Sales Head - Germany

ABOUT OUR CLIENT

Our client is a dynamic and fast-growing multinational company in the food and beverage industry, with a strong presence across Southeast Europe (SEE). Focused on growth, innovation, and collaboration, they are dedicated to creating brands that people love, and their vision is to inspire people to add flavor to their everyday moments.

With operations in 8 countries and 13 production facilities, our client is a leading FMCG producer in the region. Their diverse portfolio includes over 20 unique brands with a strong domestic heritage, such as Argeta, Barcaffe, Grand kafa, Donat, Cedevita, Cockta, Smoki, and Štark, which are available in over 40 markets worldwide. In addition to their food and beverage offerings, they also manage a successful chain of pharmacies.

Our client boasts a robust distribution network, featuring more than 500 vehicles that deliver products from 16 distribution centers to over 60,000 sales points. This enables them to ensure seamless distribution of their own brands as well as those of key partners. Always open to new ideas, growth-oriented, and passionate, they continue to set standards in the industry.

Key Responsibilities

• Work with the Sales Head of SBU Savoury Spreads to develop the sales strategy for the SBU SS assortment for the German market, for which they are responsible, with the goal of maximizing volume and profit in the market.
• Participate in the preparation of sales plans and provide proposals for dynamic sales plans for the assigned market (by channel/brand/SKU of the SBU assortment).
• Prepare, implement, and monitor the achievement of distribution targets in cooperation with distributors in the markets.
• Work with the Sales Director to define proposals for sales terms with distributors and commercial policy in line with the Group’s commercial policy.
• Propose the annual SBU trade marketing plan for the assigned market and is responsible for its budget utilization.
• Implement the SBU product visibility strategy for category/brand with the distributor in accordance with the brand strategy and is responsible for its execution.
• Ensure execution of the pricing strategy for the SBU assortment in the local market.
• Monitor sales performance and prepare market performance analysis for the assigned market.
• Prepare information and recommendations for category/brand development in the local market.
• Supervise the execution of plans and budget for trade marketing (TMM) activities in the assigned market.
• Provide support in building relationships with key customers, based on distributor needs and assessments.
• Conduct performance analyses before and after trade marketing activities and proposes next steps.
• Monitor the timely settlement of obligations by distributors.
• Continuously educate distributors on brands, trends, and activities in the Slovenian market and propose changes.

Requirements

• Minimum 5 years of experience in FMCG sales with a strong focus on managing distributor relationships.
• Demonstrated success managing distributors including commercial negotiations, pricing, and trade marketing execution.
• Experience owning a significant commercial portfolio and delivering sales growth, preferably across the DACH region.
• Strong commercial acumen with experience in sales planning, forecasting, performance analysis, and budget management.
• Native German and fluent English
• Willingness to travel across South of Germany