Wholesale Excellence Specialist

Main purpose :

• To drive the coordination, consistency and continuous improvement of commercial planning and go-to-market processes across all wholesale brands. The role connects Wholesale Sales, Brand teams and cross-functional stakeholders to ensure seasonal planning, sell-in preparation, sales enablement and key deliverables are coordinated, with clear visibility of priorities, deadlines, risks and actions.
• It supports Sales Managers through consolidated commercial insights, recommendations and follow-through, while commercial decision-making and customer ownership remain with the relevant sales leadership and account teams.

ACCOUNTABILITY PROFILE

KEY ACCOUNTABILITIES

KEY PERFORMANCE INDICATORS

KEY ACCOUNTABILITY 1: GO-TO-MARKET EXCELLENCE

• Own and maintain the master seasonal go-to-market calendar across all brands, including milestones, deadlines, dependencies and deliverables.
• Coordinate the commercial sell-in process from seasonal preparation and pre-lines through customer sell-in and order book confirmation.
• Coordinate launch readiness, ensuring product information, pricing inputs, sales tools and materials are available on time.
• Align Wholesale Sales, Brand, Buying, Planning, Marketing, Trade Marketing and Operations around seasonal priorities.
• Consolidate customer feedback, commercial inputs and forecast assumptions, highlighting gaps, risks and areas requiring alignment.
• Coordinate seasonal sell-in presentations, global brand share-outs and consolidated Wholesale feedback.
• Track milestones and escalate coordination gaps, risks or competing priorities.
• GTM milestone and deadline adherence
• Seasonal sell-in readiness
• Launch readiness and material availability
• Quality and timeliness of global share-outs
• Customer feedback and commercial inputs consolidated

KEY ACCOUNTABILITY 2: SALES ENABLEMENT AND EXCELLENCE

• Ensure sales teams have the tools, product information, assets and commercial inputs required for effective sell-in.
• Coordinate product training and timely distribution of product knowledge.
• Develop and maintain consistent seasonal sales presentations, sell-in tools and best-practice materials across brands.
• Support the preparation of Key Account strategic account planning templates.
• Compile and analyse market share, sales performance, customer and channel information to identify opportunities, risks and trends.
• Support customer business review materials and participate when requested by the relevant stakeholder
• Identify opportunities to improve how Wholesale presents itself to customers and global brand teams.
• Availability and quality of sales tools and assets
• Product training coordination
• Consistency of seasonal sell-in materials
• Quality of market and sales insights
• Customer review material readiness

KEY ACCOUNTABILITY 3: WHOLESALE PLANNING AND GOVERNANCE

• Coordinate seasonal planning cycles and consolidate relevant commercial inputs, submissions and updates.
• Facilitate forecast alignment by consolidating inputs, highlighting variances and making assumptions and outstanding questions visible.
• Coordinate order book reviews by consolidating inputs, tracking progress and highlighting risks to order conversion and seasonal milestones.
• Track pitchback submissions and approval timelines, following up on outstanding decisions without assuming approval authority.
• Maintain visibility of decisions, actions, deadlines and dependencies, ensuring clear ownership and follow-through.
• Identify process gaps and opportunities to improve efficiency, data quality and cross-functional execution.
• Provide regular updates to the Senior Manager: Wholesale and relevant stakeholders on progress, risks and outstanding actions.
• Maintain master distribution lists, seasonal templates, calendars and planning documentation.
• Timely and complete planning submissions
• Visibility of forecast assumptions and variances
• Order book review and milestone tracking
• Pitchback timeline follow-up
• Action closure and clear accountability
• Process efficiency and data quality improvements

KEY ACCOUNTABILITY 4: STAKEHOLDER COORDINATION AND COMPANY VALUES

• Act as a central coordination point between Wholesale Sales and Brand teams, managing information requests, feedback and deliverables.
• Work collaboratively with Sales Operations and cross-functional teams in line with agreed responsibilities and ways of working.
• Recommend priorities and highlight competing demands; escalate decisions affecting Sales Managers' teams or commercial priorities to the relevant Sales Manager or Senior Manager: Wholesale.
• Retain clear role boundaries: Sales Managers own commercial decisions and approvals; Key Account Managers own customer relationships and commitments; Sales Operations owns operational systems and execution; functional teams own their respective inputs and decisions.
• Act sustainably; celebrate wins; stand for equality; love athletes; and fight on together.
• Stakeholder feedback on coordination and communication
• Clear ownership and escalation of decisions
• Cross-functional delivery against agreed deadlines
• Adherence to agreed role boundaries and approval processes
• Collaboration and alignment with company values

COMPETENCY PROFILE

KEY LEADERSHIP & INTERPERSONAL COMPETENCIES

VALUES:

• We believe in the power of brands and growing brands responsibly.
• We believe in developing and building our teams for the benefit of all stakeholders.
• We believe in continuous investment into our people and our business platforms.
• We care deeply about our environment and our people.

KEY LEADERSHIP & INTERPERSONAL COMPETENCIES

• Collaboration: Work effectively across Wholesale Sales, Brand and cross-functional teams.
• Proactive Communication: Communicate clearly, share updates and surface risks early.
• Influence Without Authority: Build alignment and follow-through without direct reports.
• Organisation & Accountability: Manage multiple timelines, actions and deliverables reliably.
• Problem-Solving: Identify process gaps and recommend practical improvements.
• Adaptability: Respond constructively to changing priorities and seasonal requirements.
• Continuous Improvement: Encourage consistent, effective ways of working across brands.

TECHNICAL AND FUNCTIONAL COMPETENCIES

• Go-to-Market Planning: Coordinate seasonal GTM calendars, sell-in milestones and launch readiness.
• Commercial Analysis: Consolidate and interpret sales, market share, customer and channel information.
• Forecast Coordination: Bring forecast inputs together, highlight variances and make assumptions visible.
• Project Coordination: Track deliverables, dependencies, actions and deadlines across functions.
• Sales Enablement: Prepare and maintain presentations, sell-in tools, account templates and product information.
• Reporting & Presentation: Build clear, accurate PowerPoint materials and communicate insights effectively.
• Microsoft Office: Strong Excel and PowerPoint skills; confidence working with business systems and data.
• Process Governance: Maintain planning documentation, track actions and identify opportunities to improve data quality and efficiency.
• Wholesale Knowledge: Understand seasonal sell-in, account planning and the wholesale trading environment.

MINIMUM REQUIREMENTS

Education

• Grade 12.
• Relevant tertiary qualification in Business, Commerce, Sales, Marketing, Planning or a related field (advantageous).

Experience

• Approximately 3-5 years' experience in wholesale, sales planning, commercial coordination, sales enablement or a related role.
• Experience coordinating cross-functional projects, timelines and deliverables.
• Experience consolidating commercial information and preparing presentations or reports.
• Advanced Microsoft Office proficiency, particularly Excel and PowerPoint.
• Exposure to ERP or business reporting systems (advantageous).

Industry Knowledge

• Good understanding of seasonal sell-in processes, account planning and the wholesale trading environment.
• Awareness of commercial performance measures, market trends, customer/channel dynamics and forecasting principles.
• Experience in a multi-brand retail, wholesale or branded distribution environment (advantageous).

Professional & Behavioural

• Highly organised, structured and deadline driven, with strong attention to detail.
• Analytical, with the ability to consolidate information and identify trends, risks and gaps.
• Strong written and verbal communication and presentation skills.
• Able to influence and coordinate stakeholders without direct authority.
• Proactive, solutions-oriented and committed to follow-through and continuous improvement.
• Able to work independently while collaborating effectively across teams.

Perks & Benefits

• You get to work for a rapidly expanding distributor with aspirational brands
• Gym & Shower facilities
• Personal Trainer
• Yoga
• Staff discount (50% off for you and your family across all the brands within the group)
• Healthy Lunch subsidy
• Holistic Employee Wellness programme
• The group prides itself in its effort to drive continuous employee engagement activities to enable a connected culture.

Closing Date 11 November 2026