Hays Looking for Head of Sales South-East Europe at Warszawa Full Time

For our client, an international company operating in the FMCG industry, we are looking for candidates for a position of HEAD OF SALES SOUTH-EAST EUROPE

The Job’s Mission: Grow distribution of product portfolio in the region in the most cost efficient manner. Develop & execute commercial strategies and manage the sales team.

Responsibilities

• Develop, align and execute commercial, distribution, price and trade promotion strategy for given set of markets in order to deliver the Net Sales & Margin
• Lead & manage sales team into one coherent and highly competitive team to achieve assigned targets
• Manage P&L of the respective channel
• Define sales targets for Clients and employees

Key Activities

• Defines the 4P objectives for each country.
• Ensure sales organization is structured adequately to achieve its distribution objectives and is managed in the most cost efficient manner.
• Actively cooperate and coordinate all accounts with colleagues throughout organization &co-operating parties with the objective to make profitable business at local level. Ensure compliance with Corporate standards and reporting guidelines.
• Ensure that products positioning, consumer pricing and trade pricing are locally respected in all categories of trade.
• Participate to trade marketing strategies and consequently implement all of them as agreed.
• Develop knowledge about the categories through the implementation of category management model.
• Develop KPIs for all agreed metrics, including volume, profit, share, distribution, ranging, pricing, space and display. Ensure optimum account contribution format is adopted and monitored.
• Build multi-level and multi-functional contacts with all major customers to raise the profile of the Brand and Company.
• Negotiate with customers on execution in store and create market specific SKUs when required. Collect data from external sources, review outcomes and capture lessons learned into future plans to support the post-promotion evaluation and review.
• Project customer/channel gross profit and loss (volumes, revenues and gross margin). Develop an accurate sales forecast and ensure that account managers maintain effective communication with Demand Management and Brand Teams to deliver agreed sales and operation planning targets.
• Represent the company with major customers, suppliers and external contacts. Develop and maintain top level relationships with key customers ensuring the provision of excellent customer service.
• Motivate, develop and align the capability of the commercial team and wider team
• Create the conditions for enhanced internal cross-functional teamwork in order to drive productivity improvements.
• Collaborate with Marketing / Trade Marketing on customer plans and coordinate with Brand Marketing on media and promotional campaigns.

Education

• University degree or equivalent in commercial related subject.
• Fluent in English.
• Fluency in another covered market language would be an asset
• Excellent communication/presentation
• Very strong analytical abilities and skills
• Competence on computer skills, particularly MS Office including good command of Excel

Experience

• Experience in Multi-national business
• 10 Years FMCG Sales
• Min 5 years in FMCG Sales at regional position for CE in distributor management outside of Poland, preferably in CE
• People management experience – also with remote team
• Significant personal presence and credible communicator
• Trade marketing experience would be an asset

Competencies

• Leader Competencies: Team Leadership, Change Management, Strategic Thinking, Critical Thinking, Innovation, Collaboration
• Commercial competencies: Negotiation skills, commercial delivery, influencing skills

If the offer seems interesting, please send your CV and contact me at [email protected] or click “Apply” and send me cv by LinkedIn

Hays Poland sp. z o.o. is an employment agency registered in a registry kept by Marshal of the Mazowieckie Voivodeship under the number 361.