SALES TEAM LEAD, HOME COMFORT DEPARTMENT

The Sales Team Lead will be responsible for driving, securing, and expanding the Home Comfort business in Bulgaria. This role requires a strategic, results-oriented sales leader who can effectively transition the local market toward modern, energy-efficient HVAC technology (including Heat Pumps, VRF, and Air Conditioners) while simultaneously protecting, optimizing, and driving profitability within the established Combustion business (Gas-fired boilers). The successful candidate will lead and develop the local sales team, expand market distribution, and steer diverse sales channels—including Retail, traditional 2-step and 3-step distribution, and residential/commercial projects—to achieve and exceed regional targets. Main Job responsibilities: Target Achievement: Define, drive, and execute local sales strategies to consistently achieve and exceed annual sales, revenue, and profitability targets Forecasting & Planning: Provide accurate operational sales forecasts, market reviews, and demand planning to ensure supply chain alignment and optimal stock levels Market Recovery & Growth: Identify, design, and implement localized recovery sprints and growth initiatives to capture expanding market shares in both urban and regional areas of Bulgaria Retail & DIY: Oversee and optimize partnerships with major retail and DIY chains, ensuring brand visibility, promotional alignment, and sell-out support Traditional Distribution (2-Step & 3-Step): Maintain, expand, and structure the distribution network with wholesalers, regional distributors, and purchasing groups. Establish clear, transparent pricing policies and commercial terms Residential & Commercial Projects: Actively target and steer the project pipeline. Foster relationships with developers, construction companies, HVAC planners, and general contractors to secure specification of products in key projects HVAC Expansion: Drive the market introduction and sales growth of advanced HVAC solutions (Heat Pumps, VRF, RAC, and Hybrid systems), positioning the company as an innovative leader in sustainable heating and cooling   Additional responsibilities: People Leadership: Manage, mentor and coach the local sales, business development and technical support teams in line with Bosch values Performance Management: Set clear KPIs, monitor progress, conduct regular performance evaluations, and foster a highly collaborative, performance-driven culture Competence Development: Plan and organize continuous product and commercial training sessions for internal staff and external installation partners Key Account Management: Directly manage relationships with top-tier national distributors, premium installers, and strategic partners. Cross-Functional Collaboration: Collaborate closely with Regional Product Management, Marketing, Logistics, and Service teams in the Southeastern Europe (SEE) region to ensure seamless operations and consistent customer service.   Additional Information  This position is eligible for a company car, laptop and mobile phone Requirements: Minimum 3 years of experience and proven track record of successfully managing and navigating complex sales channels (Retail, 2/3-step wholesale, and project specification) in the HVAC sector Strong capabilities in business planning, market analysis, budget monitoring, and predictive sales forecasting Exceptional negotiation, presentation, and interpersonal communication skills Professional working proficiency in English (written and spoken) Proficiency in Microsoft Office (specifically Excel and PowerPoint); experience with SAP (S/4Hana) and CRM tools is highly advantageous A clean valid driver's license and willingness to travel