About the role
Origin is one of Europe’s leading speciality coffee roasters, partnering with thoughtful, design‑led hospitality brands who care deeply about quality and craft. We’re looking for a Head of Wholesale to lead the growth of our wholesale channel—building meaningful partnerships, driving commercial performance, and setting the standard for what great service looks like.
This is a senior, hands‑on role with real impact. You’ll own our most strategic wholesale relationships, lead new business, and support a growing team as the channel scales across the UK and beyond.
You’ll also lead and support a growing wholesale team, setting clear goals, building structure, and fostering a culture rooted in accountability, care, and commercial excellence. As the channel grows, you'll play a key role in shaping its future.
What You’ll Do
Commercial & Growth
- Own and grow a portfolio of Origin’s most strategic wholesale partners, with a focus on retention, value creation, and long‑term growth
- Lead new account acquisition, bringing aligned, values‑led hospitality brands into the Origin community
- Build trusted relationships across multi‑site and design‑forward partners
- Use CRM, forecasting, and reporting to manage pipeline, track performance, and inform strategic decision‑making
- Represent Origin at industry events, launches, and trade shows
Leadership & Team Development
- Lead, coach, and develop a growing wholesale team, setting clear goals, expectations, and performance standards
- Act as a player‑coach: comfortable leading from the front while building scalable structure and capability
- Shape team structure, hiring plans, and ways of working as the wholesale channel evolves
- Foster a culture rooted in accountability, care, and commercial excellence
Cross‑functional Collaboration
- Work closely with Education, Training, Operations, Technical, Brand, and Marketing to deliver a seamless, end‑to‑end Origin experience for partners
- Influence internal stakeholders to continuously improve how we show up for our wholesale customers
What You’ll Bring
- Proven experience in wholesale account management or business development within speciality coffee or premium F&B
- Strong commercial instincts, with a clear understanding of margin, value, and sustainable growth
- Confidence building long‑term relationships and influencing at senior levels
- Highly organised, data‑aware, and comfortable using CRM and sales tools
- A collaborative leadership style, balanced with ownership and accountability
What success looks like
In your first 12 months, success will include:
- Deliver growth across new NPD and develop new channels for Origin wholesale
- High partner retention and satisfaction
- Clear wholesale strategy, structure, and rhythm in place
- A motivated, high‑performing team with defined roles and development pathways
- New multi‑site and strategic partners aligned with the Origin brand
Working at Origin
Time to Rest, Reset, and Live Well
34 days' holiday (inclusive of your birthday & 8 public bank holidays)
Enhanced sick pay, personal days, and period leave
Two paid volunteering days each year
Pay, Benefits, and Peace of Mind
Competitive salary, bonus scheme and share options via our EMI scheme
Enhanced family leave
24/7 Employee Assistance Programme and GP service
Learning, Growth, and Craft
SCA training and ongoing learning opportunities for everyone
Hands‑on exposure to speciality coffee, hospitality, and design‑led partners
Coffee, Culture, and Community
Unlimited coffee at work
Discounts on Origin merchandise and partner products
B Corp certified and proudly independent
A people‑first culture built around meaningful, values‑led work
Everyone is welcome at Origin
We believe diverse perspectives enrich our culture and creativity. If you’re passionate about coffee and excited by this opportunity – even if you don’t tick every box – we encourage you to apply. Your unique experience could be exactly what we need.
How to apply
Please apply directly on our career site.
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