Head of Sales RO

Location
: Bucharest | Regional Scope: Romania & Moldova

We are partnering with a
global FMCG leader
, a company recognized for its strong portfolio of brands and consistent commitment to innovation and excellence. The organization is currently seeking a
Head of Sales
to lead the commercial agenda across
Romania and Moldova
, driving growth, performance, and capability development in a highly competitive and fast-moving environment.

The role holds full responsibility for
top-line and bottom-line delivery
,
customer partnerships
, and
leadership of the entire sales organization
, ensuring sustainable growth and profitability across the business.

This is an important executive position at the intersection of
strategy, customer engagement, and people leadership
, reporting directly to the
General Manager RO & MD
and serving as a core member of the local Leadership Team.

ROLE OVERVIEW

As
Head of Sales
, you will hold full responsibility for shaping and executing the commercial strategy across all categories and channels. You will lead a team of experienced professionals and play a pivotal role in managing customer partnerships, commercial planning, and trade investments.

The position requires a
strategic yet hands-on leader
who can balance financial discipline with organizational agility, capable of building strong internal collaboration and influencing at senior level.

Key Responsibilities

• Define and execute the national sales and customer development strategy across all key channels (Modern Trade, Traditional Trade, E-commerce, Distributors).
• Lead commercial negotiations with international and local retail partners, ensuring long-term, profitable partnerships.
• Manage significant
  promotional and trade investment budgets
  , ensuring efficient allocation and measurable ROI.
• Drive implementation of
  data-driven and AI-supported forecasting and planning tools
  to improve predictability and decision-making.
• Build a high-performing, collaborative, and resilient sales organization — fostering maturity, accountability, and constructive dialogue.
• Represent the local markets within the regional structure, contributing to strategic planning and performance improvement initiatives.

Critical Success Factors

• Modern Trade mastery
  – proven ability to build and manage long-term partnerships with key retailers and buying groups.
• Strategic commercial acumen
  – capable of balancing growth ambitions with disciplined trade investment and ROI management.
• International negotiation exposure
  – experience navigating complex negotiations within multinational or regional frameworks.
• Emotional maturity and resilience
  – able to lead with composure, handle constructive conflict, and maintain balance under pressure.
• Transformational mindset
  – proactive in redesigning processes, embedding digital tools, and driving commercial excellence.
• Hands-on leadership
  – combines strategic vision with the ability to stay close to execution and decision details.
• Cross-functional collaboration
  – strong influencer across Finance, Marketing, and Supply Chain to align priorities and deliver results.
• Team development and cohesion
  – creates an environment of trust, accountability, and open dialogue within a diverse team.

CANDIDATE PROFILE

Professional Experience

• Experience:
  12–15 years of progressive commercial experience in FMCG, including all sales channels with strong exposure to Modern Trade and strategic customer management.
• Functional expertise:
  Proven record in managing trade investment, pricing, and promotional planning.
• Transformation exposure:
  Experience implementing digital or AI-based tools for forecasting or budgeting.
• Leadership:
  Track record of leading cross-functional teams and influencing beyond direct control.
• Industry exposure:
  Experience in high-promotion categories is a plus.
• Languages:
  Romanian and English fluent.

Leadership Competencies

• Strategic Mindset
  – Translates European priorities into effective local customer and channel strategies.
• Inspiring Leadership
  – Creates clarity, empowers teams, and maintains engagement through transformation.
• Results Orientation
  – Delivers measurable growth, profitability, and trade spend discipline.
• Collaboration & Influence
  – Builds alignment across functions and markets through strong partnership and communication.
• Change Leadership
  – Leads transformation with agility, resilience, and a focus on simplification and innovation.
• Emotional Maturity & Balance
  – Demonstrates composure, empathy, and fairness, fostering trust and constructive collaboration in diverse teams.

WHAT THE ROLE OFFERS:

• The opportunity to lead the full commercial organization across two fast-growing markets.
• A highly visible, strategic role within a global FMCG group.
• A collaborative and inclusive culture that values initiative, learning, and impact.
• Competitive compensation and benefits package.

APPLICATION PROCESS:

If you are interested in this opportunity, please submit your CV in English. Confidentiality is fully guaranteed throughout the recruitment process.

If this opportunity does not interest you but you know someone who would be a good fit, feel free to share this ad with them.

We thank all applicants for their interest, however only those under consideration for the role will be contacted.