Head of Sales & Commercial Strategy - Premium Beverages

About the role

An established importer and distributor of premium alcoholic beverages is looking for an experienced, commercially driven Head of Sales & Commercial Strategy based in Johannesburg. The role leads sales growth and expands market presence across South Africa and Southern Africa, covering a network of liquor retailers, wholesalers, distributors, restaurant groups and premium hospitality venues. The successful candidate leads an existing team of three salespeople while staying involved in key account management, major negotiations and new business development.

Key responsibilities

• Develop and implement sales strategies, budgets, forecasts and growth plans.
• Manage and grow relationships with major national retail, wholesale, distribution and hospitality accounts.
• Lead negotiations with key buyers on listings, pricing, promotions and commercial agreements.
• Identify and secure new business opportunities across South Africa and Southern Africa.
• Lead, motivate and develop the sales team, setting targets and monitoring performance.
• Work with the directors on commercial strategy, brand positioning and business development.
• Collaborate with marketing partners on promotions, brand activations and customer engagement.
• Monitor revenue, margins, account profitability and sales performance, and provide accurate forecasts and reporting.

Required profile

• Around 7-10 years of sales and commercial experience, ideally in premium beverages, wine, spirits or FMCG.
• Proven experience managing major national accounts and negotiating with senior buyers.
• Track record in sales growth, new business development and distribution expansion.
• Previous experience leading and managing a sales team.
• Strong commercial, financial and negotiation skills.
• Willingness to travel nationally and regionally.
• Experience with premium wine, sparkling wine, prestigious champagne products or imported beverages is beneficial.