Head of Sales – Office / Retail Coffee Service

Location: Warsaw, Poland (Remote with Regular Client Visits)

Sector: B2B Sales – Coffee Products

About the Company: Our client is a leading provider of premium coffee solutions with over 16 years of industry experience. Managing 1,600 vending machines and distributing 1,800 tonnes of coffee annually, they are expanding their operations into Poland. They seek a dynamic Regional Sales Manager to lead their sales efforts within the office and retail sector.

The company will deploy tabletop coffee machines in retail stores, offices, and other locations. They will work with their long-time partner, who operates 6,000 locations in their country with an annual revenue of €10 million, to launch this business in Poland.

They will establish multiple teams across different Polish cities. Their primary responsibility will be to place tabletop coffee machines at potential B2B client locations under a free rental model, contingent on an agreed-upon purchase plan for coffee, instant milk, chocolate, cappuccino, and other related products. Additionally, sales representatives will be responsible for securing machine placements, maintaining regular sales to these locations, and handling basic servicing.

Role Overview: The Head of Sales will be responsible for developing and executing sales strategies to drive business growth in the HoReCa segment. This role involves building and managing a high-performing sales team, establishing strong relationships with key clients, and ensuring the successful implementation of sales initiatives. The ideal candidate will have a proven track record in B2B sales and an interest in the coffee sector.

Key Responsibilities:

• Sales Strategy Development: Formulate and implement effective sales strategies tailored to the HoReCa market to achieve revenue targets.
• Team Leadership: Recruit, train, and manage a team of sales representatives, fostering a culture of high performance and continuous improvement.
• Client Relationship Management: Establish and maintain strong relationships with key clients, including hotels, restaurants, and cafés, to understand their needs and provide customized coffee solutions.
• Market Expansion: Identify and pursue new business opportunities within the HoReCa sector, expanding the company’s market presence.
• Performance Monitoring: Track and analyze sales metrics, providing regular reports to senior management and adjusting strategies as needed to meet objectives.
• Collaboration: Work closely with internal departments, including marketing and operations, to ensure alignment and support for sales initiatives.
• Machine Placement & Sales Maintenance: Oversee the strategic deployment of tabletop coffee machines in various B2B locations, ensuring sales representatives secure placements, maintain regular sales, and provide basic servicing.

Ideal Candidate Profile:

• Experience: Minimum of 5 years in B2B sales management, preferably within the coffee, beverage, or foodservice industries.
• Industry Knowledge: In-depth understanding of the HoReCa sector and its dynamics.
• Leadership Skills: Proven ability to lead and motivate a sales team to achieve targets.
• Communication: Excellent interpersonal and negotiation skills, with fluency in Polish and proficiency in English.
• Adaptability: Self-motivated and able to thrive in a fast-paced, dynamic environment.
• Travel Flexibility: Willingness to travel regularly for client meetings and occasional visits to the Warsaw headquarters.

What We Offer:

• Competitive Compensation: Attractive salary package complemented by performance-based bonuses.
• Benefits: Company car, flexible working hours, and opportunities for professional development.
• Equity: A potential equity share in the business after the first year.
• Growth Opportunity: Be a pivotal part of the company’s expansion into the Polish market, contributing to its success and growth.

How to Apply: If you are a driven sales professional with a passion for coffee and a deep understanding of the HoReCa sector, we invite you to apply. Please submit your resume and a cover letter detailing your relevant experience and motivation for the role.