Head of Sales​/Sales Executive

HEAD OF SALES / SALES EXECUTIVE - National Informal Trade Growth

LOCATION:

Anywhere in South Africa

TRAVEL:
Extensive national travel, with frequent travel to Johannesburg

SALARY: R100,000 to R120,000 per month (depending on experience, seniority and proven results)

A growing FMCG manufacturer and distributor is looking for a senior commercial sales leader to build and lead its informal trade sales capability nationally. The role requires an executive who can move comfortably between strategy and execution, develop the route‑to‑market model, build the required sales team and deliver measurable revenue growth.

The successful candidate may be based anywhere in South Africa but must be comfortable with extensive travel. The role will involve frequent travel to Johannesburg, regular travel to all other regions and significant time in the market. This is not a traditional office‑based role. The person must understand the realities of selling through wholesalers, cash and carries, independent retailers, spaza shops and other informal trade channels.

• Develop the national sales and route‑to‑market strategy
• Build the informal trade channel across targeted provinces
• Determine the appropriate sales team, territory and distribution structure
• Recruit, lead and develop regional sales managers and representatives
  
  Establish commercial targets, sales disciplines and performance measures
• Build strategic relationships with wholesalers, distributors and key informal trade partners
• Identify new markets, product opportunities and regional growth areas
• Provide sales forecasts, market insights and commercial recommendations
• Work closely with the executive team on pricing, supply, distribution and business growth
• Take full accountability for national sales performance

• Senior sales leadership experience within FMCG
• Strong and proven informal trade experience is essential
• Experience designing or transforming a route‑to‑market model
• Experience building, restructuring or scaling a sales team
• Strong commercial judgement and financial understanding
• Proven ability to deliver growth across multiple geographical regions
• Strong relationships within wholesale, distribution or informal trade channels
• An entrepreneurial and hands‑on leadership style
• Based in South Africa and willing to travel extensively, including frequent travel to Johannesburg
• Valid driver's licence

Candidates whose experience is limited to modern trade, national key accounts or formal retail will not meet the requirements unless they also have strong informal trade exposure.