Discounters Sales Lead

HRK S.A.; Województwo mazowieckie; Sur place; PLN 260 000 - 380 000; Plein temps

Avantages offerts par ce poste

Company car with private use

Private healthcare

Life insurance

Pension scheme

Flexible benefits platform

Wellbeing programs

Professional development opportunities

Exposure to international stakeholders

Résumé du poste

HRK S.A. is seeking a Discounters Sales Lead for a leading international FMCG client.

You will define and execute the long-term growth agenda for a major discount retail account, acting as the primary commercial decision-maker and leading cross-functional collaboration to elevate partnerships. You will own the account strategy, drive multi-year agreements, and take full P&L responsibility, delivering revenue, profitability and investment objectives while shaping a true strategic relationship

Qualifications

• 8+ years of Key Account Management experience in FMCG.
• Proven track record with large modern trade customers and complex commercial agreements.
• Experience with discount retailers or modern trade channels.
• Ownership of revenue, profitability and trade investment budgets.
• Strong commercial acumen and analytical capability.
• Ability to influence stakeholders across functions and levels.
• Strategic mindset with hands-on execution.
• Fluent Polish and English.

Responsabilités

• Own the account strategy and long-term growth agenda for a major discount retailer.
• Lead annual negotiations and develop multi-year commercial partnerships.
• Take full P&L responsibility, delivering revenue, profitability and investment objectives.
• Drive market share growth through customer-, shopper- and category-led initiatives.
• Lead Joint Business Planning processes and identify new growth opportunities.
• Manage and develop a team of Key Account Managers.
• Coordinate cross-functional teams across Finance, Supply Chain, Category Management, Trade Marketing and Customer Service.
• Lead annual planning cycles, forecasting, performance reviews and investment decisions.
• Build senior-level relationships with customer stakeholders and represent the business in high-impact commercial discussions.

Connaissances

Key Account Management

FMCG

Negotiation

Strategic thinking

Polish & English fluency

Description du poste

Our client, a leading international FMCG company, is seeking an experienced Discounters Sales Lead to take ownership of one of its most strategically important retail partnerships.

This is a senior commercial leadership role for someone who enjoys shaping long-term customer strategy, leading complex negotiations, developing high-performing teams, and driving sustainable business growth. The position offers full ownership of a major discount retail account, including commercial performance, profitability, customer strategy, and team leadership.

About the Role

As the Discounters Sales Lead, you will be responsible for defining and executing the long-term growth agenda for a key discount retail customer. You will act as the primary commercial decision-maker for the account, balancing strategic thinking with strong financial discipline and customer-centric execution.

Working closely with senior stakeholders internally and externally, you will influence business decisions, lead cross-functional collaboration, and elevate the customer relationship from annual negotiations to a genuine strategic partnership.

Key Responsibilities

• Own the account strategy and long-term growth agenda for a major discount retailer.
• Lead annual negotiations and develop multi-year commercial partnerships.
• Take full P&L responsibility, delivering revenue, profitability and investment objectives.
• Drive market share growth through customer, shopper and category-led initiatives.
• Lead Joint Business Planning processes and identify new growth opportunities.
• Manage and develop a team of Key Account Managers.
• Coordinate cross-functional teams across Finance, Supply Chain, Category Management, Trade Marketing and Customer Service.
• Lead annual planning cycles, forecasting, performance reviews and investment decisions.
• Build senior-level relationships with customer stakeholders and represent the business in high-impact commercial discussions.

What We're Looking For

• At least 8 years of experience in Key Account Management within FMCG.
• Strong track record of managing large modern trade customers and delivering complex commercial agreements.
• Experience working with discount retailers or within the broader modern trade channel.
• Demonstrated ownership of revenue, profitability and trade investment budgets.
• Strong commercial acumen and analytical capability.
• Ability to influence stakeholders across multiple functions and organizational levels.
• Strategic mindset combined with a pragmatic, hands-on approach.
• Fluent Polish and English.

What's on Offer

• A highly visible leadership position with significant business impact.
• Opportunity to shape the future of a key strategic customer relationship.
• Competitive salary package and annual bonus.
• Company car with private use.
• Private healthcare, life insurance and pension scheme.
• Flexible benefits platform and wellbeing programs.
• Professional development opportunities and exposure to international stakeholders.
• A collaborative, ambitious and growth-oriented environment.

Who Will Succeed in This Role?

We're looking for a commercial leader who sees beyond annual negotiations and focuses on building long-term value. Someone who is equally comfortable discussing strategy with senior customer executives, challenging internal assumptions, and coaching a team to deliver outstanding results.

If you're ready to take ownership of a major retail partnership and play a key role in shaping commercial strategy, we'd love to hear from you.