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.