Head of Wholesale Sales for Gordon Castle Scotland
As the Head of Wholesale Sales for the UK ex Scotland, you will lead the development and execution of the Company’s wholesale strategy, with a focus on increasing market presence and driving growth across our product lines, including bathroom and soap products, alcohol, and luxury gifts. This role requires a seasoned sales professional with a proven track record in wholesale and a passion for high-quality, sustainably produced goods.
You will build and nurture strong relationships with our B2B clients, identify new market opportunities, and champion the unique heritage and craftsmanship behind our products.
Key Responsibilities
Strategic Sales Leadership
* Reporting to the Managing Director you will develop and implement a comprehensive wholesale sales strategy aligned with the Company’s business objectives.
* Set annual sales targets and establish KPIs to monitor performance.
* Identify and prioritise high-growth market opportunities both domestically and help with international expansion.
* Collaborate with product development and marketing teams to align sales efforts with new launches and brand positioning.
Client Development and Relationship Management
* Build and maintain strong relationships with key wholesale clients, including hospitality providers, boutique stores, and luxury retailers.
* Lead negotiations on pricing, contracts, and partnership agreements to ensure profitable growth.
* Conduct regular client visits, presentations, and product demonstrations to enhance engagement and satisfaction.
* Act as the main point of contact for wholesale partners, providing outstanding service and support.
Market Expansion and Business Development
* Identify and secure new wholesale accounts in existing and untapped markets across the UK (ex Scotland). Including future potential to expand overseas and work with the Company’s partners in the USA.
* Research market trends, competitors, and customer needs to refine product offerings and sales strategies.
* Explore partnerships with distributors, agents, and other intermediaries to expand reach.
Team Leadership and Collaboration
* Lead, mentor, and develop a small wholesale sales team.
* Collaborate cross-functionally with production, marketing, and logistics teams to ensure seamless delivery of products to clients.
* Drive a customer-focused culture.
Operations and Reporting
* Oversee wholesale pricing, discount structures, and sales budgets.
* Manage the wholesale sales pipeline and CRM systems to track progress and opportunities.
* Provide regular reporting on sales performance, market insights, and key metrics to the Managing Director.
Essential Skills and Experience
* Proven track record in wholesale sales, with at least 3+ years of experience.
* Experience in luxury or premium product sectors, such as high-end bathroom products, gifts, alcohol, or similar.
* Strong negotiation and relationship management skills with the ability to build trust with a diverse client base.
* Entrepreneurial mindset with the ability to identify and capitalise on new business opportunities.
* Strong organisational and time management skills, capable of managing multiple priorities.
* Experience using CRM systems and sales analytics tools.
* Exceptional communication skills, both written and verbal.
* A passion for sustainability, heritage, and quality craftsmanship.
Desirable Skills and Experience
* Knowledge of the Scottish or UK luxury goods market. Past experience selling to hospitality businesses would be especially advantageous, as would experience of selling to distributors which sell to hospitality businesses.
* Familiarity with the logistics and operational aspects of wholesale sales.
* Knowledge and experience of marketing, social media etc.
Personal Attributes
* Results-oriented with a proactive, can-do attitude.
* Engaging and collaborative team player with strong leadership qualities.
* Enthusiastic about the story and values of WGTC
* Adaptable and comfortable working in a dynamic, fast-paced environment.
What We Offer
* Competitive salary and performance-based incentives (see below).
* The opportunity to lead and grow a distinctive premium product range.
* A supportive and collaborative work environment steeped in Scottish heritage.
* Flexible working arrangements with the opportunity for travel.
* 28 days holiday.
* We aim to have fun.
5 Key Performance Indicators (KPIs)
1. Revenue Growth: Percentage increase in wholesale sales revenue compared to targets or previous periods.
2. New Account Acquisition: Number of new wholesale accounts or partnerships secured within a given period.
3. Client Retention and Satisfaction: Retention rate of existing clients and Net Promoter Score (NPS) or client feedback ratings.
4. Gross Margin on Wholesale Sale: Percentage of gross margin achieved on wholesale products.
5. Sales Pipeline Conversion Rate: Percentage of leads or opportunities converted into active wholesale accounts.
You will be required to report performance against these KPIs to the Board.
Application
Should you feel this is the role for you, please send a covering letter and CV to Katharine Landale at the email address below. Please include in this the reasons you feel you would excel in this position katharine@boldnewrecruitment.co.uk.
Thank you for your interest.