Commercial Director – FMCG Wholesale & Distribution

About the role

We are looking for an experienced Commercial Director to lead our FMCG wholesale and distribution business across South Africa. Reporting to the Managing Director, you will shape pricing, drive high‑value deals and lead a national sales team while ensuring an exceptional experience for wholesale customers.

Key responsibilities

• Design and implement complex regional and national pricing strategies, including tiered pricing and trade terms.
• Analyse market trends, competitor pricing and customer purchasing patterns to protect margins.
• Lead a national team of regional sales managers, key‑account executives and field representatives, setting KPIs and fostering a high‑performance culture.
• Negotiate and close strategic deals with large wholesalers, distributors, cash‑and‑carry operators and institutional buyers.
• Develop and execute trade‑marketing campaigns, promotional programmes and incentive schemes to drive volume.
• Collaborate with suppliers and internal teams on advertising, digital campaigns and procurement to align with customer demand.
• Own national and regional sales budgets, delivering year‑on‑year revenue, volume and profitability growth.
• Utilise CRM systems to monitor performance, forecast sales and support strategic planning.

Required profile

• Proven senior‑level experience in FMCG wholesale or distribution, with a track record of revenue growth.
• Strong commercial acumen and ability to develop disciplined pricing and volume strategies.
• Demonstrated leadership of large, geographically dispersed sales teams.
• Excellent negotiation skills and experience closing high‑value B2B deals.
• Ability to travel nationally and represent the company at industry events.

Required skills

• CRM systems