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

Qualifications

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

Additional information

What we offer:

• Career Development - Personalized training programs and professional qualifications, development opportunities and programs, as well as foreign language courses  

• Work-life Balance - 25 days paid annual leave, additional day off on your birthday

• Wellness - Private health insurance and life insurance, Sports card (shared funding)

• Engaging Social Activities – Regular teambuilding activities and celebrations  

• Modern Office – Parking, fresh fruits and drinks

• Flexibility - Flexible working time

The personal data you provide to us is processed by Robert Bosch EOOD within your application in the recruiting process. Your personal data is shared exclusively and only to employees of the Bosch Group and the candidate data retention period is 6 months. You have the right to obtain information about the processing of your personal data. In addition, you have the right to correct, to block and to delete it in accordance to the legal regulations. To enforce your rights, you only need to contact us. Remark: If you request to block or to delete your data, your application can no longer be considered.

Предоставените от вас лични данни се обработват от Роберт Бош ЕООД в рамките на заявената от вас кандидатура в процеса на набиране на персонал за нашата фирма. Те се разкриват изключително и само на сътрудници на Група Бош и се съхраняват при нас за срок от 6 месеца. По ваше желание можете да получите информация за обработката на вашите лични данни. Освен това имате право на тяхното коригиране, блокиране и заличаване в съответствие със законовите разпоредби. За да се възползвате от тези права е необходимо само да се свържете с нас. Забележка: При заявка за блокиране и изтриване на вашите данни, кандидатурата ви вече не може да бъде разглеждана.

Welcome to a place where your ideas lead to something big. Welcome to Bosch.

Robert Bosch EOOD is a subsidiary of The Bosch Group, a leading global supplier of technology and services. In 2023 the company celebrated 30 years in Bulgaria. Our Sales Office was founded in 1993 and since then it has been a leader on the Bulgarian market based on our Sales divisions in Sofia: Mobility Aftermarket, Power Tools, Home Comfort and Building Technologies.

The Bosch Home Comfort Group is a global provider of efficient heating, ventilation, and air conditioning (HVAC) solutions with an innovative product portfolio adapted to regional needs. Following the acquisition of the residential and light commercial HVAC business from Johnson Controls and the Johnson Controls-Hitachi Air Conditioning Joint Venture in 2025, the company unites a comprehensive portfolio of global and regional brands, including Bosch, Buderus, Hitachi, and YORK®.

For our Home Comfort division, we are looking for an experienced and motivated sales person for the following vacancy:

Sales

Team Lead