Wholesale Trader

Location: Paarden Eiland, Cape Town
Reports to: Wholesale Sales Manager
Contract Type: Permanent, subject to a six-month probationary period
Working Hours: Monday to Friday, 08:00–16:45. Additional hours may occasionally be required according to operational needs.
Industry: Import/ Export of Seafood 

JOB PURPOSE

The Wholesale Trader is responsible for growing profitable wholesale sales through the active management and development of an assigned customer portfolio and the pursuit of new business opportunities.

The successful candidate will be accountable for achieving agreed turnover, gross profit and sales volume targets. The role involves negotiating selling prices within approved pricing, margin and authority parameters while balancing customer requirements, product costs, selling prices, profitability, stock availability and market conditions.

• Grade 12 / Matric.

• A relevant qualification in sales, business, commerce or marketing would be advantageous.

• Minimum of three years’ experience in sales, trading or business development, preferably within FMCG, food distribution, wholesale or a related industry.

• Demonstrated experience in customer relationship management and new-business development.

• Strong commercial and sales ability, with proven negotiation skills.

• Good numerical ability and a clear understanding of product cost, selling price, gross profit in Rand and gross profit percentage.

• Ability to balance pricing, margins, sales volume and stock availability when making commercial decisions.

• Strong customer relationship management and prospecting skills, including confidence in cold calling for new business.

• Experience negotiating selling prices and working towards turnover and gross profit targets would be advantageous.

• Practical working knowledge of Microsoft Office; SAP or comparable ERP system experience would be advantageous.

• Knowledge of seafood products or experience in the food or protein category would be advantageous.

• Strong verbal and written communication, interpersonal and problem-solving skills.

• Good organisational and time-management skills, with the ability to manage multiple customers and opportunities.

• High attention to detail, particularly regarding pricing, quotations and orders.

• Self-motivated, accountable and able to work independently and as part of a team.

• Resilience and persistence in a competitive, price-sensitive environment.

• Ability to work under pressure and respond quickly to commercial opportunities.

KEY RESPONSIBILITIES

1. Sales and Gross Profit Management

• Achieve agreed turnover, gross profit, sales volume and other commercial targets.

• Take ownership of the profitability of sales generated within the assigned customer portfolio.

• Manage selling prices and margins at customer and product level, avoiding unnecessary margin erosion.

• Identify opportunities to grow sales, improve product mix and increase product penetration.

2. Customer Portfolio Management

• Develop and maintain strong commercial relationships with existing customers.

• Maintain proactive contact with customers to generate orders and identify future requirements.

• Understand customers’ businesses, buying patterns, product requirements and price sensitivities.

• Conduct weekly visits to local customers and quarterly visits to national clients.

• Respond promptly to enquiries, prepare quotations and follow up on outstanding opportunities.

3. New Business Development

• Identify, prospect and cold call potential wholesale customers.

• Qualify prospects and convert suitable opportunities into active, profitable trading accounts.

• Maintain an active pipeline of prospective customers and new-business opportunities.

4. Pricing and Commercial Decision-Making

• Negotiate customer-specific prices within approved pricing, margin and authority parameters.

• Consider product cost, stock availability, stock cover, rate of sale, ageing stock, customer volume, market pricing and gross profit when setting prices.

• Obtain approval before agreeing to pricing or commercial terms outside delegated authority.

• Respond appropriately to changing costs, competitor activity and market conditions.

5. Stock, Product and Market Management

• Maintain a sound understanding of stock availability, incoming stock and relevant stock positions.

• Identify opportunities to move excess, slow-moving or ageing stock without unnecessary loss of value.

• Communicate material changes in customer demand and expected volumes to management and Procurement.

• Maintain strong knowledge of product specifications, origins, pack sizes, alternatives and applications.

• Gather and communicate relevant customer, competitor and market intelligence.

6. Order Execution and Commercial Discipline

• Prepare accurate quotations and capture customer orders promptly.

• Ensure agreed selling prices are correctly reflected on sales orders.

• Monitor assigned orders and work with relevant departments to resolve stock, pricing, credit or delivery issues.

• Operate within approved customer credit limits, payment terms and company procedures.

• Maintain accurate customer, quotation and sales information in SAP.

7. Reporting and Collaboration

• Review performance against targets and report on opportunities, risks, lost business and sales pipeline activity.

• Work closely with the Wholesale Sales Manager, Procurement, Finance, Logistics and the wider Wholesale team.

• Take ownership of agreed actions and escalate significant commercial risks and opportunities promptly.

• Perform other reasonable sales and trading duties consistent with the position.