AREA SALES MANAGER – B2B

LOCATION: Bucharest

THE COMPANY

Our client is a leading company in the manufacturing and distribution of food ingredients and packaging solutions, specializing in providing high-quality products to clients in the food industry.

With a strong portfolio of strategic accounts, the company is expanding its presence in both the Romanian and international markets. The company values innovation, quality, and sustainability, aiming to lead in both customer satisfaction and industry standards.

THE ROLE

The Area Sales Manager (ASM) will be responsible for managing the distributor network, driving indirect sales through these partners, and working with the company’s direct clients (key accounts) in a designated region (Bucharest, Ilfov, Giurgiu, Ialomita, Calarasi). This role requires the ASM to develop and expand relationships with B2B distributors, ensure their performance, and generate sales leads from industrial clients such as bakeries, pastry producers, and sweets manufacturers.

The ideal candidate will have extensive experience managing distributor networks, driving sales growth through indirect channels, and providing guidance and support to distributors to meet their sales targets. Reporting directly to the B2B Sales Manager, the ASM will ensure effective product distribution across the assigned region, generate demand from industrial clients, and align distributor efforts with broader business objectives.

Key Responsibilities:

Distributor Network Management:

• Manage and expand the distributor network in the designated area, ensuring performance aligns with sales targets and company goals.

• Build strong, long-term relationships with distributors, serving as their primary contact for support and guidance.

• Provide ongoing training, resources, and support to help distributors maximize their sales potential.

• Monitor and evaluate distributor performance, offering feedback and solutions to improve outcomes.

Sales Lead Generation:

• Generate sales leads for distributors from industrial clients, including bakeries, pastry producers, and sweets manufacturers.

• Collaborate with distributors to convert leads into successful sales and ensure they are equipped to close deals.

• Actively seek new opportunities within the industrial sector and help distributors identify promising prospects.

Market & Client Development:

• Analyze market trends to uncover growth opportunities for distributors and company products in the region.

• Work with distributors to expand their reach and penetrate untapped markets.

• Maintain a strong understanding of the bakery, pastry, and sweets manufacturing industries to effectively position products.

• Maintain frequent communication with key accounts, understanding their needs and offering tailored, personalized solutions.

Sales Reporting & Strategy Alignment:

• Provide regular sales forecasts, updates, and performance reports to the B2B Sales Manager.

• Analyze sales data to identify areas for growth and enhance distributor network performance.

• Ensure distributor strategies align with broader company sales objectives.

Team Collaboration:

• Collaborate closely with internal sales and marketing teams to ensure distributors have the necessary resources and product knowledge.

• Coordinate efforts with the Key Account Manager and other internal teams to fully support distributor activities.

THE CANDIDATE

Mandatory Technical Experience:

• 5+ years of experience managing distributor networks, particularly in a B2B setting.

• Proven track record of driving sales growth through indirect channels such as distributors or resellers.

• Experience in the food industry, especially in managing distributor relationships for food ingredients or related products (bakery, pastry, sweets manufacturing).

• Ability to generate leads, build strong relationships, and convert opportunities into sales.

• Strong understanding of distributor sales processes and strategies for network expansion.

Desirable Background:

• Familiarity with food ingredients or similar product categories.

• Experience in the bakery, pastry, or sweets manufacturing sectors is highly desirable.

• Previous experience working with industrial clients or distributors focused on the food production industry.

Personality & Leadership Style:

• Strong communicator, capable of motivating and guiding distributors to achieve sales targets.

• Results-driven and proactive, with a focus on sales growth and relationship development.

• Analytical thinker, able to assess market trends and distributor performance, adapting strategies as needed.

• Self-motivated and independent, with the ability to operate both autonomously and as part of a team.

• Excellent negotiation, relationship-building, and problem-solving skills.

ATTRACTIVE ASPECTS

• Take on a key role in expanding the distributor network and driving sales growth across the region.
• Opportunity to work in a fast-growing, dynamic company in the food ingredients and packaging solutions sector.
• Be part of a collaborative, results-oriented environment with a focus on long-term success.

We welcome resumes or / and recommendations in English Language until latest FRIDAY 16.05.2025.

If, this opportunity does not interest you, but you would like to recommend a member of your professional network who might have the right profile and a potential interest in pursuing it, please don’t hesitate to forward them this ad or directly send us their coordinates.

Please consider that only the suitable candidates will be contacted for interview, but we appreciate everyone’s interest in our projects and would like to keep in touch for future projects.

Pendl & Piswanger offers HR and management advisory services in the last 40 years in CEE. As members of InterSearch, a worldwide executive search firm with more than 100 offices in 50 countries, we are amongst the top search firms globally and operate across all major industry sectors. We are experienced, innovative, and totally committed to our clients who gain competitive advantage by hiring great people. For more information, please visit www.ro.intersearch.org.

 

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