Head of Sales Channel

We are Reckitt

Home to the world's best loved and trusted hygiene, health, and nutrition brands. Our purpose defines why we exist: to protect, heal and nurture in the relentless pursuit of a cleaner, healthier world. We are a global team united by this purpose. Join us in our fight to make access to the highest quality hygiene, wellness, and nourishment a right and not a privilege.

​Sales​

Our Sales teams help to deliver Reckitt's purpose by building shared success with our customers, making access to the highest quality hygiene, wellness, and nourishment possible in-stores and online. Within Sales, we're focused on achieving outperformance across all of our channels, operating in highly competitive categories. This focus results in a dynamic, fast paced environment where cross functional teams are encouraged to collaborate to achieve success. We have around 10,000 sales people across the world, within market roles and ranging in areas like Field Sales, Key Accounts, Trade Marketing and Category Development.

About the role

The Head of Sales leads the channel through ongoing structural and portfolio transformation, ensuring commercial continuity while driving simplification and performance improvement.  This role is responsible for accelerating commercial growth across Czech Republic & Slovakia, delivering best‑in‑class customer execution, profitable revenue expansion, and strong cross‑functional alignment.

As a Head of Sales, you play a pivotal role in shaping the cluster’s customer strategy and executing it through a high‑performing Key Account and Field Sales team. You own the development of channel strategies, the delivery of sales objectives, and the ongoing management of a healthy customer opportunity pipeline. Core objectives include driving profit and margin growth, Net Revenue (NR) performance, and Net Working Capital (NWC) optimization across Modern Trade and eCommerce.

You will lead the achievement of customer strategies through close collaboration with the Marketing and Trade Marketing teams, ensuring integrated commercial planning and superior 4P execution. Over the longer term, the role is accountable for building strategic partnerships with customers, strengthening Reckitt’s leadership across categories, and optimizing all dimensions of the commercial relationship.

This senior leadership position carries responsibility for key strategic and business decisions, developing long‑standing relationships at senior levels within customer organizations, and leading, coaching, and developing the Key Account teams to deliver exceptional results and future‑ready capability. 

Your responsibilities

Commercial & Channel Leadership

• Own and accelerate the full eCommerce growth agenda including digital shelf excellence, content quality, media ROI, and omnichannel integration.
• Manage the overall profitability of the MT & eCommerce channels by maximizing sales, margin delivery, and efficient trade investment.
• Ensure a harmonized commercial strategy across Czech Republic & Slovakia while adapting to local retail dynamics and channel structures.
• Contribute to the development and execution of the country commercial strategy and long‑term business objectives.

Customer & Trade Strategy

• Lead customer business planning with full ownership of sales targets and KPIs (NR, COP, Gross Margin, NWC, and trade spend).
• Define the annual Customer Trade Terms strategy and ensure disciplined implementation across key accounts.
• Steer 4P excellence in collaboration with Marketing and Trade Marketing, ensuring impactful category strategies, promotions, and product launches.
• Develop and deliver strategic Top‑to‑Top customer presentations to strengthen long‑term partnerships at senior levels.

Cross‑Functional Commercial Integration

• Act as a senior commercial integrator across Sales, Marketing, Finance, and Supply to ensure aligned forecasting, trade investment optimization and disciplined execution.
• Drive consistent communication flow and synchronization across teams to support business goals and customer commitments.

Performance Culture & Talent Development

• Build a high-performance culture with clear KPI ownership, accountability and succession development within the Key Account teams.
• Support and coach Key Account Managers in customer negotiations and strategic decision‑making.
• Foster continuous improvement, innovation, and value creation across the team and customer engagements.

The experience we're looking for

• Minimum 8 years FMCG experience in Sales/Marketing and Key Account Management: Proven track record in Sales Management with major retailers
• Educated to minimum bachelor's degree ideally in a business related subject – from a recognized University
• Highly analytical and numerate
• Fluent in English & Czech
• Tenacious and resilient, driven to achieve even when faced with obstacles
• Experience of influencing and engaging senior management in own and customer organizations. Leader, Advanced Strategic Thinker, Smart, Driver, with strong interpersonal skills
• Ability to think outside the box
• Results oriented, entrepreneurial and self-motivating
• Leadership and interpersonal skills capable of building strong Key Account Team
• Strong commercial understanding of business issues/opportunities
• Strong understanding of sales and marketing strategy and planning issues
• Strong analytical skills with ability to develop strategies, tactics and measurable implementation
• Ability to work in uncertain conditions, in a "fast moving" environment
• The business language in RB is English, therefore fluency in this language is essential. Fluency in other languages(s) is advantageous

The skills for success

Key Account Management, Account Management, Ecommerce, Analysing sales and Ecommerce data, Field sales; Field sales management, Leadership skills, Consumer Insights; Shopper Insights; Customer Insights; Category Analysis, Collaboration and partnership skills; Influencing, Consultative Selling, Customer strategy; Channel strategy, Sales strategy development, Perform product planning, Business accumen; financial accumen, commercial accumen, Sales negotiation, P&L Management, Strategy Execution, Operational Excellence.

What we offer

With inclusion at the heart of everything we do, working alongside our four global Employee Resource Groups, we support our people at every step of their career journey, helping them to succeed in their own individual way. We invest in the wellbeing of our people through parental benefits, an Employee Assistance Program to promote mental health, and life insurance for all employees globally. We have a range of other benefits in line with the local market. Through our global share plans we offer the opportunity to save and share in Reckitt's potential future successes. For eligible roles, we also offer short-term incentives to recognise, appreciate and reward your work for delivering outstanding results. You will be rewarded in line with Reckitt's pay for performance philosophy.

Equality

We recognise that in real life, great people don't always 'tick all the boxes'. That's why we hire for potential as well as experience. Even if you don't meet every point on the job description, if this role and our company feels like a good fit for you, we still want to hear from you. All qualified applicants will receive consideration for employment without regard to age, disability or medical condition; colour, ethnicity, race, citizenship, and national origin; religion, faith; pregnancy, family status and caring responsibilities; sexual orientation; sex, gender identity, gender expression, and transgender identity; protected veteran status; size or any other basis protected by appropriate law.