Job Description

The Sales Manager for the Indirect Channel is responsible for developing and executing the go‑to-market strategy for distributors, wholesalers, partners, and retail partners across Poland. This role ensures strong revenue growth through effective partner management, expansion of the indirect channel ecosystem, and delivery of commercial excellence.

The position leads all activities related to channel planning, partner performance management, sales forecasting, and execution of trade programs to ensure sustainable business growth.

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, wholesalers, and retail partners.

• 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. 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.

5. Cross-Functional Collaboration

• Collaborate closely with Marketing, Finance, Supply Chain, and Trade Marketing 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.

6. 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 degree in Business, Economics, Marketing, or related field.

• Master’s degree or MBA is an advantage.

Experience

• Minimum 5 years of experience in sales, channel management, or business development.

• Proven success in managing distributors or retail partners in Poland (FMCG, Technology, Pharma, Consumer Goods, or similar).

• Experience in 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).

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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