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Our client is a leading, family-owned and international company with more than 100 years of heritage and operations in over 150 markets. Its portfolio spans household-name food brands with strong market recognition and a long-standing reputation.

In this pivotal role, you will build and lead a high-performing Off-Trade & Wholesale team, own revenue and profitability targets, and ensure brilliant execution from joint business plans and annual negotiations to ROI-driven promotion planning and perfect alignment between key account management and the field.

You will help shape channel and portfolio strategy for Germany with your team, deepen long-term customer partnerships, provide accurate demand forecasting, and develop talent by embedding standardized commercial best practices and category & shopper insight. The role reports to the Managing Director Germany and is based in Northern Germany; travel (including international) is required.
Head of Sales Off Trade (m/f/d)
Strong brands in the FMCG sector – international leadership role – based in Northern Germany
1) Your Responsibilities

  • Lead and build the Off-Trade & Wholesale team: set a clear winning ambition, translate strategy into channel and customer plans, and drive performance with visible ownership.
  • Deliver results & commercial excellence: own NSV, gross margin, profitability, ROI and value share; shape and execute Joint Business Plans; land annual negotiations and price increases; optimize promo plans with strict ROI discipline; help shape channel and portfolio strategy; deepen long-term key-customer partnerships; provide accurate demand forecasts to Supply Chain and regional planning; drive a pay-for-performance approach; increase footprint in brick-and-mortar; and secure tight KAM/field alignment from HQ to store execution.
  • Develop talent & capability: set learning and development plans, embed standardized commercial best practices, and raise the bar on category & shopper insight so the team acts as trusted advisors to customers.
  • Be part of a winning leadership bench: work closely with Group KAM and National Field Sales to build shared purpose, align behind targets, and foster a proactive feedback culture.

2) Your Profile

  • Expertise & skills: extensive national key account leadership in FMCG in Germany; field-force management; leadership in a comparable scope; proven delivery with customers; strong negotiation; working knowledge of sales-effectiveness processes and category management; consistent commercial performance; fluent German and English; breadth across adjacent functions; proven people management and coaching to build collaborative, high-performing teams.
  • Personality: creates a strong sense of belonging; high self-awareness; people agility in tough situations; turns strategy into practical plans with a focus on brilliant execution; excellent communication and presentation; strong analytical skills; able to lead through uncertainty.
  • Leadership: many years of leadership via another management level; modern leader with natural authority who develops people and forms effective teams; inspires and influences; strong conflict-management and team-building skills; brings people along through transformation.
Discretion and the observance of blocking notices are a matter of course. Apply via Kienbaum Jobs with your informative application documents (cover letter and detailed CV, copies of certificates as well as your salary expectations and possible starting date) under the reference 50896. Information on how we handle your data can be found here
Kienbaum Consultants International GmbH
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