Wholesale manager

Wholesale managers organise staff and control the flow of goods within a wholesale business. They are often responsible for negotiating with manufacturers and other suppliers, stock control, finance, storage, transport and the sale and marketing of wholesale goods.

Work activities

Wholesalers buy goods in large quantities from manufacturers and supply them to retail organisations (from small shops to national supermarket chains) as well as to hotels, restaurants and businesses. They often specialise in particular types of goods, for example, groceries, wine, furniture, electrical goods or clothing. They sometimes import goods from manufacturers in other countries. Wholesale managers organise and control the flow of goods and supervise the duties of staff in a wholesale organisation. Some wholesalers have cash and carry warehouses, where retailers and other organisations come to buy goods. Others deliver goods to customers’ sites.

Managers are ultimately responsible for the receipt, correct storage, sale and despatch of goods at the right time and in the right quantities. Modern warehouses can be highly automated and often computerised. Managers analyse information provided by electronic point of sales networks. They also use computerised scheduling, warehouse management and stock control systems. They must make sure that they always have enough stock (but not too much); they negotiate with suppliers to get the best deal possible.

Wholesale managers in cash and carry warehouses deal face to face with customers, for example, if a customer has a query or a complaint. Managers deal with financial matters, negotiate contracts for transport, and put into practice procedures for achieving greater efficiency. Wholesale managers are also responsible for the recruitment, supervision, motivation and, sometimes, training of their staff. Many wholesale operations run 24 hours a day, and managers might need to work unsocial hours to meet with night shift staff. They also work some evenings and weekends.

Personal qualities and skills

As a wholesale manager, you will need to be:

Able to make quick decisions.
A good organiser; you should be able to plan and prioritise tasks to meet deadlines.
Able to motivate people.
Numerate.
Able to solve problems.

You should have:

Verbal and written communication skills.
An analytical mind.
Leadership skills.
An interest in business.
Negotiating skills.
The ability to use IT.

Pay and opportunities

The pay rates given are approximate. Wholesale managers may start on a salary of around £24,000, earning up to £48,000 with experience. Salaries might include bonuses, depending on the size and location of the operation.

Managers usually work a 38-40-hour week. However, depending on the operation, they might be required to work in the evening, at weekends or to be on-call.

Demand for wholesale managers is steady.

Employers are wholesale organisations, and manufacturers who offer a wholesale service to others. Opportunities for wholesale managers occur in and around cities and larger towns throughout the UK, sometimes on industrial estates.

Where are vacancies advertised?

Vacancies are advertised in local/national newspapers, on job boards and employers’ websites, and on the Government’s Find a Job service. Apprenticeships are advertised on the Find an Apprenticeship website.

Entry routes and training

Some people enter management positions after working in wholesale, retail or supply chain administration or operations. Larger organisations recruit trainees with A-levels or a degree. Applicants with a degree in business studies or a related area might have an advantage.

Large companies usually run their own in-house training schemes. These involve placements in a variety of selling and sales support departments, such as stock control and information systems, buying and provisions. To complement this, trainees might attend courses on management skills, technology and communication. It might be possible to work towards a relevant certificate or diploma in management, logistics operations, warehousing and storage. For wholesale managers selling food items, the Institute of Grocery Distribution offers training courses and workshops. General management courses and professional qualifications are offered by the Chartered Management Institute.

Relevant apprenticeship programmes include:

Supply chain operator (level 2/intermediate)
Supply chain practitioner (fast moving consumer good) (level 3/advanced)
Assistant buyer and assistant merchandiser (level 6/higher)
Supply chain leadership professional (level 6/degree)

Wholesale managers in smaller locations can progress to management posts in larger ones, and then to area manager and head office management roles.

Qualifications

Qualifications vary between management training programmes. It is possible to enter the industry with some GCSEs and progress to a management position, although this is a lengthy training route. Larger companies run training programmes for entrants with A-levels, an HND or a degree.

For entry to a degree course in any subject, the usual minimum requirement is:

Two to three A-levels
GCSEs at grades 9-4 in two to three other subjects.

Alternatives to A-levels include:

Edexcel (BTEC) Level 3 National qualification
International Baccalaureate (IB) diploma. However, course requirements vary so check prospectuses carefully.

To begin an apprenticeship you will usually need GCSEs, with A-levels/equivalent a requirement of higher and degree apprenticeship programmes.

Adult opportunities

Age limits: It is illegal for any organisation to set age limits for entry to employment, education or training, unless they can show there is a real need to have these limits.

Some entrants have related qualifications and have developed relevant skills by working in transport or distribution. Working as a storekeeper or warehouse operative/team leader can lead on to entry into management-level posts.

Related careers

Distribution manager
Export sales manager
Manager
Sales executive
Sales manager
Store manager
Warehouse manager