PuntoUP Recruitment Agency, specialised in IT recruitment in Romania, is looking for a Team Leader Key Accounts (Field Sales) for a European technology distributor serving the IT reseller channel.
. The role leads the field sales team in Romania while personally managing top-tier accounts, with clear ownership of revenue, gross profit and partner growth. If you know the Romanian IT channel well and have led a sales team before, we’d like to hear from you.

Location: Bucharest, Romania — field-based role with national customer coverage

Main Purpose of the Job: The Team Leader Key Accounts leads, coaches and develops the Field Sales team while driving profitable growth across the company’s B2B reseller ecosystem in Romania. The role combines commercial ownership, people leadership and execution discipline: developing existing customers, recruiting and activating new partners, and turning a broad vendor portfolio into sustainable customer growth.

Job Profile:

• Lead, coach and develop the Field Sales team, while personally managing a portfolio of top-tier accounts.
• Set individual and team objectives aligned with the local commercial strategy, and track performance against revenue, gross profit, customer activation and business development targets.
• Run regular individual performance and pipeline reviews, identify gaps and agree corrective actions.
• Drive profitable growth within the existing reseller portfolio and ensure systematic acquisition and activation of new B2B partners.
• Take part directly in key customer negotiations and business reviews, and support the team in developing strategic, high-potential customers.
• Identify cross-sell and upsell opportunities across the company’s portfolio and lead the reactivation of inactive or declining customers.
• Own the consolidated Field Sales pipeline in CRM, ensuring forecast accuracy, disciplined opportunity management and sufficient pipeline coverage.
• Define customer segmentation and account coverage, so that field activity focuses on customers with measurable business potential.
• Review visit planning, meeting outcomes and follow-up actions, and join sales representatives on strategic customer visits when needed.
• Ensure customer visits translate into opportunities, revenue and gross profit, not just activity volume.
• Work closely with Product Management, Presales and other commercial teams, translating vendor initiatives and campaigns into concrete field sales actions.
• Support sell-in and sell-out initiatives and build a team culture of ownership, accountability and customer focus.

Candidate Profile:

• Minimum 5 years of B2B sales experience, preferably in IT distribution, the IT channel, a technology vendor or a related industry.
• Previous experience coordinating or leading a sales team is strongly preferred.
• Solid understanding of the Romanian IT reseller and channel ecosystem.
• Proven track record in account development, new customer acquisition and complex B2B sales.
• Experience with CRM-based pipeline and forecast management.
• Strong people leadership and coaching skills, with a hands-on commercial approach.
• Comfortable setting clear expectations and holding people accountable for results.
• Strong analytical and decision-making skills, able to balance short-term targets with long-term customer development.
• Excellent communication, negotiation and stakeholder management skills.
• Fluent English; valid driving license.

Benefits:

• Leadership role with direct impact on the company’s commercial results in Romania.
• Competitive package with base salary and performance-related bonus.
• International work environment within one of Europe’s largest technology providers.
• Access to a broad portfolio of hardware, software, cloud and IT services vendors.
• Professional development and training opportunities.