Regional Sales Manager - Balkans

Nutricia Worldwide operates in a complex international environment and provides specialised nutritional solutions across the life journey. The Regional Sales Manager is accountable for translating the agreed commercial strategy into sustainable, profitable growth across assigned Balkans+ markets. The role leads market execution through distributor partners and mobilises cross-functional expertise to deliver for customers, consumers and patients.

Own the commercial agenda for the assigned markets, from strategy and annual planning through execution and performance management. Build high-quality distributor partnerships, strengthen channel and category development, and ensure disciplined, compliant and fact-based decision-making. The role combines entrepreneurial market leadership with rigorous business management and strong influence across a matrix organisation.

Key responsibilities

1. Commercial strategy and profitable growth

Translate regional and category strategy into clear country, customer, channel and portfolio priorities, with measurable milestones and resource choices.

Identify growth opportunities and risks using market, competitor, customer, consumer and patient insights; convert findings into practical actions.

Drive sustainable net sales, volume, mix, margin and market-share performance in line with agreed targets.

Lead channel development across pharmacy, retail, drugstore, e-commerce and specialised channels, tailoring the route-to-market approach by market.

2. Distributor leadership and governance

Build strategic partnerships with distributors based on transparent expectations, joint business planning and mutual accountability.

Set distributor objectives, scorecards and governance routines; conduct regular business reviews and ensure timely corrective actions.

Challenge and support distributors on sales-force effectiveness, coverage, assortment, activation, customer plans, capabilities and profitability.

Lead commercial negotiations within agreed mandates and ensure contracts, investments and trade terms create sustainable value.

3. Performance, revenue growth and financial discipline

Own country performance tracking and provide accurate, concise and forward-looking reporting to management. Partner with Finance and Revenue Growth Management on pricing, trade investment, promotional effectiveness, gross-to-net, mix and distributor economics.

Build robust annual plans, rolling forecasts and scenarios; identify gaps early and lead recovery or acceleration plans.

Maintain disciplined management of budgets, commercial investments, claims and accrual inputs within delegated authority.

4. Execution, launches and supply coordination

Ensure execution excellence for launches, renovations, activations and commercial initiatives, with clear readiness criteria, ownership and timelines.

Partner with Demand Planning and Supply Chain to improve forecast quality, availability, inventory health and risk mitigation.

Escalate material service, quality, regulatory or business-continuity risks promptly and coordinate pragmatic solutions.

Monitor implementation in market and adapt plans quickly when customer, competitor or supply conditions change.

5. Cross-functional and matrix leadership

Continuously putting consumers, patients and customers at the center of what you are doing

Mobilise Marketing, Medical, Finance, Legal, Regulatory, Quality, Project Management and Supply Chain around shared market priorities.

Create clarity on decisions, responsibilities, interdependencies and trade-offs, ensuring issues are put on the table early.

Share market learning and scalable best practices across countries while actively seeking expertise from the wider organisation.

6. Capability building, culture and compliance

Develop distributor teams where applicable through coaching, clear standards, candid feedback and recognition.

Promote an inclusive, speak-up environment where people take ownership, learn from mistakes and co-create solutions.

Ensure all activities comply with Danone policies, competition law, anti-bribery requirements, healthcare-related standards, quality requirements and local regulations.

Act as a role model for integrity, responsible business conduct and the Danone Behaviors.

All Danoners receive a complete package of benefits. This includes a competitive salary and yearly bonus, a premium free pension, 30 days of annual leave (with the opportunity to purchase more) and you will receive a monthly health care allowance. In addition, you can get discount on your gym membership, and we offer initiatives focused on nutrition, physical, and mental health. We provide continuous learning opportunities through workshops, online courses and training sessions.

In the Netherlands we also offer a hybrid working environment which enables each team to meet our people's desire for flexibility. You can work from one of our People Hubs in Hoofddorp, Utrecht and Rijswijk or you can work from home.

We put people at the center of everything we do. Bring your unique perspective, ambitions and ideas to the table – the impact you could make might surprise you. We are committed to embrace diversity, nurturing an inclusive workplace where every individual is valued; Diversity, Equity, and Inclusion (DEI) is deeply embedded in Danone's DNA.

In Nutricia we have been pioneering nutritional solutions since 1896, when our founders first began their early support of mothers and their infants. Since then, our nutritional solutions have transformed the lives of millions of people around the world. That pioneering spirit lives on today with an ongoing commitment to provide life-transforming nutrition at key moments throughout.

Nutricia Worldwide is one of the most dynamic and international divisions within Danone, operating in 48 countries with 55 business partners (distributors) together with the power of our team from 35 different nationalities. We are a growing profitable business that is truly diverse and unique.