About Us

The Kraft Heinz Company is one of the largest food and beverage companies in the world, with eight $1 billion+ brands and global sales of approximately $25 billion. We’re a globally trusted producer of high-quality, great-tasting, and nutritious foods for over 150 years. Our brands are truly global, with products produced and marketed in over 40 countries. These beloved products include condiments and sauces, cheese and dairy, meals, meats, refreshment beverages, coffee, infant and nutrition products, and numerous other grocery products in a portfolio of more than 200 legacy and emerging brands.

No matter the brand, we’re united under one vision: To sustainably grow by delighting more consumers globally. Bringing this vision to life is our team of 39,000+ food lovers, creative thinkers, and high performers worldwide. Together, we help provide meals to those in need through our global partnership with Rise Against Hunger. We also stand committed to responsible, sustainable practices that extend to every facet of our business, our consumers, and our communities. Every day, we’re transforming the food industry with bold thinking and unprecedented results. If you share our passion – and are ready to create the future, build a legacy, and lead as a global citizen – there’s only one thing to do: join our table and let’s make life delicious!

Our Culture of Ownership, Meritocracy and Collaboration

We're not afraid to think differently. Embrace new ideas. Dream big. We empower our people at every level – from entry-level intern to senior leader – to own their work. We share a responsibility to think like Owners – to be mindful of the collective and sustained success of Kraft Heinz – which we apply to every situation, every day.

As part of Kraft Heinz, you're supported to grow and achieve. You’re expected to bring your authentic self to work every day, to lead with humility, and drive outstanding performance at every level – and you’ll be rewarded. You’re given opportunities to leave a mark and build a legacy. But you won’t do it alone. You’re supported by passionate teammates along the way, and our collective, collaborative spirit fuels our incredible progress.

General information

All posting locations: Warszawa, , Poland

Job Function: 01 - Sales

Department: 01 - 07 - Strategic / Key Accounts

Date Published: 19-Mar-2021

Job Type: Regular

Description & Requirements

The role:

As a Head of FoodService (HoReCa) you will take part in strategy creation regarding the whole Polish market- especially clients in the Foodservice area and having excellent people management- negotiations and planning skills deliver actions which suit previously established marketing & sales plans on the way to deliver targets. You will be responsible to set and deliver NSV- CMA financial targets plus other KPIs. The person will be responsible for budget management in the respective area both for sales and fixed costs. You will also be leading the team of Key Account Managers plus Specialists and their development.

The Head of Foodservice will report directly to Managing Director Poland and will be motivated and coached to develop on a career path to move on to the higher position within Polish organization. The person employed on this position will take part in EMEA zone rituals and routines in order to represent Poland. In the future the you might be coordinating the work of whole sales function.


  • Participation in creation of Kraft Heinz strategy for the Polish FoodService market and dedicated clients;
  • Creating FoodService and marketing strategy for the Polish Business Unit;
  • Creating an account strategy to drive sales across the business;
  • Cooperation with peers from EMEA zone across different functions;
  • Realization of sales plan in respective retail chains in line with monthly sales plans through:

Maintaining relationships with the clients in line with company standards; Ensuring the most effective assortment list; Planning promotion actions based on the strategic marketing plans in accordance with the yearly budget in order to deliver it; Negotiating optimal trade conditions with respective retailer chains; Launching New Products according to the plans;

  • Preparation of monthly sales plans for dedicated sales channel and customers for financial and demand forecasting;
  • Ensuring that costs do not exceed the level specified in the budget as well as spending optimization;
  • Point of sales control during independent store-check visits as well as close cooperation with the direct team and Sales Representatives in order to get the best out of execution in POS;
  • Managing main large distributors and chains in FoodService business and building relationships with key stakeholders;
  • Networking within industry in order to secure all business opportunities;
  • Holding regular monthly meetings with internal stakeholders about key accounts;
  • Holding business reviews to assess opportunities for sales;
  • Responsibility for all ritual and routines related to function;
  • Proactively identifying customer needs and business opportunities;
  • Working closely with other business units to expand cross selling opportunities;
  • Liaising with other members of the business on existing accounts;
  • Monitoring client satisfaction post sale and ensuring a high level of customer service internally;
  • Setting and monitoring KPI’s for the Foodservice Team;
  • Meeting with senior management for business planning;
  • Generating ideas for incremental revenue within large customers;
  • All aspects of recruitment and selection for the team;
  • Identifying key areas for improvement in the sales process.

Desired skills & experience:

  • University degree (preferred in: management- marketing- economics or similar);
  • Minimum 8 years of experience in a similar positions preferably in FMCG sector;
  • Working with internal international structure – preferably EU zone;
  • Very good knowledge of Polish FMCG and FoodService/ HoReCa market;
  • Experience in working with clients (key players on the HoReCa market);
  • Business relations with top managers from retail market;
  • Very good computer skills (MS Office – Excel- PowerPoint);
  • Excellent numerical and verbal skills;
  • Very good negotiation- budget management and strong analytical thinking skills;
  • Team player and team leader;
  • Highly motivated- opened to change and able to work under the time pressure;
  • Very good knowledge of English;
  • Driving license.

! Please kindly note that you need to have an EU Working Permit (Orientation Year Visa not included) in order to proceed for this position.

Kraft Heinz- The Company

As one of the world’s largest food and beverage companies- we are proud to spark joy around mealtimes with a global portfolio of more than 200 brands. Some are iconic brands like Philadelphia Cream Cheese- Kraft Peanut Butter- Kraft Dinner and Heinz Ketchup. Others are fast growing new sensations that defy status quo like CRAVE. No matter the brand- we are united under one vision To Be the Best Food Company- Growing a Better World. Bringing this vision to life are our 36-000+ teammates around the world- making food people love.

Together- we help provide meals to those in need through our global partnership and commitment with Rise Against Hunger. And we also stand committed to sustainability- and the health of our planet and its people.

Every day- we are transforming the food industry with bold thinking and unprecedented results. If you’re passionate like us - and ready to create the future- build on a storied legacy- and participate as a conscientious global citizen - there’s one thing to do join us.

Our Culture of Ownership- Meritocracy and Collaboration

We’re not afraid to think differently. Embrace new ideas. Dream big. It all comes down to the way we empower our people to own their work. It’s true Our employees are our competitive advantage.

As part of the Kraft Heinz family you’re supported to grow and achieve. You’re recognized and rewarded for outstanding performance at every level. You’re given the opportunity to leave your mark and build legacies. But you won’t do it alone. This is where our values and teamwork thrives and collaborative spirit fuels every day.

Professional Attitude

At Kraft Heinz you’ll be easily exposed to senior management- no matter your level. Therefore- it’s important you have excellent communication skills- to deal with all kinds of stakeholders.

Achieving results is nice- but achieving results with the team is simply the best. You’re a team player- which means you’re sometimes a leader- sometimes a follower but always working towards the same common goal.

We also like to keep it simple and to execute fast. Your ability to simplify will be needed- when you provide simple solutions dealing with complex challenges.

Equal Opportunity Employer–minorities/females/veterans/individuals with disabilities/sexual orientation/gender identity