Danone is one of the biggest FMCG companies and is focusing on bringing health through food to as many people as possible. Do you want to join us to contribute to a healthier world? We are now looking for a:

Head of Sales Romania

(Full-time, Location: Romania, Bucharest)

Why should YOU apply right away?

If you need more than our great company culture, you should keep in mind the opportunity to:

• Develop your career in a dynamic and purpose-driven environment
• Enjoy a flexible hybrid working setup (minimum 2 days/week in-office)
• Receive a medical subscription extended to your spouse and children
• Celebrate your birthday with an extra paid day off
• Explore thousands of courses through LinkedIn Learning, to boost your skills anytime
• Access Bookster - your gateway to inspiration and self-development through reading
• Benefit from our Employee Assistance Program for mental well-being and support

YOUR responsibilities:

• Develop, internally align, and coordinate the execution of the Sales strategy, including channel and retailer strategy, assortment management, pricing strategy, and in‑store activation management, with specific focus on emerging channels such as e‑commerce, AFH, and Discounters.
• Develop and coordinate the execution of annual action plans to achieve the country’s internal plan targets for Volume, Net Sales, and profitability (CO).
• Continuously map the market to stay up to date on market, category, and retailer trends, category insights, and competitor activities, identifying business opportunities and risks.
• Lead T2T meetings with retailers to strengthen collaboration and resolve any arising issues.
• Ensure 100% delivery of sales execution targets (PICOS).
• Own the yearly negotiation process with retailers within the agreed budget and counterpart expectations, and support the KAM team with escalations within retailer hierarchies regarding contractual terms, pricing, and business counterparts, ensuring alignment with company strategy and financial targets.
• Ensure efficient assortment and distribution performance at retailers, in line with CatMan guidelines for the country.
• Support the Key Account Management team in developing their skills and capabilities, fostering long‑term strategic partnerships with retailers, and identifying strategic links between the companies.
• Support the Regional Field Sales Managers in developing the most efficient route‑to‑market and field sales organization setup.
• Oversee GPS and R&O status, ensure accountability for Sales inputs and bias, and develop action plans to close any gaps versus plan.
• Own TTM budget planning and delivery, identifying risks and opportunities.
• Continuously monitor the pay‑for‑performance approach, ensuring trade invoices are issued based on expected performance and aligned with agreed commercial terms.
• Contribute to managing control of overdue payments, achieving yearly cash‑landing targets, and resolving payment issues with retailers.
• Ensure full compliance with Sales DANGO rules as well as internal and external audit requirements.
• Stakeholder management (Board, peers), ensuring smooth information flow and alignment on priorities, country needs
• Build and maintain strong collaboration across the full Topline team.
• Ensure strong and continuous cross‑functional collaboration between the KAM & Sales Force teams and Operations, Commercial Development, Brand Marketing, RGM, and Accounts Receivable.
• Manage, motivate, assess, and develop the skills and competencies of the team.
• Set clear and achievable functional and leadership objectives for the team, continuously track progress, and evaluate performance, leveraging strengths and supporting development areas.
• Manage Sales Force costs within the agreed budget, ensuring full adherence to company expense principles.

We are looking for a Head of Sales with the following profile:

• 10+ years’ experience in an FMCG company
• 5+ years of experience in customer management area on senior level
• Minimum 5 years in a people management role with relevant Leadership Experience
• Bachelor’s or Master’s degree in sales, economics or other related field
• Fluent Romanian and English (spoken and written)
• Strong leadership and drive towards the organization
• Strategic way of thinking and ambitious mindset together with solid analytical skills
• Strong network management
• Excellent communication, negotiation, and interpersonal skills
• Experience in managing budgets and allocating resources effectively
• Proficiency in Microsoft Office 365 and PowerBI is considered an advantage.

Danone’s mission is bringing health through food to as many people as possible and we want to invite people to join the movement for a healthier world. We recognize the power people should impact the world through their daily choices. Healthy food needs a healthy planet, and this is what our new signature One Planet One Health embodies.

We embrace diversity in our organization. This means giving full and fair consideration to all applicants without attention to race, color, religion, sex, sexual orientation, gender identity, national origin, or disability status.

Are you interested in joining us?
Hit the “Apply” button.
 
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