Job Purpose
Lead the national wholesale channel strategy and execution to achieve sales volume, distribution, and profitability targets through effective planning, trade programs, budget management, and wholesaler development.
Job Descriptions :
- Develop and execute the national wholesale channel strategy and annual business plan.
- Lead sales volume planning, target allocation, forecasting, and performance monitoring.
- Design and evaluate wholesale trade programs to drive volume, distribution, and retailer demand.
- Manage the national wholesale budget, investment allocation, utilization, and program ROI.
- Establish wholesaler segmentation, performance standards, incentive schemes, and governance.
- Monitor inventory health, pricing compliance, credit exposure, and wholesaler productivity.
- Collaborate with regional sales, marketing, finance, and supply chain teams to ensure excellent execution.
- Lead and develop the wholesale department team.
Job Requirements :
- Bachelor's degree in Business, Marketing, Economics, Finance, or a related discipline
- Minimum 3-6 years of experience in Sales, Trade Marketing, Commercial Planning, or Channel Management
- Minimum 3 years in a leadership position, preferably managing a national or multi-regional business
- Proven track record in delivering sales-volume growth through wholesaler networks and downstream retail development
- Strong understanding of wholesale economics, including working capital, stock rotation, product margins, credit terms, retailer coverage, and trading behaviour
- Experienced in developing wholesale programs that generate incremental sales and stimulate retailer demand
- Strong capability in wholesaler segmentation, performance grading, territory management, and resource allocation
- Experienced in managing trade budgets, incentives, product allocation, credit exposure, and program ROI
- Able to analyse sell-in, sell-out, stock cover, retailer contribution, product penetration, and wholesaler productivity
- Strong field orientation with the ability to convert commercial strategy into practical and executable actions
- Advanced proficiency in Excel and PowerPoint; experience with sales dashboards, ERP, or distribution systems is preferred
- Good command of English, both written and spoken
- Strong understanding of tobacco regulations, responsible trade practices, and internal compliance requirements
