Sales Manager Horeca & Bakery Poland

Are you entrepreneurial by nature? Would you like to use your Sales and Managerial experience at a world-class, global leader in dairy and plant-based value-added ingredients and solutions? We are looking for you to join our team in Poland as a Sales Manager!


You would be responsible for the total commercial results in the Polish Horeca & Bakery channel and also for direct management of sales, matrix management of regional channel marketing and finance. You would be translating the FC Professional and H&B Europe strategy to the Polish market and implementing the strategy accordingly. While driving an entrepreneurial mindset, continuous improvement, a fact based (a.o. digital) way of working for a well established relationship management / stakeholder management.

You would also be responsible for the engagement in the full Polish team and positive contribute to the engagement of the full H&B Europe team.

You could contribute as member of the International H&B commercial team to the total performance of H&B division channel and execute the plans in line with the global bakery & horeca marketing campaigns strategically.

Sales Manager Horeca & Bakery Poland

What we ask

You will be successful in the role when you have the following knowledge:

  • Academic/Master (WO) level with more than 10 years relevant Commercial B2B experience
  • In-depth knowledge of B2B and Foodservice market;
  • In-depth knowledge of Sales incl. entrepreneurial and commercial skills,  winning mentality, agility, resourcefulness
  • Proven relevant experience in complex Project Management
  • Proven relevant experience Key Account Management
  • Proven knowledge of food industry
  • Knowledge of Financial Management & Human Resources Management & Marketing
  • Languages: Polish and English verbal and written is a must


Next to knowledge, you have the following competencies & skills


  • Result oriented, creative with excellent problem solving, analytical and influencing skills
  • Entrepreneurial and commercial skills,  winning mentality, agility, resourcefulness
  • Pro-active, willing to take ownership
  • Excellent inter-personal communication skills incl. questioning and listening
  • Negotiation and Value-Based Selling skills
  • Able & experiences to work in matrix and network organization with multi-disciplinary approach.
  • Analytical and mature financial skills
  • Digitally savy
  • People management

What we offer

  • Unique company culture of Dutch heritage and international presence
  • We offer great work life balance, and competitive salary & benefits package (eg. company car) so you can enjoy it
  • Flexible working hours and the ability to work from home
  • Diverse training and mentoring programs to help you grow on your own professional journey
  • Exceptional support of cross disciplinary movement within the company to broaden your knowledge and growth paths
  • A friendly and informal working environment, yet professional team members as sparring partners
  • Autonomy and trust to create longer term impact that helps bring better nutrition to the world

Vacancy description

The following will be your main accountabilities:

Commercial strategy for Horeca and Bakery channel in Poland:

  • Co-develop commercial strategy H&B EU, translate and implement commercial strategy for Poland
  • Define and meet targets to meet strategy


Drive digital first commercial execution, lead transformation and be an ambassador for other markets and peers:

  • Identify new pilots Win line with commercial strategy and digital transformation journey
  • Drive new wow: experirmental, data driven
  • Implementation of digital concepts such as touchpoint planning, , CRM, customer journey


Drive mental availability and customer preference by preferred partnerships:

  • Grow operator penetration & Share of Wallet
  • Lead winning partnerships with key strategic customers and market parties
  • Revision trade term house: develop & install future proof win-win pricing model and trade terms both direct and indirect
  • Secure optimal distribution in market and implement new Route To Market



  • Identify and capture market developments and opportunities such as large bakery
  • Adapt global launch plan to fit locally
  • Launch the cream cheese portfolio in Poland



  • Ensure contracting fulfils legal requirements


Continuous Improvement:

  • Improve and embed the way of working around the commercial processes


Relationship management:

  • Ensure and improve best customer experience (a.o. visits, questions, complaint handling, OTIF-deliveries)
  • Align with relevant stakeholders within broader FC-organization (other disciplines, adjacent sales teams)


Fact based:

  • Steer on financial parameters (i.e. volume) and on leading strategic KPI’s in line with the companies Agile Commercial Execution model
  • Manage the A&P budget
  • Drive implementation and improvement of digital tools to support commercial processes (Salesforce)


Leading team:

  • Develop and nurture a diverse commercial team
  • Attract, grow and retain talent





Staying true to who you really are, that is your starting point at FrieslandCampina. Because it is precisely by embracing our differences that we can grow together. We want to create a working environment that allows all employees to bring their best and authentic selves. If who we are suits you, but you're not sure if you're the best fit for the role, we still encourage you to apply so we can help you find the role that fits you best.

For thousands of people every day, we are more than just a dairy company. To our farmers, our employees, the communities we serve, the businesses we work with and the people to whom we bring happiness, FrieslandCampina means something more. For them it's not just about what we do, but who we are.
We value talented people from any background who want to contribute to something bigger than themselves. We encourage all of our employees to make decisions that benefit our entire company. At FrieslandCampina we own our own career and act accordingly. We trust you to make a difference in your job and influence the bigger picture. Working at FrieslandCampina means you are contributing to a better world.



You will be part of the Leadership team of Horeca & Bakery Europe. Your scope will be Poland. Together with the Polish team you will develop and execute the ambitious strategic growth plan.  

The Polish team that you coach and lead exists of 10 talents. 



FrieslandCampina Professional is a world-class, global leader in dairy and plant-based value-added ingredients and solutions targeted at professional customers such as bakeries, fast food and coffee chains, hotels, restaurants, catering companies as well as industrial food and beverages companies.

In close cooperation with customers and through the exchange of in-depth market, ingredient and solution expertise, FrieslandCampina Professional helps customers to win in their markets. FrieslandCampina Professional is a global business with sales offices, dedicated ingredient product and application development and production facilities around the world.

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JOB-ID: 53810 | Sales Manager Horeca & Bakery Poland, Poland
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