Head of Sales for a Primary Container Industry

Head of Sales Italy

Location: Northern Italy

 Our client is a well-established international industrial group operating in the primary container industry, serving leading brands across a wide range of consumer and industrial markets.

To support its growth ambitions in Italy, we are seeking an experienced and commercially driven Head of Sales Italy who will lead the local sales organization, develop strategic customer relationships, and contribute to the achievement of ambitious business objectives.

This is an excellent opportunity for a hands-on commercial leader who enjoys combining strategy and execution, building strong teams, and creating long-term value for customers and the business.

The Opportunity

As Head of Sales Italy, you will be responsible for defining and executing the commercial strategy for the Italian market, ensuring alignment with both local priorities and the wider international organization.

You will lead a team of sales professionals, oversee key customer relationships, drive profitable growth, and contribute to strengthening the company's market position in a competitive and evolving environment.

Key Responsibilities

 Commercial Strategy & Business Performance

• Define and execute the sales strategy for the Italian market.
• Deliver revenue, profitability, and market share objectives.
• Lead the annual budgeting and sales planning process.
• Monitor performance through KPIs, forecasts, and market analysis.
• Drive pricing, product mix, and commercial initiatives to maximize profitability.
• Ensure effective CRM adoption and sales process excellence across the team.
• Analyze market trends, competitive activity, and emerging substitution materials to identify growth opportunities and potential risks.

Customer Growth & Key Account Leadership

• Build and implement account growth plans for strategic customers.
• Develop strong executive-level relationships with key stakeholders.
• Support major commercial projects and complex customer negotiations.
• Ensure accurate demand planning and forecasting processes.
• Collaborate cross-functionally to deliver outstanding customer experience and commercial performance.

New Business Development

• Drive customer acquisition initiatives and pipeline generation.
• Develop robust lead management practices and sales funnel governance.
• Identify and capture new opportunities within target market segments.
• Foster a proactive, opportunity-focused commercial culture.

Leadership & Team Development

• Lead, coach, and develop a high-performing sales organization.
• Create an environment of accountability, collaboration, and continuous improvement.
• Attract, develop, and retain top commercial talent.
• Empower teams through clear objectives, coaching, and professional development.
• Act as a role model, promoting a performance-oriented and customer-focused mindset.

What We Are Looking For

• Proven leadership experience in B2B sales within industrial manufacturing, packaging, materials, or related sectors.
• Strong strategic thinking combined with a hands-on commercial approach.
• Demonstrated success managing key accounts and complex customer ecosystems.
• Experience leading multifunctional sales teams and driving organizational performance.
• Excellent negotiation, communication, and stakeholder management skills.
• Strong analytical capabilities and experience working with CRM and sales performance tools.
• Ability to operate effectively in an international matrix organization.
• Fluent Italian and English.

Why This Opportunity?

• Join a solid international organization with ambitious growth plans.
• Lead a strategic market and make a tangible impact on business performance.
• Work with recognized customers and complex commercial challenges.
• Be part of a culture that values collaboration, accountability, and continuous improvement.
• Contribute to the next phase of growth and profitability in Italy.

 Salary Range: around € 150k

If you are an experienced sales leader looking for a role where you can combine strategic thinking, customer focus, and people leadership, we look forward to hearing from you.

Our client is an Equal Opportunity Employer and is committed to creating an inclusive environment for all employees. Applications are welcomed from all qualified candidates regardless of gender, age, disability, ethnicity, religion, sexual orientation, or background .