Field Force Manager - National

What makes this a great opportunity?

In this role, you will take responsibility for the national leadership and continued development of our Off-Trade Field Force and serve as the key person ensuring that we further strengthen and expand our in-store presence in a more targeted and impactful way in the future.

You combine strong sales and leadership experience in the Off-Trade environment with a modern perspective on tools, data, AI, and new ways of working to sustainably enhance distribution, listings, point-of-sale execution, and the performance of our teams.

Communication is one of your key strengths. You will work closely with Key Account Management, Trade Marketing, Brand Marketing, as well as Finance, Supply Chain, and HR. You translate national customer and brand priorities into a Field Force strategy, from which a clear execution and implementation plan can be derived.

This is a role for someone who wants to take on national responsibility, inspire teams, and actively shape the next stage of development for our Off-Trade Field Force.

Role Responsibilities

• You are responsible for the strategic direction, goal setting, and operational management of the field force, including territory planning, resource allocation, and performance management.
• You lead and develop the national off-trade field force and ensure that corporate, sales, and brand priorities are effectively implemented in the market.
• You will develop a forward-looking field force strategy focused on modern tools, data-driven decisions, AI, automation, and corresponding contemporary work methods.
• You will drive distribution and listing expansion, customer development, POS excellence, and market activation in the off-trade sector, and derive clear actions for the individual teams and regions based on these efforts.
• You will analyze market, customer, POS, and competitive data and use reporting and field sales management systems such as Salesforce, etc., or comparable tools to drive continuous improvement and optimize field force performance.
• You will work closely with Key Account Management, Trade Marketing, Brand Marketing, and On-Trade, as well as Finance, Supply Chain, and HR, to translate national strategies into effective regional and local initiatives.
• You will plan and oversee training, coaching, and professional development initiatives to ensure that the Field Force Team remains up to date in terms of technical expertise, methodology, and digital skills, and is optimally prepared for future challenges.
• You will organize and facilitate national and regional sales conferences/meetings, goal-setting sessions, and project-based activities, and foster a culture of collaboration, a willingness to learn, and continuous improvement.

Qualifications

Knowledge, Skills, and Experience

• 5–8 years of experience in the off-trade, field sales management, key account management, or a comparable commercial role, preferably in the FMCG industry. Experience in the spirits and beverage industry would be an advantage.
• Proven experience in leading, developing, and motivating field sales teams across multiple regions or at the national level.
• Very good understanding of field sales management, route-to-market models, POS implementation, and distribution expansion, Customer Development and Regional Planning.
• Experience translating national sales strategies into clear field sales priorities, goals, and actionable steps.
• Strong analytical skills and the ability to use market, customer, POS, and performance data to identify opportunities and improve execution.

• •    Experience working with CRM, sales force, automation, or field service management systems,    such as Salesforce or comparable tools.
• A solid understanding of modern sales tools, digital workflows, and the potential of AI and automation to increase field service effectiveness.
• Excellent written and spoken German and English skills.

Other Personal Skills

• Strong communication and facilitation skills. Experience leading cross-functional projects, teams, or working groups would be an asset.
• A strategic and forward-thinking mindset with the ability to challenge existing ways of working and drive meaningful change.
• A strong leader who is also a “team player,” with the ability to work across functions, coach and inspire teams, and align them with clear commercial priorities.
• A hands-on, pragmatic, and results-oriented approach with a strong focus on implementation and continuous improvement.
• Curiosity and openness toward new tools, technologies, and data-driven work methods.
• Desirable: Experience in change management, business transformation, or the implementation of new field service tools and processes.