Sales Director (Edenred Polska)
Warsaw, Poland

Our client is the Polish subsidiary of Edenred (www.edenred.com), a leading digital platform for services and payments and the everyday companion for people at work, connecting over 50 million users and 2 million partner merchants in 46 countries.

Edenred Poland (www.edenred.pl) offers specific-purpose payment solutions for food (such as meal benefits), mobility (such as multi-energy, maintenance, toll, parking and commuter solutions), incentives (such as gift cards, employee engagement platforms) and corporate payments (such as virtual cards).

In order to support its development and its diversification, we are looking for a senior, dynamic and inspiring professional to take the role of Sales Director for Poland, reporting to the Country General Manager. He/she will be part of the CoDir/Excom management team of the company. The position is based in Warsaw.

The role

The Sales Director will be a driving force in the executive committee of the company and will be responsible in front of business and organizational challenges. He/she will be fully accountable for achieving annual business objectives through the management of the overall sales organization (field sales, key accounts, telesales) – representing about 28 people.

He/she will ensure that the organization has the right people, processes, instruments and KPI’s to sustainably deliver business growth while exceeding customer expectations. He/she will ensure that the company retains key customer relationships, successfully competes for new business, and evolves its product and service offering capabilities to clients. He/she will reinforce a company culture defined by entrepreneurship, commitment to customers, quality, performance, results, collaboration and accountability.

He/she shall :

• define, implement and monitor the commercial strategy,
• ensure the revenue generation and development of new sources of income and sales channels (partnerships),
• connect new customers with the company’s products (merchants, users and companies) and accelerate the digitalization of the company’s products and processes,
• propose and ensure optimal team structure and changes (recruitment, succession planning etc.) in the sales organization (field sales, key accounts, telesales),
• understand the structure and sources of achieved results, be able to propose and implement corrective segmentation steps,
• ensure systematic and goal-driven development of employees he/she will be responsible for,
• create an open, communicative and competitive environment,
• ensure optimum working conditions for employees he/she will be responsible for,
• build and nurture long term relationships with key corporate clients on the highest decision-making level.

The responsibilities

• The Sales Director develops forecasts and strategies to achieve sales in order to ensure profitability.
• He/she ensures that all functions of the organization are aligned to meet strategic business objectives.
• He/she coordinates and ensures the subsequent execution of the strategy according to the planning.
• He/she should be kept abreast of industry trends, market and competitors’ activities, and serves as a business representative at major industry events or trade shows.
• He/she participates as a speaker at conferences, in order to promote products and services and attract potential customers.
• He/she coordinates the sales team in order to achieve the strategic objectives of the company.
• He/she leads presentations of commercial results and is involved in meetings with key business stakeholders.
• He/she is a team leader that is able to motivate and ensure a highly effective team of sales managers.
• He/she regularly presents the results obtained and, if necessary, proposes changes in pricing policy or new sales directions.
• He/she proposes the improvement of existing services and/or the introduction of additional or completely new services, based on market needs.
• He/she develops efficient sales processes, sets the sales targets and defines clear and specific performance indicators.
• He/she negotiates and concludes sales contracts with important clients and maintains the relationship with strategic clients.
• He/she defines and proposes the method of calculating bonuses and commissions for subordinate employees.
• He/she incorporates sustainability into the selling proposition of Edenred.

Desired skills and experience

The ideal candidate will likely be a university graduate in economics and have at least 10 years of commercial management experience in the B2B sector (financial services, insurance, leasing, HR and recruitment services, logistics services, facility management services etc …) leading sales teams and sales organizations. A prior experience in the management of prepaid products and the payment industry would be welcome.

He/she will have grown the ladder of commercial management from field sales to national sales leadership. He/she will be a pragmatic and sales driven executive with a serious trackrecord at structuring (or restructuring) sales forces and sales organizations, driving and controlling commercial performance and launching new products or services from scratch.

A successful trackrecord of developing relationships with large international corporate accounts and strategic partnerships will be highly valued.

He/shall be a strong networker with serious credentials in the business community in Poland and be at ease in international environments (both internally and externally).

He/she shall demonstrate the following skills and features :

• excellent leadership, management and coaching skills,
• strong team player, positive mindset, open minded, energetic and enthusiastic leadership,
• passion for customers, products and people (and ideally for technology and innovation), ability to communicate it to others,
• proven skills in having good relationships with different client and stakeholder groups,
• operational doer who leads by example (not only by delegating tasks),
• strong experience of sales process management,
• flexibility and adaptability to manage business and teams in a highly competitive environment,
• advanced negotiation skills,
• complete sales life-cycle management (acquisition, tender management, contracting, service delivery etc …),
• experience developing and successfully implementing business plans and segmentation strategies,
• strong analytical skills and sophistication in KPI management,
• contract negotiation knowledge,
• very good understanding of numbers, excellent in planning and time management;
• budget management skills,
• pragmatic approach in delivering efficient solutions to both large and small corporate customers,
• Innovative, flexible, pro-active and adaptable to changes
• strategic thinking orientation combined with a can do, entrepreneurial and hands-on attitude,
• sales centricity and curiosity towards new trends and new technologies,
• international mindset,
• ability to work under pressure,
• proven trackrecord,
• be a native Polish speaker and offer conversational or fluent English.

You develop a can-do attitude, a “hunter” approach together with a strong team spirit and the passion for developing people. You offer seniority, maturity, wisdom, persistence and resilience. Your leadership, your implication and your sense for responsibilities will be key for your success.

The position is based in Warsaw.