Head of Sales

Pracovní nabídka

We are seeking an experienced Head of Sales to lead and drive our commercial strategy in the Czech Republic and Slovakia. This role is responsible for managing and expanding sales across both the Czech and Slovak markets, covering the On-Trade (HoReCa) and Off-Trade (Retail & Modern Trade) channels, as well as E-commerce and Petrol. The successful candidate will ensure sustainable business growth while strengthening Spraga's market position.

The ideal candidate has 5+ years of successful commercial experience within the FMCG industry, a strong understanding of the Czech and Slovak retail and HoReCa landscape, and an established network of key customers, distributors, wholesalers, and hospitality partners. This person will be responsible for developing and executing the sales strategy, leading the commercial team, and building long-term partnerships that drive revenue and brand growth.

Key Accountabilities

• Sales Strategy & Execution;
• Develop and execute the commercial strategy for the Czech and Slovak markets, aligned with the company's overall business objectives;
• Define and implement Go-to-Market (GTM) strategies for the Czech and Slovak markets;
• Lead negotiations with key accounts, including retail chains, distributors, wholesalers, convenience stores, bars, restaurants, hotels, and petrol station chains;
• Identify and secure strategic partnerships to increase market penetration and distribution;
• Ensure excellent execution at the point of sale, maximizing product visibility, availability, and sales performance.

Team Leadership & Commercial Development

• Recruit, develop, coach, and lead a high-performing sales team;
• Set clear KPIs and performance objectives while fostering a results-driven culture;
• Work closely with the Marketing and Trade Marketing teams to execute effective promotional campaigns and activations.

Market Expansion & Business Growth

• Identify new business opportunities, emerging consumer trends, and growth segments within the Czech and Slovak FMCG markets;
• Expand distribution and develop new sales opportunities across all sales channels;
• Build and maintain strong relationships with distributors, wholesalers, and retail partners;
• Lead expansion into new regions and customer segments across the Czech Republic and Slovakia.

Financial & Operational Management

• Own the Sales P&L, ensuring profitable and sustainable growth;
• Develop pricing strategies tailored to different sales channels while protecting margins;
• Collaborate with Finance and senior leadership on revenue management and commercial planning;
• Evaluate the effectiveness and return on investment (ROI) of promotional activities;
• Drive margin optimization through pricing, volume, and trade investment management;
• Prepare sales forecasts, budgets, and commercial plans;
• Monitor sales performance and market trends, adjusting strategies as needed;
• Ensure compliance with all applicable legal, commercial, and company regulations.

Experience Required

• 5+ years of experience in Sales, Business Development, or Key Account Management within the FMCG industry;
• Proven experience managing both On-Trade (HoReCa) and Off-Trade (Retail & Modern Trade) channels;
• Strong network within the Czech and Slovak retail, wholesale, and hospitality sectors;
• Proven experience in key account management, commercial negotiations, and sales forecasting;
• Experience leading, coaching, and developing high-performing sales teams;
• Strong commercial and analytical mindset with a proven track record of delivering business growth;
• Fluent in Czech or Slovak, with a good command of English.

Professional Skills & Key Competencies

• Strong commercial and strategic mindset;
• Excellent leadership and people management skills;
• Outstanding negotiation and relationship-building abilities;
• Strong business acumen with a focus on profitability and sustainable growth;
• Results-oriented, with the ability to thrive in a fast-paced environment;
• Strong analytical skills and the ability to make data-driven decisions;
• Adaptable, proactive, customer-focused, and highly self-motivated.