Sales Manager

The Sales Manager for the Indirect Channel is a peopleleadership role responsible for developing and executing the goto-market strategy for distributors across Poland.

The Sales Manager leads all activities related to channel planning partner performance management sales forecasting and execution of trade programs while fostering a highperformance resultsdriven team culture that delivers commercial excellence.

Key Responsibilities

1. Channel Strategy & Planning

• Build and execute the annual Indirect Channel Strategy aligned with country and cluster commercial priorities.

• Identify new channel opportunities evaluate market potential and recommend strategic initiatives for partner expansion.

• Develop channel segmentation assortment strategy pricing corridors and partner tiering models.
  

2. Partner Relationship Management

• Manage and grow relationships with key distributors.

• Conduct quarterly business reviews (QBRs) with partners to ensure alignment on KPIs promotional plans and revenue targets.

• Negotiate commercial terms annual agreements and incentive programs.
  

3. Sales Performance & Forecasting

• Achieve revenue volume and profitability targets for the indirect channel.

• Provide reliable sales forecasts demand plans and market insights to the commercial organization.

• Track and analyze channel performance recommending corrective actions where needed.

4. Team Management

• Lead coach and develop the indirect sales team.

• Create a highperforming team environment by driving collaboration and execution excellence.

5. Commercial Execution

• Ensure flawless execution of trade promotions campaigns and product launches within the indirect channel.

• Deploy pricing strategy monitor compliance and ensure adherence to channel policies.

• Optimize product availability and visibility across partners.
  

6. Cross-Functional Collaboration

• Collaborate closely with Direct Sales Team Service Marketing Finance and Customer Care to drive channel programs.

• Liaise with regional or cluster stakeholders to align on best practices and regional initiatives.

• Support demand planning with accurate inputs and insights on partner pipeline and market trends.
  

7. Market Intelligence

• Monitor competitive activity market dynamics and pricing trends across the Polish market.

• Provide recommendations on opportunities to increase market share and partner engagement.

Key Performance Indicators (KPIs)

• Revenue and volume targets for the indirect channel

• Partner sell-in and sell-out performance

• Channel profitability

• Forecast accuracy

• Distribution and availability KPIs

• Execution of trade and promotional plans

• Partner satisfaction and retention

Requirements & Qualifications

Education

• Bachelors or Masters degree in Business Economics or related field as an advantage

Experience

• Minimum 5 years of experience in sales channel management or business development.

• Proven success in managing distributors in Poland (FMCG Technology Pharma Consumer Goods or similar).

• Experience in team management negotiation commercial planning and P&L management.

Competencies

• Strong stakeholder management and relationshipbuilding skills

• Strategic thinking with ability to translate plans into execution

• Excellent negotiation and communication capabilities

• Data-driven decision-making and strong analytical skills

• High commercial acumen and understanding of channel dynamics

• Ability to work cross-functionally within a matrix organization

Language Skills

• Fluency in Polish and English (spoken and written).

Location

This is a fieldbased role with flexibility to be located anywhere in Poland. The position requires regular travel within the country and periodic visits to our main office in Raszyn for meetings planning sessions and key business activities.