Head of Speciality (Impulse, Wholesale & Field Sales)

An exciting opportunity awaits a commercially astute and sport-obsessed sales leader to take ownership of one of the most critical growth channels within a high-performing FMCG challenger brand. This role sits at the intersection of national account leadership, field sales excellence, and fitness-led growth , with responsibility for scaling presence across impulse retail, speciality wholesale, and gyms nationwide.

As Head of Speciality (Impulse, Sport & Field Sales), they will lead national customer strategy, own the channel P&L, and build a high-impact field team to deliver outstanding execution on the ground. This is a role for someone who thrives on pace, understands the mechanics of FMCG growth, and genuinely lives the world of sport, fitness, and performance.

● Salary: Competitive, experience dependent
● Working Hours: Full-time
● Location: London
● Reporting to: Head of Sales
● Key Focus: National accounts, commercial strategy, field leadership, sport & fitness growth
● Perks: Complimentary access to fitness facilities, adventure incentives, remote-working allowance, and team experiences

The Role...

1. National Account Management & Customer Growth

• Own and grow a portfolio of key national accounts across impulse retail, buying groups, convenience, speciality wholesale, and sport/fitness channels.

• Lead relationships with wholesalers, distributors, and major partners, unlocking sustainable long-term growth.

• Develop and execute Joint Business Plans (JBPs) aligned to volume, distribution, visibility, and promotional targets.

• Negotiate trade terms, pricing, and promotional investment with strong commercial discipline.

• Identify and secure new listings across impulse and fitness channels, from regional operators to national chains.

• Champion the voice of the customer internally, influencing strategy and execution across the wider business.

2. Field Sales Leadership & Execution

• Lead, coach, and develop a high-performing London-based field sales team, ensuring best-in-class execution.

• Set clear territory plans, KPIs, and performance expectations across distribution, availability, and visibility.

• Build and scale field coverage in line with growth objectives, ensuring ROI-driven expansion.

• Champion executional excellence at store, gym, and outlet level — ensuring the brand wins where it matters most.

• Foster a high-energy, accountable team culture rooted in performance, ownership, and pride.

3. Commercial Strategy & P&L Ownership

• Own the full channel P&L, driving profitable growth across impulse, sport, and field sales.

• Manage forecasting, budgeting, and trade investment with strong commercial rigour.

• Use EPOS, Nielsen, Kantar and internal data to inform decision-making and improve accuracy.

• Optimise promotional spend and commercial levers to deliver strong ROI and sustainable margins.

4. Sport & Fitness Channel Development

• Lead the long-term strategy for growth within gyms, fitness studios, and performance-led environments.

• Build deep partnerships with sport wholesalers, gym operators, and fitness-led retailers.

• Identify whitespace opportunities across fitness, wellness, and active lifestyle channels.

• Collaborate with marketing and partnerships teams to activate within sport, fitness, and community spaces.

5. Cross-Functional Leadership

• Work closely with marketing, finance, supply chain, and leadership teams to deliver aligned channel plans.

• Ensure field activity and customer strategy align with national campaigns and commercial priorities.

• Contribute to wider business planning, bringing insight, energy, and challenge to the table.

The Person...

The Person

• Proven experience in FMCG, ideally across impulse, convenience, sport, or speciality wholesale .

• Strong background in national account management with a clear understanding of commercial mechanics.

• Demonstrated ability to lead and develop field sales teams in a performance-driven environment.

• Confident P&L owner with experience managing trade spend, pricing, and investment decisions.

• Highly data-literate, comfortable using EPOS and market insight tools to guide strategy.

• Commercially sharp, resilient, and energised by growth challenges.

• A genuine love of sport, fitness, and active lifestyle culture - credibility in this space is essential.

• Entrepreneurial mindset with hands-on energy: a leader who does, not just directs.

Success Metrics

• Delivery of profitable revenue growth across impulse, sport, and field sales channels

• Strong national account performance against volume, distribution, and visibility KPIs

• High-performing, engaged field team delivering consistent execution excellence

• Expansion of presence within gyms, fitness, and performance-led environments

• Trusted long-term partnerships with key customers and wholesalers

Your recruiter for this role is Heloise Nangle, Co-Founder at Jobs In. Fitness, and can be contacted simply by applying for this role below. Jobs In. Fitness are a fitness recruitment agency, specialising in hundreds of fitness jobs in the UK like these. If you are keen to be considered please ‘apply now’. Please note that only applicants matching the strict criteria above will be contacted as part of the recruitment process.