Commercial Director Eastern Europe

Job Description:

Position Summary:

The Commercial Director Eastern Europe is a key strategic leadership position responsible for defining, implementing, and executing the company’s commercial vision across the Eastern European region (Poland, Czechia, Slovakia, Hungary, Romania, Bulgaria, Serbia, Croatia). This role drives revenue growth, market expansion, customer excellence, and profitability, while ensuring strong alignment with global strategies and local market dynamics. The position requires a strategic leader and business builder, capable of translating long-term vision into actionable commercial plans and delivering measurable impact across multiple countries, channels, and product categories.

• Execute the regional commercial strategy in alignment with global objectives and local market needs.
• Identify and prioritize growth markets, customer segments, and investment opportunities.
• Lead and develop the commercial team to achieve business
• Drive organizational readiness for growth, including structure, talent, and capabilities.

• Full P&L ownership for the region (revenues, margins, operating expenses).
• Manage budget, forecasting, and other management processes in line with standards and expectations.
• Optimize profitability through effective pricing, channel management, and cost control.
• Manage pricing in line with authority levels and business objectives.
• Deliver consistent growth targets through innovative commercial initiatives.

• Lead the market expansion strategy, channels, and customer segments.
• Build and manage strategic partnerships and distribution networks.
• Drive customer-centricity by embedding voice of the customer in decision-making.
• Personally manage and engage with key strategic accounts and C-level client relationships.

• Design and oversee the regional sales operating model, including structure, territories, incentives, and performance standards.
• Ensure all commercial standard work is followed in the sales region (including territory mapping, use of CRM, account plans, opportunity and funnel management, contract management).
• Coach commercial team in value selling, negotiations, account planning, funnel management, and other key commercial processes.
• Oversee contracting, pricing governance, and discount management.

• Partner with Finance, Operations, Supply Chain, Product, and HR to ensure cohesive regional execution.
• Support S&OP (Sales & Operations Planning) to balance demand, supply, and inventory.
• Work closely with Legal and Compliance to ensure full regulatory adherence.

• Lead, mentor, and develop a high-performing commercial team across geographies.
• Champion company values, diversity, and ethical business practices.
• Promote a culture of innovation, collaboration, and continuous improvement.

• Revenue and margin growth vs. budget.
• Market share expansion in key categories and geographies.
• Sales team performance metrics (conversion, pipeline, retention).
• Customer satisfaction and retention (NPS).
• Successful execution of strategic initiatives and transformation programs.
• Employee engagement and talent retention in the commercial organization.

Requirements:

• 7-10+ years of progressive commercial leadership roles in multinational environments.
• English C1, local language C1
• Education: Technical/Engineering or Business degree, university level
• Proven success in managing multi-country operations and complex P&L structures.
• Strong understanding of B2B/B2C commercial models, channel management, and key account development.
• Experience leading strategic transformations, pricing optimization, and digital sales enablement.
• Excellent leadership, communication, and stakeholder management skills.
• Driving license
• Willingness to travel extensively across the region