The Sales Director – Wholesale will be responsible for designing, implementing and evolving the company’s B2B sales strategy across Greece. The role includes leading the sales team, expanding the partner network (pharmacies, e-shops, distributors and key accounts), negotiating commercial agreements and ensuring the achievement of sales and profitability targets.
Responsibilities
- Design and execute the national wholesale sales strategy
- Full responsibility for the P&L of the wholesale channel (sales, discounts, commercial agreements and service costs)
- Analyze profitability per client, channel and product to optimize margins
- Develop and monitor the annual sales budget and commercial targets
- Expand the partner network across pharmacies, cosmetics retailers, distributors and key accounts
- Manage and grow key accounts while building long-term commercial partnerships
- Negotiate commercial terms, discounts, promotional agreements and cooperation contracts
- Ensure implementation of commercial policy and monitor receivables collection
- Lead, coach and evaluate the sales team
- Define targets, monitor KPIs and support the development of team capabilities
- Design and implement training programs for sales representatives and partners
- Monitor market trends, competitor activity and emerging opportunities
- Analyze sales data and provide strategic recommendations
- Identify new channels and growth opportunities within the market
- Ensure a high level of partner service and relationship management
- Address issues related to orders, deliveries, commercial terms or operational matters
- Maintain continuous communication with partners to strengthen collaboration
- Align sales strategy with marketing campaigns and product launches
- Design trade marketing initiatives and promotional programs
- Participate in industry events, professional meetings and product presentations
- Prepare monthly reports for senior management
- Present recommendations, forecasts and improvement actions
- Monitor KPIs and evaluate the performance of channels and the sales team
Requirements
- Bachelor’s degree in Business Administration or a related field
- Minimum 5 years of experience in sales within cosmetics, FMCG or pharmaceutical sectors (preferably non-mass market brands)
- At least 3 years of experience managing a sales team
- Strong knowledge of MS Office, CRM and ERP systems
- Strong commercial negotiation and strategic thinking skills
- Willingness to travel across Greece
- Hands-on mentality and active involvement in daily operations
- Strong initiative and problem-solving ability
- Team-oriented with flexibility and adaptability
- Excellent communication and negotiation skills
- Results-driven with strong profitability focus
- Customer-centric mindset and high professional standards
Benefits
- Competitive compensation package
- Career development and growth opportunities