Regional Sales Manager – Greece & North Macedonia

Regional Sales Manager – Greece & North Macedonia

Location: Greece

Key Responsibilities

Sales Strategy & Business Development

• Develop and execute commercial strategies for Greece and North Macedonia aligned with regional business objectives.
• Deliver sales, revenue, profitability, and market share targets across both markets.
• Identify new business opportunities and drive market expansion through strategic partnerships and customer acquisition.
• Analyze market trends, consumer behavior, competitive activity, and customer needs to adapt commercial strategies.
• Prepare regular sales forecasts, business reviews, and performance reports for regional management.

Key Account Management

• Develop and maintain strong relationships with key retail chains, distributors, and strategic customers.
• Lead commercial negotiations and annual business planning with partners.
• Manage customer performance, identify growth opportunities, and ensure long-term partnerships.
• Conduct regular market and customer visits to strengthen relationships and identify new opportunities.

Product & Brand Development

• Collaborate with marketing and product development teams to introduce and grow both branded and private label product portfolios.
• Support new product launches and tailor product offerings to market and customer requirements.
• Ensure effective implementation of trade marketing initiatives and promotional campaigns.
• Monitor product performance and recommend portfolio optimization opportunities.

Channel Management

• Develop business across all relevant sales channels, including: Modern Retail
• Specialty Stores
• Wholesale & Distribution
• E-commerce
• Increase product distribution, visibility, and market penetration.

Financial & Commercial Management

• Manage customer budgets, including sales volume, net sales value, and profitability.
• Monitor customer receivables and support collection activities.
• Prepare sales forecasts and SKU demand planning in collaboration with Supply Chain.

Market Analysis

• Evaluate sales performance, market dynamics, and competitive positioning.
• Analyze business wins, losses, and growth opportunities.
• Monitor new product development opportunities and recommend commercial actions to maximize results.
• Identify opportunities to improve market share and competitive advantage.

Candidate Profile

Professional Experience

• Minimum 7–10 years of experience in Key Account Management, Sales, or Commercial Management.
• At least 3–5 years of experience within the FMCG industry, preferably managing modern retail accounts.
• Experience managing distributors and regional markets is highly preferred.
• Previous experience with branded and/or private label products is an advantage.
• Strong understanding of retail, wholesale, and distributor business models.

Technical Skills

• Strong commercial and negotiation skills.
• Experience developing and executing sales strategies.
• Proficiency with CRM systems and Microsoft Office Suite.
• Strong analytical skills with experience in sales forecasting, budgeting, and performance reporting.
• Ability to manage multiple markets and stakeholders simultaneously.
• Willingness to travel frequently across Greece and North Macedonia.

Language Requirements

• Professional working proficiency in English.
• Native or fluent Greek is required.
• Knowledge of Macedonian is considered a strong advantage.