The Head of
Region – KZN is accountable for the overall commercial and operational
performance of the KwaZulu-Natal region, ensuring sustainable profitable growth
while delivering exceptional customer service.
The role
has end-to-end accountability for regional sales, distribution, warehousing,
inventory management, retail operations, customer profitability, cash
collections and supplier relationships. The incumbent is expected to lead a
high-performing regional team that consistently delivers revenue growth while
maintaining strong operational discipline, working capital management and
customer service standards.
As the
regional leader, this individual must balance strategic commercial thinking
with hands-on operational execution, ensuring that every aspect of the business
contributes towards improving overall regional profitability.
Key
Accountabilities
1.
Regional Leadership
- Lead the overall performance of
the KwaZulu-Natal region.
- Build a high-performance,
accountable culture.
- Translate national strategy
into regional execution plans.
- Drive continuous improvement
across all regional functions.
- Ensure alignment with company
values, governance and compliance requirements.
2.
Commercial Performance
Own the
commercial performance of the region through profitable revenue growth.
Responsibilities
include:
- Deliver regional revenue and
gross profit targets.
- Grow market share across both
On-Trade and Retail channels.
- Identify and secure new
business opportunities.
- Expand distribution into
targeted customer segments.
- Build strategic relationships
with key customers.
- Negotiate customer trading terms
that maximise profitability.
- Manage customer retention
initiatives.
- Ensure pricing strategies are
consistently executed.
3. Sales
Leadership
- Lead, coach and develop the
regional sales team.
- Monitor sales productivity and
pipeline.
- Conduct customer visits
alongside sales representatives.
- Review customer call cycles and
route optimisation.
- Ensure CRM compliance and
quality customer information.
- Drive execution of promotional
campaigns.
- Improve customer penetration
and wallet share.
4.
Distribution Centre Operations
Take full
ownership of the regional distribution centre.
Responsibilities
include:
- Warehouse performance.
- Picking accuracy.
- Stock integrity.
- Dispatch efficiency.
- Vehicle utilisation.
- Delivery performance.
- Route optimisation.
- Labour productivity.
- Warehouse safety and
compliance.
5.
Retail Operations
Provide
oversight of the regional retail store.
Responsibilities
include:
- Revenue growth.
- Margin management.
- Customer experience.
- Stock availability.
- Promotional execution.
- Store standards.
- Shrinkage control.
- Staff productivity.
6.
Inventory & Supply Chain Management
Work
closely with Central Procurement to ensure:
- Product availability.
- Improved supplier service
levels.
- Efficient replenishment.
- Working capital optimisation –
limiting excess stock and slow moving inventory.
7.
Supplier Relationship Management
Develop
strategic supplier partnerships within the region and manage day-to-day
interaction with suppliers.
8.
Credit & Working Capital Management
Own
regional debtor performance.
Responsibilities
include:
- Work closely with Credit
Control.
- Review overdue accounts weekly.
- Participate in collection
strategies.
- Approve customer trading terms.
- Assess customer risk.
- Support credit applications.
- Minimise bad debts.
- Maintain healthy debtor days.
The Head of
Region is expected to understand customer financial health and ensure that
commercial decisions remain financially sustainable.
9.
Financial Performance
Manage the
region as a business unit driving Business Financial Performance.
Review
regional financial performance monthly and implement corrective actions where
required.
Requirements
Minimum
Qualifications
- Bachelor's Degree in Commerce,
Business, Supply Chain, Logistics or related field.
Experience
- >5 years' senior management
experience within FMCG, beverage distribution, wholesale or retail.
- Proven experience managing a
distribution centre.
- Strong commercial sales
leadership experience.
- Experience leading
multi-functional teams.
- Experience managing large
customer accounts.
- Experience negotiating
commercial agreements.
- Strong financial and business
management capability.
- Experience managing operational
budgets and P&L accountability.
- Experience within liquor
distribution or FMCG distribution would be highly advantageous.
Skills Required
- Bachelor's degree in Commerce, Business, Supply Chain, Logistics or related field.
- >5 years senior management experience within FMCG, beverage distribution, wholesale or retail.
- Proven experience managing a distribution centre.
- Strong commercial sales leadership experience.
- Experience leading multi-functional teams.
- Experience managing large customer accounts.
- Experience negotiating commercial agreements.
- Strong financial and business management capability, including P&L accountability and budget management.
- Experience within liquor distribution or FMCG distribution.
What We Do
Norman Goodfellows is a South African food-and-beverage distributor and liquor retailer. The company supplies restaurants, clubs, hotels, canteens, corporate clients, and other hospitality customers with beverages, pantry essentials, frozen products, and cleaning supplies. It also operates retail stores and an online shop offering wine, spirits, beer, soft drinks, gifting, delivery, and event services, emphasizing knowledgeable service and premium customer experiences.
