Location: Romania
Function: Commercial / Sales Leadership
Contract Type: Full-time
Adecco is recruiting a Sales Director on behalf of a major international FMCG group. This is a senior leadership role responsible for shaping and executing the national commercial strategy, driving sustainable business growth, and leading a high‑performing sales organization.
The position requires a strategic, data‑driven, and influential commercial leader with strong retailer management experience and a proven track record in delivering results within dynamic and competitive FMCG markets.
- 10+ years of experience in FMCG commercial roles
- 5+ years in senior customer management
- 5+ years of people leadership experience
- Proven success in negotiating with top retailers and driving commercial strategy
- Strong analytical skills and strategic thinking
- Excellent communication, influencing, and stakeholder management skills
- Experience managing trade investments and resource allocation
- Proficiency in Microsoft Office 365; PowerBI is an advantage
- Bachelor’s or Master’s degree in Business or related field
- Fluency in English; knowledge of Romanian is an advantage
Strategic & Commercial Leadership
- Develop and align the national Sales strategy with regional commercial leadership, ensuring coherence across channels, customers, assortment, pricing, and in‑store activation.
- Define short-, mid-, and long-term sales priorities in line with company objectives and market needs.
- Coordinate annual action plans to deliver targets for Volume, Net Sales, Profitability, and Market Share.
Market & Customer Development
- Continuously monitor market trends, category shifts, retailer dynamics, and competitor activities.
- Identify commercial opportunities and risks early and propose corrective actions.
- Lead top‑to‑top meetings with key retailers to strengthen partnerships and resolve escalated issues.
Execution Excellence & Sales Operations
- Ensure 100% achievement of execution standards across all channels.
- Oversee the implementation of in-store activation, category management initiatives, and distribution objectives.
- Manage yearly negotiation cycles within agreed investment frameworks, supporting the KAM team with escalations on pricing, contracts, and commercial terms.
Team Leadership & Development
- Lead, motivate, and develop the national Sales team, setting clear functional and leadership objectives.
- Foster high performance, talent growth, and strong engagement within the organization.
- Support Regional Field Sales Managers in optimizing the route-to-market model and field team structure.
Financial Ownership & Governance
- Own Trade Term Management (TTM) budget planning and execution, identifying risks and opportunities.
- Monitor pay-for-performance schemes to ensure correct and compliant trade invoicing.
- Contribute to cash collection performance and manage overdue payments with retailers.
- Ensure full compliance with internal commercial policies and audit requirements.
Cross-Functional Collaboration
- Build strong collaboration across Commercial Development, Marketing, Revenue Growth Management, Operations, Finance, and Accounts Receivable.
- Ensure effective communication with regional and local stakeholders on priorities, performance, risks, and opportunities.
