Careers in Wholesale
- Client Manager
- Product Specialist
- Sales Representative
- Wholesale Territory Manager
Wholesale Sales Representative
Sales representatives sell goods to retail outlets and other business customers. They visit their clients to demonstrate products, show samples and take orders.
Sales representatives generally take responsibility for clients within a single geographical area or “territory” or for a group of clients within one group of businesses such as a number of outlets of a single company.
Many sales representatives are required to undertake extensive travel as part of their job, which may include country and interstate locations.
Sales representatives may perform the following tasks:
- making appointments and arranging a schedule of visits to buyers and/or stores
- work with sales and marketing personnel to develop a plan to promote products
- develop and update their knowledge of their own and competing products
- quote and negotiate prices and credit terms
- prepare contracts
- record and process orders
- provide sales reports and feedback on marketing of products to employer
- carry out formal and informal product presentations
- organise product displays and promotional material
- attend promotional markets and trade fairs
- be involved in telemarketing
- meeting sales targets and budgets
- using e-business technology.
Wholesale Territory Manager
Wholesale territory managers plan and direct the sales of goods and services within defined markets or locations. They manage the work of sales representatives, who visit clients to promote and demonstrate products, show samples and take orders. They need to be able to motivate and support their team to achieve sales targets.
Wholesale territory managers develop sales plans that include tracking previous sales and demand, projecting future demand and sales trends, and setting targets. Area/regional managers may also be responsible for the delivery and distribution of goods and services following sales.
Many territory managers are required to undertake extensive travel as part of their job, which may include country and interstate locations.
Client Manager
Client managers provide high-level service to business or organisation clients. This may involve maintaining good client relationships and ensuring products are satisfactory and working well.
Client managers may perform the following tasks:
- Plan and manage after sales service
- Maintain strong client relationships
- identify and resolve any issues
- Manage client expectations and ongoing needs
- Train, manage and motivate staff
- Develop and review client relations policies and continue to improve these
- Ensure the organisation is compliant with product and service quality standards.
Product Specialist
Product specialists manage the sales performance and market success for one or more products or brands for large suppliers. They contribute to product development by monitoring and predicting trends and assessing sales performance. This includes determining future production levels as well as how products should change and improve.
Product specialists also develop and implement marketing and promotional strategies to increase sales and the profile of the product or brand. This includes working on visual merchandising and product placement within stores. It can also include developing advertising strategies and campaigns.
Product specialists may perform the following tasks:
- Monitor and analyse sales performance of products or brands
- Monitor and predict trends
- Develop and implement marketing and promotional strategies to increase sales
- Manage and maintain existing accounts
- Travel to buyers or clients, locally or interstate
- Source new clients
- Report to sales manager.
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What training do you need?
There are no formal educational requirements to work as a sales representative, but a formal qualification may assist you in obtaining employment and advancing within the industry. The following nationally endorsed qualifications are available within the industry:
Certificate II in Wholesale provides the skills and knowledge for an individual to be competent in a range of activities and functions requiring basic wholesale operational knowledge and limited practical skills in a defined context. Work would be undertaken in various wholesale supplier settings, such as trade, building, furniture and equipment suppliers. Individuals may work with some autonomy or in a team but usually under close supervision. This qualification is suitable for an Australian Apprenticeship pathway.
Certificate III in Wholesale provides the skills and knowledge for an individual to be competent in wholesale operations with the need to apply discretion and judgement. Work would be undertaken in various wholesale settings, such as trade, building, furniture, parts and equipment suppliers. Individuals may have some responsibility for others and provide or hold specific coordination or support responsibilities within a team. This qualification is suitable for an Australian Apprenticeship pathway.
More information
The Australian Retailers Association (ARA) is a national organisation providing advice to those working or wanting to work in the Retail industry, and provide membership for those working within the retail industry. Their website contains information on education, advocacy, services and membership. More information can be found at: http://www.retail.org.au/
The National Retailers Association (NRA) is another national industry organisation which provides professional services to the retail industry, those working within or wanting to work within the industry. The NRA website provides advice on member benefits, training, information on Group Training Organisations and public affairs. More information can be found at: http://www.nra.net.au/
