Sales Director – Food Division (Traditional Trade & Retail Channel)

Position: Sales Director – Food Division

Location: Bucharest, Pipera, Romania
Work Model: On-site, 5 days a week
Industry: FMCG (Food & Beverage)
Reports To: National Sales Director for Traditional Trade & Retail Execution
Team Size: Approx. 20 Area Sales Supervisors (ASS), 30 Area Business Developers (ABD), and 50 distributors

Position Overview

The Sales Director – Food Division will be responsible for driving sales and ensuring business growth within the traditional trade and retail channels for the food portfolio of our client. This leadership role requires a dynamic and results-driven individual with a strong background in FMCG, particularly in the food industry. The position involves managing a large, diverse team across multiple regions in Romania, executing commercial strategies, and maintaining key client relationships.

The ideal candidate will have a proven track record of sales management, strategic planning, team leadership, and market analysis in the FMCG sector.

Key Responsibilities

1. Sales Strategy & Execution

• Lead the sales strategy for the food division across the traditional trade and retail channels in Romania.
• Achieve sales targets, visibility goals, and profitability objectives for the food category.
• Develop and implement sales plans, promotional activities, and visibility strategies that align with market trends and business goals.
• Analyze sales data, regional performance, and customer behavior to identify areas of opportunity and growth.

2. Team Leadership & Management

• Manage a team of 20 Area Sales Supervisors (ASS), 30 Area Business Developers (ABD), and 50 distributors.
• Lead and motivate the sales team to ensure alignment with company goals and KPIs.
• Provide coaching, training, and professional development to enhance team performance.
• Manage performance through KPIs, sales results, and behavioral feedback.
• Ensure effective resource allocation and optimize team routes and working hours.

3. Client Relationship Management

• Build and maintain strong, long-term relationships with key clients and partners in the traditional trade sector.
• Negotiate and close commercial contracts with distributors and retailers within approved limits.
• Regularly visit clients and key accounts to strengthen relationships and identify new business opportunities.

4. Market & Competitor Analysis

• Analyze competitor activities, market trends, and consumer insights to refine sales strategies.
• Regularly assess market conditions, sales coverage, and product performance across different regions in Romania.
• Provide strategic recommendations based on market intelligence to stay competitive in the market.

5. Budget & P&L Management

• Manage and monitor sales budgets and expenses for the food category, ensuring profitability.
• Ensure the alignment of sales and marketing budgets with overall company objectives.
• Track and report on budget performance and adjust plans accordingly.

6. Reporting & Performance Analysis

• Prepare detailed sales reports, including regional performance, sales trends, and team results.
• Track key performance indicators (KPIs) and propose action plans to close any performance gaps.
• Report directly to the National Sales Director for Traditional Trade & Retail Execution.

Candidate Requirements

Experience & Skills

• Minimum 5 years of experience as a Sales Director or senior sales manager in FMCG, with a focus on food products in traditional trade (not IKA).
• Proven success in leading and managing sales teams across multiple regions, with the ability to drive results and achieve sales targets.
• Strong background in strategic sales planning, budget management, and market analysis.
• Hunter & Farmer profile: Ability to both generate new business and nurture long-term client relationships.
• Extensive experience working with distributors, wholesalers, and retailers in the traditional trade channel.
• Fluency in English (both written and spoken).
• Proficiency in Microsoft Office (Excel, PowerPoint, Word).
• Ability to travel regularly within Romania as required.

Personal Characteristics

• Strong leadership and team management skills.
• Excellent communication, negotiation, and interpersonal abilities.
• Results-oriented, with a passion for achieving targets and driving growth.
• Charismatic and energetic with a hands-on approach to leadership.
• Ability to thrive in a fast-paced, ever-changing environment.

Educational Requirements

• Bachelor’s Degree in Business Administration, Marketing, or a related field.

Compensation & Benefits Package

• Gross Salary: Approx. 11,900 RON per month
• Meal Tickets: 20 RON per ticket
• Medical Insurance: Signal Iduna
• Bonuses:
  • Monthly: 7,500 RON gross
  • Quarterly: 5,000 RON gross
  • Additional bonuses for Easter, Christmas, and loyalty milestones
• Perks:
  • 'Fruit Day' (monthly healthy snack initiative)
  • Company car, phone, and laptop
  • Training, team building activities, and conferences
  • Gifts for employees' children under 16

Why Join Our Client?

Our client offers an exciting opportunity to work for a leading multinational company that is committed to quality, sustainability, and innovation in the food industry. If you are a driven and experienced sales leader with a passion for food products, traditional trade, and team management, this role will provide you with a chance to shape the future of the company's food division and make a significant impact in the Romanian market.

Place of work