Wholesale Manager

Description

Job Summary: Responsible for developing, operating, and growing the wholesale sales channel by managing key accounts and expanding the catalog to ensure sustainable and profitable growth. Key Highlights: 1. Strategically manage key accounts and negotiate commercial terms 2. Responsible for catalog growth and expansion at points of sale 3. Develop new accounts within department store and self-service retail chains Develop, operate, and grow Makora’s wholesale sales channel through strategic key account management, negotiation of commercial terms, catalog expansion, and supervision of point-of-sale execution—ensuring sustainable sales growth with healthy margins. Additionally, transform the wholesale channel into a profitable growth engine for Makora by strengthening relationships with existing customers and developing new accounts within department store and self-service retail chains. * Role Scope This role is responsible for the entire wholesale channel (direct sales to retail chains): * Relationships with buyers from existing and new accounts. * Commercial negotiation to ensure healthy margins and payment terms. * Catalog growth at points of sale. * Store-level expansion. * Joint supervision of in-store displays with retail operations. * Account profitability. * Development of new accounts. * Responsibilities of the Wholesale Coordinator / Manager * Key account management * Manage commercial relationships with active wholesale customers. * Maintain consistent communication with: * Buyers * Procurement assistants * Category managers * Store managers. * Develop strategies to increase sales per account. * Collaborate with buyers to participate in promotions and drive brand momentum. * Continuously present new products to buyers. * Present monthly promotional plans. * Negotiate additional display space. * Commercial negotiation * Negotiate commercial terms and cost impacts with each customer: * Purchase prices * Margins * Promotions * Discounts * Payment terms * Evaluate the financial impact of each negotiation. * Validate commercial contracts with Finance and Commercial Management. * Establish billing, payment, and order receipt processes jointly with Finance and Commercial Management. * Ensure commercial terms sustain business profitability. * Catalog and store expansion * Increase the number of SKUs sold per account. * Identify opportunities for new products. * Expand presence across more stores within each chain. * Propose special launches or promotions. * Point-of-sale supervision * Conduct regular store visits to verify the following: * Correct displays – space allocation, setup, and product placement. * Product availability – in stores where we offer immediate delivery. * Condition of assigned store spaces. * Ensure proper product presentation. * Identify operational issues at stores and accounts. * New account development * Identify new opportunities in: * Department store chains * Self-service retail chains * Specialized retail chains * Build relationships with potential buyers. * Prepare commercial presentations. * Open new accounts for Makora. * Key Daily Activities * Follow-up with buyers and existing accounts. * Ensure account operations by maintaining internal communication with Operations and Finance regarding orders, deliveries, and payments. * Account- and store-level sales analysis. * Plan store visits. * Develop commercial presentations. * Negotiate orders and terms. * Coordinate with Operations for order fulfillment. * Actively prospect new customers. * Internal Coordination Coordinate with: * Logistics (for deliveries) * Operations (for production) * Marketing (for display materials) * Finance (for account profitability) * Role KPIs Financial KPIs * Margin per account * Compliance with commercial terms * Channel profitability Operational KPIs * Account service level * Delivery compliance * In-store display quality * Product availability * Ideal Profile Experience * 3–6 years in wholesale sales or key account management. * Experience working with: * Department or specialty stores. * Self-service retailers. * Commercial negotiation experience—preferably in big-ticket or back-order product sales. Skills * Commercial negotiation * Relationship building * Basic financial analysis * New account acquisition capability * Disciplined commercial follow-up Employment Type: Full-time Salary: $25,000.00 – $30,000.00 per month Work Location: On-site employment