Head of Sales, Distribution - #2669592

Department: Sales

Location: München

Description

Customers like the Coca-Cola bottling network, Royal Unibrew, and Imperial Brands run their last mile on osapiens HUB for Distribution: route and delivery execution, van sales, pricing, and stock management.

This is a partner-led sales role. The product is SAP certified and listed on SAP Store, with pipeline already coming through the partner ecosystem. You will turn that opportunity into a repeatable growth engine: build the right relationships, lead deals from first demo to close, and develop strategic accounts alongside the partner channel.

This is also a builder role. There is no team to inherit and no finished playbook. You own the Distribution number, prove the motion, and build the foundation for the team that follows.

What You'll Do

Own the number. Drive new-logo ARR for osapiens HUB for Distribution and take responsibility for pipeline, conversion, and forecast.

• Build the partner channel. Develop the SAP relationships that create opportunities, from account teams to regional and industry leadership.
• Create pipeline. Convert partner-registered opportunities while building focused outbound into strategic accounts in beverage, FMCG, tobacco, and adjacent direct-distribution industries.
• Lead the deal. Run discovery and the first demo, then own the opportunity through close. Bring in technical expertise when it adds value.
• Build the playbook. Create the discovery, demo, and value story for the last-mile distribution buyer.
• Use our customer proof. Turn references such as the Coca-Cola bottling network, Royal Unibrew, and Imperial Brands into commercial leverage.
• Run a reliable forecast. Keep pipeline, conversion, partner activity, and deal status visible. No surprises.
  
  

What You'll Bring

Enterprise SaaS sales success. A strong record of owning complex, multi-stakeholder deals and delivering new-logo revenue.

• Real DSD or LMD domain knowledge. You understand direct store delivery or last-mile distribution in practice, including route execution, van sales, proof of delivery, and settlement, and can speak credibly with the people who run these operations.
• Partner-led selling. You know how to turn partner relationships into pipeline and work opportunities jointly from introduction through close.
• Business-value selling. You can engage supply chain, logistics, and commercial leaders and translate operational problems into a compelling business case.
• End-to-end deal ownership. You are comfortable leading discovery, running an effective first product demo, navigating complex buying groups, and bringing in technical expertise when needed.
• Builder mentality. You are comfortable creating the motion rather than inheriting it, testing what works, and turning it into a repeatable playbook.
• Commercial discipline. You manage pipeline and forecast rigorously, surface risks early, and deliver on your commitments.
• Fluent English and international mobility. You are willing to travel wherever the partnership and pipeline requir
  
  

Especially valuable

Experience selling with or through SAP, relationships within the SAP ecosystem, and experience launching or scaling a new product, market, vertical, or sales motion.

After 12 Months

What Success Looks Like (first 12 Months)

• The SAP partner network is actively generating qualified opportunities.
• Partner-sourced pipeline is growing and converting into new-logo ARR.
• Strategic outbound contributes a visible second source of pipeline.
• Forecasts are clean, consistent, and trusted by the CRO.
• A distinct Distribution sales playbook is documented, proven, and ready to scale.
• The commercial motion is strong enough to build a team around.