Head of Wholesale

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.

Why join us?

At Origin, you’ll be part of a dynamic team that values creativity, sustainability, and collaboration. We’re committed to providing an inclusive and inspiring environment where you can grow professionally and make a meaningful impact. And, of course, you’ll have access to some of the best coffee experiences imaginable.