About the client

A well-established Romanian producer of beverages (such as mineral water, juices or beer) with a strong regional heritage and growing national commercial ambitions. The business operates at scale across both traditional and modern trade, with a portfolio that spans everyday high-volume essentials and premium segments.

The culture is direct and entrepreneurial: commercial decisions are made quickly and results matter. This is not a corporate bureaucracy, it's a business where a strong commercial leader will have genuine impact and visibility.

About the role

Own the modern trade channel - strategically and commercially

Modern trade is a strategic growth priority for the business. This is a newly elevated role designed to bring senior commercial leadership to the channel, moving from account-by-account management to a fully integrated MT channel strategy, a P&L, and a clear growth mandate.

The Head of Modern Trade will define how the company shows up in modern retail, and build the commercial frameworks that drive consistent, measurable growth across the full beverages portfolio.

Channel strategy & commercial leadership

• Define and own the annual modern trade channel strategy aligned with overall business objectives

• Set the commercial investment framework: promotional budgets, trade terms architecture, pricing logic

• Lead framework negotiations with top-tier national retail accounts (hypermarkets, supermarkets, discounters, proximity, gas stations)

• Identify strategic growth opportunities - new listings, new sub-channels, assortment expansion, and category development

• Analyze competitor dynamics and market trends in the beverages category, feeding insights into commercial planning

• Set account priorities, territory plans, and individual targets within the MT portfolio

• Build MT ways of working: business review cadence, forecast discipline, promotional evaluation standards

• Develop team commercial capabilities: negotiation, category management, promotional ROI thinking

P&L ownership & execution

• Own sell-in performance, net revenue, and profitability at channel level

• Approve joint business plans and commercial agreements developed by the KAM team

• Monitor promotional ROI on a stand-alone basis - investments are measured, not assumed

• Work closely with supply chain and logistics to guarantee product availability, especially during peak seasonal periods

• Ensure proper execution of commercial terms at store level across all accounts

Cross-functional leadership

• Partner with Trade Marketing to design channel-relevant activation plans and in-store campaigns

• Collaborate with Finance on trade investment governance and channel P&L reporting

• Work with Supply Chain on order flow, logistics coordination, and forecast accuracy

• Contribute to national commercial planning cycles and senior business reviews

Qualifications:

• 7-10+ years in FMCG sales, with substantial time in Key Account or Modern Trade roles in Romania

• Beverages background - beer, juice, or water - especially with experience in high-volume, seasonal FMCG dynamics

• Proven track record negotiating with national retail chains (hypermarkets, discounters, proximity)

• P&L or channel budget ownership experience

• Strong analytical mindset, comfortable with promotional ROI, sell-in/sell-out dynamics, and commercial trade-off analysis

• Advanced Excel and PowerPoint; familiarity with ERP and retail data platforms

• Romanian - fluent; English - business level

• Entrepreneurial cost mindset: knows how to grow a channel without over-spending on trade investment

• Category management or trade marketing exposure

• Bachelor's degree in Business, Economics, or Marketing 

About the offer

• Variable compensation tied directly to channel results and individual objectives.

• Fixed remuneration benchmarked to senior commercial roles in Romanian FMCG.

• Monthly meal tickets included in the benefits package.

• Full private healthcare coverage from day one.

• Holiday allowance plus additional bonuses on national celebrations.

• An environment that actively encourages proactivity, initiative, and commercial ownership.

Why GetFrankly?

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We understand that a career move is not just about a new role – it's about finding a place where your skills, ambitions, and values align.

Give us a call to discuss what's important for your career and future, and we'll try our best to get you involved in interesting projects and provide you with fulfilling career pathways.

We will guide you towards the right environment where your abilities will thrive and have a significant impact.