Sales Manager (Wholesale FMCG)
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Key skills for this role
About the Role
GMG seeks a Sales Manager to drive wholesale sales in the FMCG sector. The role involves developing channel strategies, managing key accounts, negotiating trade terms, and leading a team to achieve sales targets.
Key Skills for This Role
Responsibilities
- Develop and implement wholesale channel strategy aligned with company sales objectives
- Identify opportunities to expand distribution and penetration within the wholesale segment
- Set and monitor sales targets, KPIs, and budgets for wholesale accounts
- Manage and grow key wholesale accounts, ensuring product availability and timely deliveries
- Negotiate terms of trade, pricing, and promotional deals with wholesalers and distributors
- Monitor stock levels, order cycles, and credit exposure of wholesale partners
- Collaborate with trade marketing teams to execute activities tailored for wholesale channel
- Evaluate effectiveness of promotional programs and optimize ROI
- Conduct regular market visits to assess channel performance and gather competitive intelligence
- Prepare accurate sales forecasts and monthly performance reports
- Work cross functionally with supply chain, finance, and marketing
- Provide guidance and support to field sales teams focused on wholesale execution
Requirements
- Bachelor's degree in Business, Sales, Marketing, or related field
- 6+ years of experience in FMCG sales
- At least 3 years in a channel management or wholesale specific role
- Strong knowledge of FMCG wholesale and distribution dynamics
- Proven negotiation and relationship building skills
- Analytical mindset with ability to interpret sales data and trends
- Proficiency in Microsoft Excel, PowerPoint, and CRM tools
- Excellent communication and presentation skills
- MBA preferred
Full Job Posting
Role Summary
- The Sales Manager is responsible for developing and executing wholesale sales strategies to drive volume, revenue, and market share in the FMCG sector.
Key Success Drivers including Accountabilities and Responsibilities
- Develop and implement the wholesale channel strategy aligned with the company’s sales objectives.
- Identify opportunities to expand distribution and penetration within the wholesale segment.
- Set and monitor sales targets, KPIs, and budgets for wholesale accounts.
- Manage and grow key wholesale accounts, ensuring consistent product availability and timely deliveries.
- Negotiate terms of trade, pricing, and promotional deals with wholesalers and distributors.
- Monitor stock levels, order cycles, and credit exposure of wholesale partners.
- Collaborate with trade marketing teams to execute activities tailored for the wholesale channel.
- Evaluate effectiveness of promotional programs and optimize ROI.
- Conduct regular market visits to assess channel performance, gather competitive intelligence, and ensure compliance with brand standards.
- Prepare accurate sales forecasts and monthly performance reports.
- Work cross functionally with supply chain, finance, and marketing to ensure channel needs are met.
- Provide guidance and support to field sales teams focused on wholesale execution.
Functional/Technical Competencies
- Strong knowledge of FMCG wholesale and distribution dynamics.
- Proven negotiation and relationship building skills.
- Analytical mindset with the ability to interpret sales data and trends.
- Proficiency in Microsoft Excel, PowerPoint, and CRM tools.
- Excellent communication and presentation skills.
Education & Experience
- Bachelor’s degree in Business, Sales, Marketing, or related field (MBA preferred).
- 6+ years of experience in FMCG sales, with at least 3 years in a channel management or wholesale specific role.
People Management
- The incumbent is responsible for setting clear objectives and performance targets in collaboration with team members.
- Actively mentoring, guiding, and providing direction to the team to cultivate skill development, operational efficiency, and continuous improvement.
- Applies structured performance management practices to monitor progress, troubleshoot issues, and drive the team towards achieving periodic KPIs.
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