Head of Wholesale & Exports

Head of Wholesale & Exports

What we do

At Kenvue, we realize the extraordinary power of everyday care. Built on over a century of heritage and rooted in science, we’re the house of iconic brands - including NEUTROGENA®, AVEENO®, TYLENOL®, LISTERINE®, JOHNSON’S® and BAND-AID® that you already know and love. Science is our passion; care is our talent.

Who We Are

Our global team is ~ 22,000 brilliant people with a workplace culture where every voice matters, and every contribution is appreciated.  We are passionate about insights, innovation and committed to delivering the best products to our customers. With expertise and empathy, being a Kenvuer means having the power to impact millions of people every day. We put people first, care fiercely, earn trust with science and solve with courage – and have brilliant opportunities waiting for you! Join us in shaping our future–and yours. For more information, click here.

Role reports to:

Customer Director

Location:

Europe/Middle East/Africa, South Africa, Gauteng, Johannesburg

Work Location:

Hybrid

What you will do

Kenvue is currently recruiting for:

               

Head of Wholesale & Exports

This position reports into Customer Director and is based at Cape Town, South Africa.

Who we are

At Kenvue, we realize the extraordinary power of everyday care. Built on over a century of heritage and rooted in science, we’re the house of iconic brands - including NEUTROGENA®, AVEENO®, TYLENOL®, LISTERINE®, JOHNSON’S® and BAND-AID® that you already know and love. Science is our passion; care is our talent. Our global team is made by 22,000 diverse and brilliant people, passionate about insights, innovation and committed to deliver the best products to our customers. With expertise and empathy, being a Kenvuer means to have the power to impact life of millions of people every day. We put people first, care fiercely, earn trust with science and solve with courage – and have brilliant opportunities waiting for you! Join us in shaping our future–and yours. For more information, click here.

               

Role reports to: Customer Director

Location: Cape Town, South Africa

Travel: 30%

What you will do

The Head of Wholesalers & Export Distributors is responsible for leading and managing your sales team to achieve sales goals, ensuring compliance with all regulations, and developing effective sales strategies. You will oversee staffing, training, account management, and coordinate sales activities to maximize market presence and customer relationships. The role will include all Domestic and Export wholesalers and distributors including independent pharmacy wholesalers. The Head of Wholesalers & Export Distributors is responsible for leveraging a unique understanding of the markets, customers and channel dynamics to develop and implement relevant channel strategies and guide the development and implementation of plans to achieve the business sales objectives of revenue, volume, share and profit

Key Responsibilities

• Overall management of all Pharmacy wholesale, local distributor (currently Permark) and export distributor channels and accounts.
• Leading and supporting the full sales organization for servicing and executing across these channels including contingent and 3rd party worker structures .
• Spearhead the strategic expansion of pharmacy wholesaler and distributor networks by identifying untapped markets and fostering innovative partnership models.
• Lead and mentor high-performing sales teams across wholesaler, export, and assigned territory divisions to achieve and exceed sales targets, instilling a culture of creativity, accountability, and proactive problem-solving.
• Develop and implement strategic sales and distribution plans including territory management, quotas, sales techniques, and dynamic strategies leveraging data analytics and market trends to maximize regional distribution efficiencies.
• Cultivate and maintain high-impact relationships with key distributors and senior-level customers, ensuring alignment with brand vision, sustainable growth objectives, and account growth.
• Drive the integration of cutting-edge digital tools to streamline order management where applicable, inventory forecasting, customer engagement, and account administration across wholesaler and distributor sales channels.
• Champion continuous improvement initiatives by analyzing performance metrics, preparing and analyzing periodic sales reports, and adapting distribution and sales tactics to evolving market demands.
• Ensure all sales activities comply with regional and local legislation, and company regulations and policies.
• Oversee staffing, training, and performance evaluations to develop and sustain a high-performing sales team.
• Collaborate in the design and execution of sales campaigns and coordinate participation in regional and national trade shows and conventions to enhance brand visibility where applicable.
• Identify and evaluate new business opportunities and partnerships to drive growth and profitability.
• Collaborate with cross-functional teams to develop and execute marketing campaigns and promotions.
• Manage budgets and resources effectively to optimize ROI and achieve business objectives, while ensuring financial commitments are met.
• Develop and implement comprehensive programs for regional trade customers to achieve business sales objectives.
• Maximize account objectives through effective trade purchasing and marketing activities.
• Oversee the development, implementation, and analysis of account specific promotion programs to drive key decisions.
• Monitor market trends, customer needs and competitors' actions in region to identify new opportunities.
• Act as liaison between stakeholders ensuring clear communication of business strategies, key initiatives, learning and filling key information gaps to improve business results.
• Own the Pharmacy, local distributor and export distributor channel forecast by participating in the planning and providing input into the forecast processes for channel and brand plans to drive business growth.
• Act as a lead partner with relevant third party providers, specifically in sales and merchandising to drive appropriate tactical processes to improve cost/value ratio.
• Provide reports to management for communication and approval to ensure transparency.
• Demonstrates ability to lead and own complex trade negotiations
• Illustrate ability to coach other team members to develop competencies to support and lead complex trade negotiations
• Manage customer contracts (including rebates) and maintain relationships with third party service providers to ensure smooth operations.
• Maintain close partnership with other departments/functions, for example, trade marketing, marketing, sales, demand management, supply planning & procurement to improve business results.
• Monitors and analyzes Channel and Customer performance vs. Objectives (volume, NTS, GP, share, NPI execution and POP activity (ranging, promotions, pricing, merchandising etc.) and ensures corrective action is timeously implemented. Action plan to address shortfalls agreed by cross functional team at HPT meeting and with the customer at monthly/quarterly reviews.
• Ensures trade promotional spend (advertising monies, rebates, case discounts, promo spend etc.) for their Channels provides an effective ROI and budgets are not exceeded.
• Ensures that day to day and promotional pricing as well as price increases are implemented as per the agreed brand pricing strategy.
• Supports NPI development by representing the Customer Management Team on key projects when appropriate.
• Provide coaching and guidance to the Customer Managers, Regional Sales Managers and Sales representatives to develop their skills based on individual and business needs to develop a high performing team.
• Monitors Customer trading terms for alignment to policies and procedures (includes promotional spend, price discounts, free case offers, payment terms, rebates etc.)

What we are looking for

Required Qualifications

• Bachelor's degree or equivalent in Business Administration, Marketing, or other business-related fields.
• 8-10 years of progressive experience in sales management, preferably within wholesale or export distribution sectors, with a focus on FMCG and/or pharmacy channels.
• Proven track record of achieving sales targets and driving business growth.
• Strong leadership and management skills, with the ability to motivate and inspire sales teams.
• Strong knowledge of sales compliance requirements and regulatory standards.
• Excellent communication and interpersonal skills, with the ability to build and maintain relationships with senior-level customers and stakeholders.
• Demonstrated ability to develop and execute strategic sales plans and campaigns
• Analytical and strategic thinking skills, with the ability to identify and capitalize on market opportunities.
• Ability to work effectively in a fast-paced, dynamic environment, with a focus on results and continuous improvement.
• Experience in forecasting and business planning to ensure business growth
• Ability to prioritize and successfully manage multiple projects/initiatives to ensure efficiency
• Ability to work in a matrix environment to collaborate effectively
• Ability to manage conflict and negotiate successfully to maintain strong relationships
• Strong computer skills, including MS Office Suite applications, sales database, and web applications to ensure efficiency

Desired Qualifications

• Passion for innovation and creativity, with a desire to push boundaries and challenge the status quo.
• Proficiency in data intelligence/visualization applications (Tableau, Power BI, Pyramid etc.), Excel, and PowerPoint to analyze data and present insights and inform business decisions
• Experience with XTEL for trade spend management
• Experience in Supply Chain Management and forecasting processes
• Exceptional strategic thinking abilities combined with hands-on experience in leveraging data-driven insights to innovate distribution strategies.
• Proficiency in utilizing advanced CRM and supply chain management software to enhance distributor engagement and operational efficiency.
• Strong intercultural communication skills and a deep understanding of international trade regulations.
• Experience and understanding of local trade regulations surrounding controlled/scheduled substances.
• Experience coordinating trade shows, conventions, or similar industry events.
• Demonstrated leadership skills with a history of building and inspiring diverse teams to achieve ambitious sales and operational goals.

What’s in it for you

• Competitive Benefit Package*       
• Learning & Development Opportunities        
• Employee Resource Groups         
• This list could vary based on location/region

       

*Note: Total Rewards at Kenvue include salary, bonus (if applicable) and benefits. Your Talent Access Partner will be able to share more about our total rewards offerings and the specific salary range for the relevant location(s) during the recruitment & hiring process.

       

Kenvue is proud to be an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, age, national origin, or protected veteran status and will not be discriminated against on the basis of disability.

If you are an individual with a disability, please check our Disability Assistance page for information on how to request an accommodation.