HEAD OF SALES EXCELLENCE

Head of Sales Excellence 

Department: Sales

Location: Romania

Asahi Breweries Europe Group is a leading brewing company with 128 years of heritage, offering premium brands like Pilsner Urquell and Asahi Super Dry across CEE.

Ursus Breweries is the largest beer producer in Romania. The brands in the Ursus Breweries portfolio are: URSUS, Timișoreana, Ciucaș, Peroni Nastro Azzurro, Kozel, Azuga, Pilsner Urquell, Asahi Super Dry. Ursus Breweries currently owns 3 breweries in Brasov, Buzau and Timisoara and a mini-brewery in Cluj-Napoca. Ursus Breweries is part of Asahi Europe & International. For more information about the company and its programs, please visit: www.ursus-breweries.ro and www.desprealcool.ro.

Ursus is made with people, and we care about our people!

Role Overview:

As Head of Sales Excellence, you will lead critical transformation and development initiatives across Sales Operations, Route to Market (RTM), and Sales Capability. You'll play a key role in embedding a value-first mindset across the commercial organization, driving operational excellence through streamlined processes, empowered people, and high-performance systems. 

Responsibilities

Sales Development & Transformation

• Identify sales capability needs and oversee development programs.
• Improve workflow and data analysis tools across the sales function.
• Standardize processes and KPIs to align with business growth and regional standards.
• Coordinate internal audit, bonus schemes, and performance transparency.

Route to Market (RTM)

• Define RTM strategy in alignment with business objectives.
• Develop scalable solutions to improve efficiency and profitability of distribution channels.
• Collaborate closely with internal stakeholders and external suppliers.

Team & People Development

• Lead a team of 70+, including 3 senior direct reports.
• Identify and address team development needs.
• Foster a high-performance culture focused on capability building and customer satisfaction. 

Sales Operations & Commercial Assets

• Lead end-to-end management of draught equipment, beer coolers, POSM, and fleet.
• Oversee procurement, installation, servicing, and legislative compliance.
• Drive sanitation, quality, and training initiatives in On Trade.
• Manage budget, contracts, and vendor relations (leasing, servicing, insurance).

Requirements (Must Have)

• Minimum 5 years in a managerial Sales role, ideally in FMCG, including senior-level experience managing complex and multitask teams.
• Proven experience with RTM models: distributors, logistic operators, direct distribution (preferred).
• Experience with external suppliers in logistics, IT, outsourcing, etc.
• Involvement in transformation projects (change management, systems, processes).
• Demonstrated strategy building skills.
• Strong financial understanding.
• English fluency (mandatory).
• University degree.
• Valid B-category driving license.
• Excellent computer literacy.

 Requirements (Nice to Have)

• Experience in beer production or On Trade operations.
• Understanding of beer-related quality and compliance standards (microbiology, sanitation, certifications).
• Experience working with multinational stakeholders and cross-functional teams.

We are committed to nurturing a workplace where we celebrate and respect difference, and support everyone to be true to who they are! At Ursus Breweries, part of Asahi Europe and International, we believe you can SHINE AS YOU ARE - no matter your age, gender, gender expression, race, ethnicity, sexual orientation, disabilities, religion, beliefs, citizenship, or national origin.  We want to support you to be courageous in your individuality and to know that whoever you are and whatever your circumstances, you can belong with us without having to conform.