Build and scale a high-growth national merchant channel
Own commercial performance and strategic partnerships across a complex national network
Design and embed the operating model that drives scalable growth
At Farmlands, we’re a New Zealand farmer-owned co-operative with a clear purpose: enabling improved profitability and productivity for NZ farmers and growers.
This is a senior leadership opportunity reporting to the Chief Sales Officer and shaping how our Group grows beyond its traditional channels. The role sits within a broader commercial leadership environment, with clear scope to build and scale.
Mō te whai waahi | About the opportunity
We have an established wholesale business with multiple merchants across Agri and lifestyle sectors, this role is focused with scaling a high-potential wholesale channel into a nationally significant commercial platform.
The foundations are strong - product, market access, manufacturing capability and established wholesale relationships. The mandate is clear: build the operating model, deepen relationships, lift commercial performance, and expand across both core agri partnerships and a broader merchant network. The role is backed by a national engine room of capability, brand and existing customer relationships – providing the platform to scale and deliver early impact.
Based in Christchurch, you’ll lead the shift from relationship-led selling to a more disciplined and repeatable Account Management approach, embedding clear partner strategies, stronger commercial frameworks and consistent ways of working.
This is not just about leading a function - it’s about building one.
Scope at a glance
National merchant network with a significant and growing revenue footprint
Multi-category portfolio spanning nutrition, lifestyle and related segments
Leadership of a national, multi-functional team
Full accountability for channel performance - revenue, margin and partner outcomes
Reporting to the Chief Sales Officer, as part of the sales leadership team
What you’ll be responsible for
As Head of Wholesale & Merchant Sales, you will lead and deliver the Group’s wholesale and merchant strategy.You will:
Build and execute a clear channel strategy focused on growth
Own commercial performance across the channel, including revenue and margin
Strengthen partnerships with key merchants and expand the wider merchant network
Introduce consistent sales account management, reporting and performance frameworks
Lead and align a national sales team
What success looks like
In your first 12–18 months, you will have:
Established a clear wholesale growth strategy with defined priorities
Built structured partner plans across key merchant relationships
Embedded consistent sales and account management rhythm and performance discipline
Delivered measurable improvement in revenue and margin
Mōhou ake | About you
You’re a senior sales and commercial leader who enjoys building structure and leading change, not just maintaining relationships. You’ll bring:
Experience leading a wholesale, channel or partner sales function at scale
A track record of driving growth and improving commercial outcomes
Strong capability across pricing, negotiation and partner strategy
Credibility influencing at a senior level across the business
Experience operating in complex or matrixed environments
A practical, collaborative leadership style
The ability to provide a clear vision of what good looks like and roll your sleeves up and “do” the detailed work.
Agri-sector or nutrition experience is welcome, it’s not essential.
Why Farmlands | Why this opportunity
Build and grow not just maintain - shape how this channel grows
National scope with real impact for our shareholders and rural communities
Broad commercial remit across multiple categories and partners
A values-led, Kiwi-owned co-operative that backs its people
How to apply
If you’re a proven wholesale or channel leader who enjoys building strong partnerships, commercial discipline and scalable growth - we’d love to hear from you.
Applications close: Friday 19 June 2026
Click 'apply' to view position description on our careers site.
Applicants must have the legal right to work in New Zealand. The successful candidate will be required to complete pre-employment checks, including references from their two most recent managers, a Ministry of Justice check, proof of right to work, a driver’s licence check, and an ACC background check. Additional checks may also apply depending on the role.
At Farmlands - Te Whenua Tāroa, our vision is to be the number one buying group for New Zealand farmers and growers. Our vision is to be the 'go-to' for everyone connected to our land.
Whakamanawatia te whenua, te tangata nō tāua te mana.
This is what gets us out of bed in the morning and keeps us going day in and day out.
