Job Description
The Sales Manager for the Indirect Channel is a people‑leadership role responsible for developing and executing the go‑to-market strategy for distributors across Poland.
The role drives sustainable revenue growth through strong leadership of the sales team, effective partner management, expansion of the indirect channel ecosystem, and delivery of commercial excellence.
The Sales Manager leads all activities related to channel planning, partner performance management, sales forecasting, and execution of trade programs, while fostering a high‑performance, results‑driven team culture that delivers commercial excellence.
Key Responsibilities
1. Channel Strategy & Planning
Build and execute the annual Indirect Channel Strategy aligned with country and cluster commercial priorities.
Identify new channel opportunities, evaluate market potential, and recommend strategic initiatives for partner expansion.
Develop channel segmentation, assortment strategy, pricing corridors, and partner tiering models.
2. Partner Relationship Management
Manage and grow relationships with key distributors.
Conduct quarterly business reviews (QBRs) with partners to ensure alignment on KPIs, promotional plans, and revenue targets.
Negotiate commercial terms, annual agreements, and incentive programs.
3. Sales Performance & Forecasting
Achieve revenue, volume, and profitability targets for the indirect channel.
Provide reliable sales forecasts, demand plans, and market insights to the commercial organization.
Track and analyze channel performance, recommending corrective actions where needed.
4. Team Management
Lead, coach, and develop the indirect sales team.
Create a high‑performing team environment by driving collaboration and execution excellence.
5. Commercial Execution
Ensure flawless execution of trade promotions, campaigns, and product launches within the indirect channel.
Deploy pricing strategy, monitor compliance, and ensure adherence to channel policies.
Optimize product availability and visibility across partners.
6. Cross-Functional Collaboration
Collaborate closely with Direct Sales Team, Service Marketing, Finance and Customer Care to drive channel programs.
Liaise with regional or cluster stakeholders to align on best practices and regional initiatives.
Support demand planning with accurate inputs and insights on partner pipeline and market trends.
7. Market Intelligence
Monitor competitive activity, market dynamics, and pricing trends across the Polish market.
Provide recommendations on opportunities to increase market share and partner engagement.
Key Performance Indicators (KPIs)
Revenue and volume targets for the indirect channel
Partner sell-in and sell-out performance
Channel profitability
Forecast accuracy
Distribution and availability KPIs
Execution of trade and promotional plans
Partner satisfaction and retention
Requirements & Qualifications
Education
Bachelor's or Master's degree in Business, Economics, or related field as an advantage
Experience
Minimum 5 years of experience in sales, channel management, or business development.
Proven success in managing distributors in Poland (FMCG, Technology, Pharma, Consumer Goods, or similar).
Experience in team management, negotiation, commercial planning, and P&L management.
Competencies
Strong stakeholder management and relationship‑building skills
Strategic thinking with ability to translate plans into execution
Excellent negotiation and communication capabilities
Data-driven decision-making and strong analytical skills
High commercial acumen and understanding of channel dynamics
Ability to work cross-functionally within a matrix organization
Language Skills
Fluency in Polish and English (spoken and written).
Location
This is a field‑based role with flexibility to be located anywhere in Poland. The position requires regular travel within the country and periodic visits to our main office in Raszyn for meetings, planning sessions, and key business activities.
Let’s create a cleaner future together
Cleaning has emerged as a key contributor to health and safety, sparked by technology and innovation. At Nilfisk we are a driving force in this development. Being part of Nilfisk means thinking outside of the box, bringing your inspiring ideas to life, sharing the results, and learning from your setbacks. We believe that diversity is our greatest strength – as we achieve the best results from a wide variety of views and approaches. At Nilfisk, you have the freedom to be yourself and express your opinions. Nilfisk is firmly committed to growth and sustainability in everything we do. You will be empowered in your role as you collaborate with passionate colleagues on a quest to create a cleaner future.
Are you ready to make a change for a cleaner future?
We embrace diversity and equality with an environment of inclusion. We encourage everyone to apply for the position, regardless of origin, race, ethnicity, religion, physical or mental ability, gender, gender-identity or expression, sexual orientation, and age.
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