Permanent - Head of Sales (Retail, Channel & Key Account Management) - Centurion - South Africa

The Head of Sales will lead the full commercial function within the snack manufacturing business. This role is responsible for driving revenue growth, strengthening market share, and ensuring best-in-class execution across all retail channels. The incumbent will oversee in-house sales teams, third-party merchandising partners, and national key accounts, ensuring strong brand visibility, pricing compliance, and competitive shelf presence while protecting company margins.

Key Responsibilities

Sales Strategy & Execution

• Develop and implement sales strategies to grow snack category penetration across formal and informal retail channels.
• Align territory structures and call cycles with product launches, marketing campaigns, and category trends.
• Drive optimal shelf presence and ensure adherence to planograms to maintain competitiveness.

Team Leadership & Channel Oversight

• Lead and manage in-house sales teams, Area Sales Managers, and support staff with clear KPIs and training frameworks.
• Oversee third-party merchandising partners to ensure execution of display standards, promotions, and returns.
• Optimize territory allocations and market rotations to improve field coverage and delivery efficiency.

Key Accounts & Buyer Engagement

• Build and maintain senior-level relationships with buyers across supermarkets, convenience stores, and wholesale distributors.
• Negotiate product listings, rebates, and promotional plans aligned to SKU performance and category growth.
• Establish structured engagement routines to monitor sell-through and in-store execution.

Partner & Distribution Management

• Manage third-party sales and merchandising partners to ensure product freshness, consistent merchandising, and accurate reporting.
• Identify logistics gaps and collaborate with supply chain teams to resolve backorders and delivery challenges.

Reporting & Performance Analysis

• Monitor SKU performance across channels, regions, and categories using ERP and reporting tools.
• Analyse pricing gaps, promotional effectiveness (ROI), and competitor activity to inform strategy.
• Deliver monthly performance dashboards covering gross profit margins, discounts, and retail audit outcomes.

Financial Oversight & Pricing

• Define pricing structures across snack categories to balance margin protection with market competitiveness.
• Lead phased pricing adjustments and support teams with clear communication tools.
• Approve discounts and trading terms based on customer profile, volumes, and channel mix.

Training, Execution & Compliance

• Implement standardized merchandising guidelines, planograms, and product launch toolkits.
• Ensure adherence to merchandising SOPs, including stock rotation, bundling, and returns processes.
• Coach and develop sales representatives and merchandisers in selling techniques, upselling, and visual merchandising.

Key Requirements

• Bachelor’s degree in Business, Sales, Marketing, or a related field (MBA advantageous).
• 8+ years’ experience in FMCG sales, with a strong focus on retail and snack or food categories.
• Proven leadership experience managing large, multi-channel sales teams and third-party partners.
• Strong track record in key account management and high-level negotiations with major retailers.
• Deep understanding of merchandising principles, planograms, and in-store execution standards.
• Experience with ERP systems and data-driven sales performance analysis.
• Strong financial acumen, including pricing strategy, margin management, and promotional ROI analysis.
• Excellent communication, leadership, and stakeholder management skills.
• Ability to operate strategically while driving hands-on execution in a fast-paced environment.