Head of Retail Sales (FMCG)
Salary: Up to R2.8 million CTC plus a market-leading performance incentive
Area: Bryanston, Johannesburg
Type: Onsite | Permanent
Take ownership of a national retail sales portfolio and help shape the next phase of growth
This is an opportunity for an accomplished FMCG sales leader to make a genuine commercial impact.
Our client is investing in the future, with a clear long-term growth strategy and significant investment to strengthen its market position. As part of this journey, they are looking for an experienced retail sales leader to take ownership of the consumer channel, strengthen key customer partnerships and unlock sustainable growth across the business.
Reporting to the Sales Director, you will lead the Retail Sales function, driving commercial performance across national retail and wholesale customers while building a high-performing sales team capable of delivering ambitious growth targets.
This is a role for someone who enjoys accountability, thrives in a fast-moving environment and wants the freedom to make decisions that influence business performance.
What you'll be doing
You'll own the retail sales strategy from planning through execution, ensuring the business remains competitive while delivering exceptional service to customers.
Your responsibilities will include:
- Leading the national Retail Sales strategy across the consumer portfolio.
- Growing revenue through existing customers while identifying new business opportunities.
- Building trusted relationships with major retail and wholesale partners across South Africa.
- Developing commercial plans that strengthen market share and improve category performance.
- Identifying opportunities to improve channel performance, sales effectiveness and commercial execution.
- Working closely with Marketing to deliver impactful promotional and trade initiatives.
- Providing valuable market insight around customer trends, competitor activity and pricing.
- Leading, coaching and developing a high-performing retail sales team.
- Delivering accurate forecasting, pipeline management and sales reporting.
- Collaborating with Supply Chain, Marketing and Finance to ensure seamless execution across the business.
What we're looking for
We're looking for a commercially minded sales leader who understands the South African retail landscape and has a proven track record of delivering growth within FMCG.
You'll bring:
- At least 8 years' experience in senior FMCG sales leadership.
- Proven success managing national retail and wholesale accounts.
- Strong relationships with leading retailers such as SPAR, Shoprite, Pick ‘n Pay and Woolworths.
- Experience developing and executing successful retail sales strategies.
- Strong commercial understanding of pricing, promotions, trade investment and category management.
- The confidence to negotiate, influence and build long-term customer partnerships.
- A relevant qualification in Business, Commerce, Marketing or a related discipline.
Experience within hygiene, tissue, paper products or a related FMCG category will be advantageous.
Who you'll be
You're a commercially driven leader who enjoys winning new business as much as growing existing partnerships.
You understand what it takes to succeed in a competitive retail environment and know how to balance strategic thinking with hands-on execution.
You're comfortable making decisions, taking ownership and leading teams through change. Most importantly, you're motivated by achieving results and being rewarded for your contribution through a meaningful performance-based incentive.
Why join?
You'll join a business that is investing in growth and empowering its leaders to make decisions that matter.
You'll have the opportunity to shape the future of the retail sales function, work alongside an experienced executive leadership team and influence the commercial direction of a well-established South African FMCG business.
If you're looking for a role where your ideas will be heard, your experience valued and your success recognised, this is an opportunity worth exploring.
Apply now
If you're an experienced FMCG Sales Leader with strong retailer relationships, commercial insight and a passion for driving growth, we'd love to hear from you.
Pay: R2 200 000,00 - R2 800 000,00 per year
Application Question(s):
- Do you have commercial understanding of pricing, promotions, trade investment and category management?
- Do you have strong relationships with leading retailers such as SPAR, Shoprite, Pick ‘n Pay and Woolworths?
Education:
Experience:
- senior FMCG sales leadership: 8 years (Required)
- managing national retail and wholesale accounts.: 8 years (Required)
- developing and executing successful retail sales strategies: 8 years (Required)
Work Location: In person
