Trade Sales Manager B2B Industrial Distribution
Industrial Automation & Technical Distribution
TRADE SALES MANAGER
Industrial Automation & Technical Distribution
LOCATION: Bucharest, Romania – National Coordination Role
THE COMPANY
Our client is a regional leader in industrial automation solutions, serving several countries in Central and Eastern Europe. With a deep understanding of both component distribution and integrated engineering solutions, the company delivers high-quality products and services to industries ranging from automotive and FMCG production to logistics and packaging.
As the business enters a new growth phase in Romania, the company is strengthening its commercial leadership structure to ensure operational excellence and sustainable expansion.
THE ROLE
We are searching for a Trade Sales Manager to be based around Bucharest, Romania, who will lead the company’s Trade business line – a product-based, fast-delivery sales segment that serves local integrators and industrial customers in maintenance and repeat-order contexts. This is a high-impact role that combines national sales responsibility with team leadership and customer engagement strategy.
The Trade Sales Manager will report directly to the Country Sales Director and will coordinate a team of Area Sales Managers and multiple Product Managers. The primary focus will be to deliver margin growth, develop customer loyalty, and strengthen relationships with key partners across the country.
Main Responsibilities:
- Lead the Trade Sales team and ensure the achievement of national commercial targets.
- Define and implement a customer development plan in coordination with local sales and technical teams.
- Ensure consistent customer visits, pipeline activity, and sales forecasting.
- Negotiate commercial agreements and manage SLAs with A-tier clients.
- Represent the company in supplier reviews and quarterly performance discussions.
- Deliver regular reporting to top management and align local efforts with group strategy.
THE CANDIDATE
We are looking for a hands-on commercial leader with strong business acumen and a deep understanding of the industrial automation or technical distribution sector.
Experience and Skills:
- Minimum 7–10 years in B2B technical sales, with at least 3–5 years in a people leadership role.
- Strong exposure to automation products: pneumatics, vacuum, conveyors, motion systems, or similar.
- Proven ability to drive growth and manage customer portfolios across multiple regions.
- Experience in working with local reseller networks and managing margins.
- Engineering background or technical proficiency is a strong asset.
- Fluent in Romanian and English.
Leadership Competencies:
- Strategic thinking and commercial focus
- Coaching-oriented leadership style
- Resilience and adaptability in a dynamic business environment
- Ability to align diverse teams and build internal collaboration
WHY APPLY
- This role offers a unique opportunity to join a growing and entrepreneurial organization at a pivotal moment of expansion. The successful candidate will shape national sales operations in the Trade business line and will play a key role in the future evolution of the Romanian organization.
APPLICATION PROCESS
If this role is interesting for you, please apply by submitting your updated CV in English. Candidates whose backgrounds align closely with the role will be invited to participate in comprehensive interviews to evaluate fit, motivation, and alignment with the role’s requirements.
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.