Sales Director EAR

Sales Director – Scania East Adriatic Region (EAR)

Scania is looking for a commercially driven and strategic Sales Director to lead Sales and Marketing activities across the East Adriatic Region.

The Regional Sales Director plays a critical role in strengthening our premium brand position, accelerating the shift toward sustainable transport solutions, and delivering profitable market share growth.

📍 Location: Ljubljana (Slovenia) or Zagreb (Croatia)

Role Purpose

The Regional Sales Director is accountable for defining and executing the regional sales and marketing strategy, ensuring sustainable growth, premium brand positioning, and profitable market share expansion in alignment with Scania’s global strategy to drive the shift to Zmore sustainable transport solutions.

Key Responsibilities

1. Strategy & Business Development

• Define and implement the regional Sales and Marketing strategy aligned with the global objectives.
• Translate corporate strategy into actionable regional business plans with clear targets and milestones.
• Drive the transition toward sustainable transport solutions, embedding sustainability into commercial offerings and customer dialogue.
• Monitor market trends, competitor activities, regulatory developments, and customer needs; convert insights into strategic initiatives and growth opportunities.

2. Commercial & Financial Performance

• Deliver sales growth, increased market share, and improved profitability across the region.
• Develop and execute a local solution pricing strategy that balances long-term strategic positioning with short-term profitability.
• Own the financial performance of the sales function, including budgeting, forecasting, performance tracking, and management reporting.
• Define and manage KPIs to ensure performance transparency and data-driven decision-making.

3. Sales Excellence & Operational Effectiveness

• Drive structured sales excellence through implementation and continuous improvement of Retail Sales Management (RSM) and CRM processes.
• Ensure disciplined pipeline management, forecasting accuracy, and standardized sales processes across the network.
• Lead cross-functional collaboration to optimize end-to-end customer journeys and business performance.
• Promote continuous improvement initiatives to enhance efficiency and customer value.

4. Brand Leadership

• Lead and develop the regional sales network, ensuring optimal market coverage, consistent standards, operational efficiency, and premium customer experience.
• Safeguard and strengthen the premium brand position through a strong focus on customer satisfaction and long-term relationships.
• Support aftersales activities in alignment with overall commercial and business objectives.

5. Customer & Partner Management

• Build and maintain strong relationships with key customers, fleet accounts, and strategic partners.
• Represent the company at regional industry forums and with key stakeholders.

6. Leadership & Talent Development

• Recruit, lead, and develop high-performing sales teams and network leadership.
• Establish clear performance management frameworks, targets, and incentive systems aligned with strategic objectives.
• Foster a culture of accountability, collaboration, and customer-centricity.

Requirements

• Proven senior leadership experience in B2B sales, preferably within commercial vehicles, transport solutions, or a related capital goods industry.
• Strong track record of delivering sales growth and profitability improvements
• Demonstrated ability to drive change, digital sales enablement, and structured sales management processes.
• Experience in structured sales processes (CRM-driven approach is an advantage)
• Strong financial acumen, including P&L responsibility and pricing strategy development.
• Strategic mindset combined with strong operational execution capabilities.
• Demonstrated ability to lead, motivate and develop regionaly dispersed, high performing  teams
• Excellent stakeholder management and customer relationship skills
• University degree in Business, Economics, Engineering or related field
• Willigness to travel (approximately 30% of time)
• Fluent in English (additional regional languages are an advantage)

What We Offer

• A key leadership role within a globally respected premium brand
• High level of responsibility and significant impact on regional business performance
• Opportunity to shape strategy and drive long-term growth
• Professional development within an international environment
• Competitive compensation package aligned with senior leadership level

Your Application

Join us and be part of a company that’s shaping the future of transport.

Apply now and help us drive the change!