Head of Sales – Beverages

2 semanas atrás

Lisboa, Lisboa, Portugal Spraga Global Tempo inteiro

We are seeking an experienced Head of Sales to lead and drive our commercial strategy in Portugal. This role is responsible for managing and expanding sales in both the On-Trade (HoReCa) and Off-Trade (Retail & Modern Trade) channels, ensuring sustainable growth and market leadership.

With 10+ years of experience in the Portuguese beverage industry, the ideal candidate will have a strong commercial mindset, deep industry knowledge, and an established network within key retail, wholesale, and hospitality partners. This person will be instrumental in developing and executing the sales strategy, leading the sales team, and securing key partnerships to enhance brand presence and drive revenue growth.

Key Accountabilities

Sales Strategy & Execution

  • Develop and execute a comprehensive sales strategy for the Portuguese market, ensuring alignment with overall business objectives.
  • Define Go-To-Market (GTM) strategies for both On-Trade and Off-Trade channels, optimizing market coverage and distribution.
  • Lead the negotiation and management of key accounts, including supermarkets, distributors, wholesalers, convenience stores, bars, restaurants, and hotels.
  • Identify and secure strategic partnerships with key national players to maximize market reach and penetration.
  • Ensure best-in-class execution at the point of sale, driving brand visibility and sales conversion.

Team Leadership & Commercial Development

  • Recruit, train, and lead a high-performing sales team, ensuring a results-driven culture and strong commercial execution.
  • Set clear KPIs and performance objectives, driving accountability and sales excellence.
  • Work closely with the Marketing and Trade Marketing teams to develop impactful promotional activities and activations.

Market Expansion & Business Growth

  • Identify new business opportunities, emerging trends, and growth segments within the beverage market.
  • Expand distribution and develop innovative sales approaches to drive long-term growth.
  • Manage relationships with distributors and wholesalers, ensuring efficient stock management, pricing, and sales forecasting.
  • Lead the expansion into new geographic areas, strengthening the brand's presence across Portugal.

Financial & Operational Management

  • Own the Sales P&L, ensuring profitability and sustainable revenue growth.
  • Develop and implement pricing strategies tailored to each channel (On-Trade and Off-Trade), ensuring competitiveness while protecting margins.
  • Collaborate with finance and leadership teams to ensure revenue management practices align with growth and profitability targets.
  • Analyze promotional and discounting strategies to assess ROI and impact on overall revenue.
  • Drive margin optimization by balancing pricing, volume, and trade investment across customer segments.
  • Develop and monitor budget planning, sales forecasting, and pricing strategies.
  • Track sales performance, customer data, and market insights to adjust strategies as needed.
  • Ensure compliance with legal and regulatory requirements within the Portuguese beverage sector.

Experience Required

  • 10+ years of experience in Sales & Business Development within the Portuguese beverage industry.
  • Proven track record in both On-Trade (HoReCa) and Off-Trade (Retail & Modern Trade) sales.
  • Strong network and existing relationships with supermarkets, wholesalers, bars, restaurants, hotels, and distributors in Portugal.
  • Experience in contract negotiations, sales forecasting, and revenue management.
  • Expertise in building and managing high-performing sales teams.
  • Background in strategic partnership development and key account management.
  • Fluent in Portuguese and English; Spanish is a plus.

Professional Skills & Key Competencies

  • Strategic thinker, with a deep understanding of the Portuguese beverage market.
  • Strong leadership skills, with the ability to motivate and develop a sales team.
  • Excellent negotiation and relationship-building abilities to secure key deals.
  • Commercial acumen, with a focus on profitability, pricing strategies, and market expansion.
  • Results-driven mindset, capable of working in a fast-paced, competitive environment.
  • Analytical skills, with the ability to leverage data to drive business decisions.
  • Ability to adapt to market changes and consumer trends
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