About Origin We’ve come a long way since 2004—and we’re just getting started. As one of the longest-standing independent coffee roasters on UK shores, the love of coffee fuels everything we do. We work to challenge the expected, crafting tangible experiences and products that are impactful and progressive. We work hard, and with integrity, to shape and share exceptional coffee, fairly, with all. As an B Corp accredited coffee roaster, we’re not here to jump on bandwagons. No greenwashing. No jargon: an inclusive, global community, listening and speaking up for the future we believe in. We build, nurture, and champion relationships at the source, celebrating farmers, cooperatives, and producers. We support direct trade, traceability, and quality. From crop, to cup, every step of our journey is considered; we’re proud to be held accountable, always striving for better ways to do business, placing people and planet before profit. Dedicated, curious, driven, and open-minded, we’re not afraid to push boundaries and shape positive change. With a growing team of award-winning coffee professionals, a world-class coffee programme, six coffee shops, an ever-evolving product range, we continue to work hard to create inclusive spaces within Origin well as everywhere we go, where conversations can grow. We move fast yet stay grounded, cutting paths through the noise, and have a lot of fun along the way. We’re here for ideas, rolling up our sleeves, and sharing new perspectives. Opportunities are on the table—yours to shape, with full support. Join us in pursuit of coffee excellence. The role overview As the Head of Wholesale at Origin you will play a pivotal role in delivering the growth of our wholesale team throughout the UK, with key posts in Cornwall, Bristol, London and Edinburgh. You will be responsible for developing and executing strategies to acquire new business, enhance existing relationships, and manage a team of regional wholesale managers. This position involves close collaboration with key industry stakeholders, active participation in decision-making processes, and alignment with the overall sales strategy to achieve our business objectives over the next four years. As Head of Wholesale, you will establish a dotted line with our regional Account Manager and Trainers. Your collaboration with them and our Education Manager will be instrumental in providing outstanding account management and training services to our wholesale customers. Requirements Key areas of responsibility include: Business development and sales strategy Deliver Origin's business development strategy to attract new wholesale clients. Identify market trends and opportunities specific to the specialty coffee industry providing in-depth analysis for strategic decision-making. Collaborate with the brand and marketing team to align wholesale strategies with the overall business sales strategy. Work with the CEO and key internal stakeholders to analyse sales data, market trends, and competitor activities to make informed strategic decisions and wholesale manager activity. Client relations and retention Cultivate and maintain strong relationships with existing wholesale customers, especially high-volume, multi-site accounts. Implement retention strategies for long-term partnerships and customer satisfaction incorporating quality assurance standards and compliance. Coordinate management of the full life cycle of new business accounts, including onboarding, account management, and cross-department liaison and support. Direct responsibility for a proportion of high-value customer sales enquiries. Team leadership and development Lead and inspire a team of Wholesale Managers, providing line management, guidance, coaching, and support to achieve individual and team goals. Foster a collaborative and high-performance culture within the wholesale team emphasising training programs for product knowledge and best practices. Industry engagement and decision influence Establish and maintain relationships with key members of the speciality coffee industry, including cafes, distributors, and suppliers. Attend industry events, trade shows, and networking opportunities to promote the business and stay abreast of market trends. Propose innovative initiatives and collaborate with senior leadership to influence decisions impacting the wholesale team’s success. Performance monitoring and sales execution Implement KPIs to measure the success of the wholesale team, including strategic pricing models and negotiation tactics. Achieve monthly KPIs and objectives to meet quarterly and annual sales targets. Analyse and develop sales strategies to maximise sales and team engagement, incorporating data analytics and automation tools. Customer relationship management and communication Oversee all aspects of sales enquiries and customer relationships to drive wholesale team activity. Provide exceptional customer service, networking, and new relationship building, resolving escalated customer grievances promptly and adeptly. Data management and continuous learning Ensure accurate input of quality data using Origin’s wholesale CRM (Prospect Soft). Regularly report and monitor CRM activity to drive wholesale team activity. Commit to personal and professional development relevant to the speciality coffee industry. Decision influence and sales strategy Work closely with the CEO and senior internal stakeholders to align wholesale strategies with the overall business sales strategy. Analyse sales data, market trends, and competitor activities to make informed strategic decisions. Collaborate with senior leadership to influence decisions that impact the wholesale team’s success. Provide insights and recommendations based on market analysis and customer feedback. Performance monitoring Implement key performance indicators (KPIs) to measure the success of the wholesale team. Regularly analyse and report to the SLT on sales performance, customer feedback, and market trends. Training and development Oversee the training and development of the wholesale team to ensure a high level of product knowledge and customer service. About you: Essential qualities to have Proven experience in a management role, particularly within the speciality coffee industry. Strong business development and client relationship management skills. Excellent leadership and team management abilities. Strong analytical skills to interpret sales data, identify trends, and make data-driven decisions. A relentless focus on achieving and surpassing sales targets. In-depth knowledge of the specialty coffee market, trends, and industry players. A deep understanding of market dynamics, customer needs, and competitor strategies. Quick adaptability to market changes, ensuring sales strategies remain effective in evolving conditions. Willingness to explore and implement innovative sales approaches to stay ahead in a competitive market. Effective communication and negotiation skills. Analytical mindset with the ability to make data-driven decisions. A competitive mindset and drive to outperform competitors in the market. Accurate forecasting abilities to predict sales trends and demand. Proactive approach to identifying and addressing challenges in the sales pipeline. Demonstrated ability to influence decision-making at a strategic level. Desirable qualities to have Continuous improvement of sales processes to increase efficiency and effectiveness. Proficiency in leveraging sales technologies and CRM systems to enhance sales efficiency. Benefits Competitive Salary Salary on application and negotiable for the candidate with the knowledge and skills required to fulfil all elements of the role. Nature of contract and working pattern Permanent and full-time. Origin Coffee supports flexible working options for the right candidate who can meet both the role and the needs of the business. Holidays 26 days including your birthday off, as well as 8 bank and public holidays. Pension Employer (5%) and Employee (3%) pension contribution, employees can increase their contribution. Mental Health and Physical First Aid Training We provide our employees with a toolkit for both preventing and addressing mental health crises in and out of work, providing genuine support, safety and happiness in the workplace. Enhanced Maternity, Paternity, Adoption, IVF Journey Leave and Pay We recognise the importance of family and provide enhanced pay to support all parents and their journey to becoming one. Transitioning at Work Policy We want everyone at Origin Coffee to feel comfortable to be themselves at work. We are committed to promoting equality and diversity supporting our colleagues who identify as trans and providing support through any transitioning process. Financial Wellbeing Support We have partnered with Wagestream, a financial well-being provider that offers financial coaching, money management, debt advice, and individual-tailored advice. Employee Assistant Programme A comprehensive suite of support from an (EAP) including help with physical, mental, and financial wellness at work. Continued Professional Development We invest in all our employees by supporting personal development and encouraging you to broaden your experience and learning potential, led by you. SCA Training Everyone who works for Origin can embark on the SCA training programme. Depending on your readiness to learn you can dip your toe in or immerse yourself fully. It’s quite addictive! An Employee Referral Scheme Once you join Origin, you’ll want to introduce like-minded people to us. When you do, they settle in and pass their probation, you earn £200. Other Time off for volunteering, cycle to work scheme, free coffee at work and to take home, discounts in all our cafés and on our merchandise and partners. And of course, regular social and team events serving exceptional food, drink, and of course, amazing coffee!