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Open nowPosted 64 days ago

Sales Excellence Manager

mowi15 open roles

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This job: posted 64 days ago

The posting

MOWI Central Europe is entering the next stage of its sales transformation. We have strengthened target setting, performance routines and demand alignment. We are now looking for an experienced commercial leader who can turn that progress into one scalable, fact-based way of working across our markets.

Why this role matters

Our Central European business spans different markets, customer models and stages of development. That diversity creates significant growth potential, but also fragmented KPIs, processes, commercial calendars and interfaces. The Head of Sales Excellence will connect these elements into one practical management system that improves decision quality, execution speed and profitable growth.

Reporting directly to the Sales Director Central Europe, you will work closely with Country Managing Directors and Sales Directors, as well as Controlling, Marketing and Category, Supply and PLC, Business Development and Global Customers. Country leaders remain accountable for their results. Your role is to provide the common system, insight, challenge and execution discipline that make this accountability work.

Your mandate

  • Build and embed the CE commercial operating system: a common KPI tree, clear decision rights, one fact base, scorecards, action tracking and a disciplined Commercial Review cadence.
  • Translate strategy into financial accountability, with clear targets, incentive logic and performance visible by country, customer, KAM and product. Strengthen focus on EBIT for the total business and Gross Margin for MOWI Brand, alongside volume, mix and price realisation.
  • Upgrade forecasting and demand alignment by connecting targets, forecasts, customer plans and operational demand into one consistent process with clear assumptions and ownership.
  • Lead Tender Excellence and Revenue Growth Management, including pricing guardrails, profitability tools, value bundles, scenario modelling and structured win/loss learning.
  • Drive customer portfolio and frontline productivity, using clear portfolio choices and 80/20 logic to focus resources on the right profit pools, customers and growth opportunities.
  • Create practical sales enablement: BI and CRM solutions, calculators, playbooks and templates that improve decision quality and increase time spent with customers.
  • Build commercial capability through Sales Academy initiatives, coaching and common standards in value selling, negotiation, category selling, Foodservice and performance management.
  • Support governance of the wider CE Sales Transformation, connecting work on the Target Operating Model, customer portfolio, Customer Service, cross-functional interfaces and Foodservice standardisation.

What success looks like after 12-18 months?

  • A single CE KPI tree and Commercial Review rhythm are used consistently, with financial accountability clear at country, customer, KAM and product level.
  • Tender and pricing decisions use common guardrails, stronger scenarios and a first shared CE Tender Toolbox.
  • Customer portfolio choices and resource allocation are clearer, increasing commercial focus and frontline selling time.
  • Forecast quality, price realisation and mix improve, contributing to measurable EBIT and MOWI Brand Gross Margin development.
  • Country teams adopt the new tools and routines, supporting a shift from reactive firefighting towards proactive opportunity creation and disciplined execution.

The experience you bring

  • 10+ years of commercial experience, combining Commercial Excellence, Sales Operations or Revenue Growth Management with credible customer-facing responsibility in Key Account or Sales leadership.
  • A proven record of designing, implementing and embedding commercial management systems across more than one market, with clear evidence of adoption and business impact.
  • Strong P&L and RGM capability across pricing, promotion, mix, customer profitability, tenders and investment decisions.
  • Practical experience in target setting, forecasting and demand alignment, customer planning, performance management and sales incentive logic.
  • Confidence with BI, CRM and advanced analytical tools, plus the ability to turn complex data into concise recommendations and credible executive-level storytelling.
  • The ability to influence senior stakeholders without formal authority, challenge constructively and build credibility with both leaders and frontline sales teams.
  • A hands-on transformation approach: comfortable moving between operating-model design, detailed analysis, cross-functional workshops and day-to-day implementation.
  • Fluent English and willingness to travel regularly across Central Europe.
  • Particularly valuable: experience in FMCG or food, especially within a supply-constrained, cost-volatile or short-shelf-life business; exposure to Private Label, Brand and Foodservice models; work across Central European markets; and a track record in sales capability building.

What you can expect

  • A genuine build-and-shape mandate with direct sponsorship from the Sales Director Central Europe.
  • High visibility and daily cooperation with senior commercial leaders across several European markets.
  • The opportunity to influence how MOWI manages performance, pricing, tenders, customer priorities and commercial capability across CE.
  • The chance to build the next chapter of Commercial Excellence at MOWI, with progress visible in better decisions, stronger execution and measurable commercial results.
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