
  • Pension, Life cover & Health Insurance
  • Wellness days

It’s a big, beautiful, colourful world out there and we should celebrate that. That’s why we’re working hard to be a fully diverse and inclusive place to work. Every day we strive to create an atmosphere where everyone feels valued, listened to, supported and where we can do our best work. Sure, there’s always more that can be done. But together with our team, partners, customers and community, we can make everyone welcome.

If you have a disability that prevents you from following our online application process, please contact us on the email address below so we can provide an alternative way for you to apply.We are happy to make adjustments to our hiring process to ensure we are accessible to everyone – please let us know what we can do to support you.

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