Country Sales Manager Estonia

About the role

IDS Borjomi Georgia is looking for a dynamic Country Sales Manager to lead its Estonian market. Based in Tallinn with a home‑office setup, you will be responsible for driving brand growth, building distribution networks, and achieving sales targets for the company’s food and beverage portfolio.

Key responsibilities

• Develop and execute the country and regional business strategy, including route‑to‑market (RTM) models for all target channels.
• Identify, evaluate, and select distribution partners, securing product listings with key customers.
• Collaborate with the importer’s team to ensure continuous stock availability and timely order fulfillment.
• Manage the sales budget, forecast volumes, and control expenses to maximise profitability.
• Lead high‑level negotiations, optimise inventory supply chains, and maintain strong relationships with distributors and partners.
• Monitor competitive trends, conduct market analysis, and adjust tactics to stay ahead.
• Oversee sales KPIs, conduct regular field visits, and develop action‑oriented plans with distributors and retail partners.
• Coordinate with trade marketing, legal, quality, and technical teams to ensure compliance and effective promotional activities.

Required profile

• Minimum 5 years of experience in FMCG sales, preferably in Food & Beverage.
• Proven track record in developing distribution networks at country or regional level.
• Demonstrated ability to meet sales targets and manage budgets.
• Strong negotiation skills and experience working with key accounts.
• Excellent analytical mindset with the ability to interpret market data.

Required skills