We are looking for a Commercial Director for one of our clients, an international company operating in the FMCG sector. The position is based in Bucharest.

 

THE ROLE

The Commercial Director will take responsibility for the local commercial agenda, covering sales, marketing, key account development, and commercial performance.

Operating within a lean local structure, the role combines  strategic responsibility with a high degree of hands-on involvement. It is therefore particularly suited to a commercially mature leader who is comfortable moving between strategy, key customer discussions, team coordination and direct execution.

This is a build-and-develop mandate, focused on driving profitable growth, strengthening key customer relationships and further developing the commercial function to support the Company’s growth objectives.

Main responsibilities

• Defining and executing the commercial strategy in alignment with local and Group objectives;
• Driving profitable growth and identifying new business opportunities across customers, channels and categories;
• Managing and further developing strategic customer relationships, including leading key commercial negotiations;
• Defining pricing and promotional strategies, with a strong focus on margins, profitability and sales mix;
• Leading and coordinating the sales and marketing agenda;
• Identifying market and category opportunities and supporting new product and business development initiatives;
• Leading commercial planning, budgeting and forecasting and monitoring key commercial and financial performance indicators;
• Monitoring market and competitive dynamics to support commercial decision-making;
• Strengthening commercial processes, performance discipline and accountability;
• Leading and aligning the commercial team towards the Company's objectives.

 

THE CANDIDATE

Professional Profile

• An FMCG professional, commercially driven and business-minded, with a strong focus on profitable growth;
• Strategic and analytical, yet pragmatic and hands-on;
• Entrepreneurial and opportunity-oriented;
• A strong negotiator and relationship builder, comfortable engaging senior stakeholders;
• Structured and performance-oriented, with the ability to bring discipline and accountability;
• A credible and mature leader, able to manage team dynamics effectively;
• Autonomous and comfortable operating within an international environment.

Requirements

• Minimum 10 years of relevant FMCG commercial experience, primarily within Sales;
• Background in the food sector;
• Strong knowledge of the Romanian Modern Trade market and experience working with international key accounts;
• Experience with HoReCa customers would be an advantage;
• Proven experience in complex commercial negotiations;
• Strong understanding of pricing, margins, profitability and P&L principles;
• Experience with commercial planning, budgeting and forecasting;
• Experience coordinating teams and operating across both strategic and operational levels;
• Exposure to Trade Marketing and/or Marketing;
• Fluent English and Romanian.