Sales Director (Consumer Goods)

The Role

The Sales Director is a key business leader responsible for driving the company’s commercial success in a premium FMCG environment with a full import model. In a context of sustained growth, the role combines strategic leadership with a strong hands-on approach, directly managing key accounts while leading overall sales performance across channels.

• Define and execute the sales strategy across Key Accounts, distributors, traditional retail, and e-commerce, ensuring continued growth in revenue and market share.
• Act as National Key Account Manager, personally managing federal retail chains (negotiations, promo planning, pricing, listings, trade marketing, and day-to-day client management).
• Lead and develop a small sales team (2–3 people), setting targets, coaching performance, and supporting team development.
• Build and maintain strong relationships with key clients at mid- and senior-management levels.
• Drive sales planning and performance management: annual planning, monthly forecasting (sales & profit), pricing strategy, and assortment optimization.
• Monitor market trends, competitors, costs, and demand to continuously adapt pricing and commercial approach.
• Identify growth opportunities and implement non-standard, value-driven commercial strategies, especially in a context of relatively low-demand products.
• Act as a brand and category ambassador, supporting clients with analysis and ready-to-use solutions, sometimes going beyond traditional sales roles.
• Ensure excellent execution across all touchpoints: distribution expansion, product visibility, customer service standards, and in-store performance.
• Maintain accurate reporting, analytics, and planning documentation; leverage and support automation tools for sales and marketing.
• Collaborate closely with marketing, finance, and supply chain to ensure alignment and operational excellence.
• Contribute to a fast-paced, entrepreneurial environment, combining strategic thinking with daily operational involvement (analysis, presentations, problem-solving).

The Candidate

• Proven experience in FMCG sales, ideally within an international or premium brand environment.
• Strong background in Key Account Management, with direct experience managing national retail chains.
• Ability to operate as both Sales Director and hands-on KAM, comfortable managing negotiations as well as day-to-day execution.
• Experience working with distributors and multiple sales channels (retail, e-commerce).
• Strong commercial acumen with solid understanding of pricing, promotions, and assortment management.
• Analytical mindset, comfortable with forecasting, reporting, and data-driven decision-making.
• Entrepreneurial and pragmatic, able to adapt to a small, agile, and growing organization.
• Leadership capability to manage and develop a small team, while remaining personally involved in operations.
• Ability to work in a challenging market environment, promoting added value and developing creative commercial approaches.
• Strong communication and influencing skills, with the ability to build trust and challenge clients when needed.
• Hands-on, resilient, and results-driven, with the flexibility to manage both strategic topics and routine operational tasks.