Head of Sales

At I&J, part of AVI, we combine close to 115 years of excellence with a forward-thinking approach to the fishing industry. As a leader in premium seafood, including Cape Hake and farmed Cape Abalone, we are committed to sustainability, innovation, and empowering local communities. Our latest innovation, Air-Frikn Amazing, brings bold flavours and crispy perfection to your air fryer, showcasing our passion for quality and customer-centric excellence.

Why Join I&J?

• Industry Leader: Work with a renowned brand known for premium Cape Hake and farmed Abalone.
• Sustainability Focused: Contribute to responsible fishing practices with MSC accreditation.
• Community Impact: Be part of a company that empowers and invests in local communities.

Shape the Future with Us! A rewarding opportunity awaits a skilled HEAD OF SALES at I&J in Gauteng or Cape Town. The Head of Sales is a leadership role responsible for driving the commercial sales strategy and execution across South Africa, Namibia and Botswana. This role manages the full sales function across both Retail and Foodservice channels, leading a team of account managers and collaborating closely with Marketing, Supply Chain and Finance Production functions.

Reporting Structure

• Reports to: Head of Commercial
• Direct Reports: 4

Key Areas Of Impact

Strategic Sales Leadership

• Develop and execute integrated sales strategies to deliver against volume, margin and profitability targets.
• Align customer segmentation, pricing, promotional planning, and trade marketing initiatives with corporate objectives.
• Contribute to demand planning for production and stock network planning.
• Monitor and manage sales forecasting, budgets, and performance Key Performance Indicators (KPIs).

Sales Operations & Execution

• Lead the day-to-day sales execution across retail and foodservice channels
• Oversee trade execution, promotional implementation and new product launches.
• Approve sales deals, pricing changes and trade promotions within governance frameworks.
• Manage Third-Party Sales and Merchandising Partners. Oversee and coordinate the activities of outsourced sales and merchandising service providers to ensure alignment with company strategy, execution excellence in-store, and high standards of customer engagement.
• Establish clear performance expectations, conduct regular reviews, and collaborate on route-to-market efficiencies, stock availability, and promotional compliance.
• Ensure these partners uphold brand standards and contribute to achieving distribution, visibility, and sales objectives in retail and foodservice environments.
• Coordinate sales demand forecasts for production planning to ensure optimal stock availability across customers and various regional depots.

Customer and Channel Management

• Develop and maintain senior level relationships with key customers and strategic partners.
• Manage commercial negotiations including trading terms and investment levels.
• Represent I&J in key external engagements.
• Report on sales performance, customer profitability and competitor intelligence.

Team Leadership and Development

• Lead, mentor, and manage the National sales team.
• Identify capability gaps and ensure succession planning.
• Conduct performance evaluations and provide feedback to support continuous professional growth.

Continuous Improvement and Innovation

• Drive innovation and continuous improvement within the sales department.
• Identify and implement opportunity cost solutions to reduce operational expenditure.
• Stay updated with the latest industry advancements, data requirements, market intelligence and best practices.

What It Takes To Succeed

Experience that set you up for success:

• 5 years experience within and FMCG environment in a Key Account Management, Sales Operations, Trade Marketing or Commercial position.
• Project Management experience - Advantageous

Qualifications & Certifications That Will Contribute To Your Success

• Matric / Grade 12 essential
• Completed Bachelors Degree or equivalent
• Professional certifications in Sales, Marketing or Commerce advantageous

Additional Requirements That Will Enhance Your Impact For Success

• Proven success in managing both retail and foodservice sales channels
• Experience in managing cross border trade
• Valid drivers license as travel is required

Take the Next Step with I&J

Join us to shape the future of South African seafood while making a meaningful impact on communities and the environment and be part of a team committed to excellence and making a positive impact.