Job Description
About this opportunity
The Head of Sales H&I is responsible for driving revenue growth, developing strategic sales plans, and leading the sales team of Pact Groups Household and Industrial (H&I) segment within the Packaging Division in Australia. This role requires a strong background in plastic packaging, market intelligence, and the ability to build and maintain strong customer relationships.
This role combines commercial sales expertise with Sales & Operational Planning (S&OP) to enhance forecast accuracy, optimize inventory levels and improve overall business performance. This role is pivotal in developing strategy to drive revenue growth that will deliver profitable targets, expanding market share, identifying new business opportunities, building strong relationships with customers and leading a high performing and results focused sales team.
The role is critical for the growth of Pact Group and therefore will work collaboratively across the Groups network. The Head of Sales H&I will contribute to the development and determination of the segment's strategy, as well as the annual and long/medium-term business plans.
Your key responsibilities will be to:
* Develop and execute a comprehensive sales strategy to achieve revenue and profitability targets.
* Identify new business opportunities and expand market share within existing and new customer segments.
* Monitor market trends, competitor activities, and customer needs to adjust sales strategies accordingly.
* Lead the S&OP process, ensuring seamless coordination between sales, supply chain, production and finance
* Work closely with operations and procurement to align production planning and market demand
* Accurately forecast pipeline opportunities relevant to volume, timing and solution mix
* Build and maintain strong relationships with key customers, distributors and industry stakeholders.
* Negotiate contracts, pricing, and supply agreements to maximize profitability while ensuring customer satisfaction.
* Collaborate with the marketing team to develop and execute effective marketing campaigns and promotional activities.
* Evaluate the best and most cost-efficient sales setup to focus on key opportunities and segments, as well as required team and individual competencies.
* Establish team of excellent salespeople by identifying and developing top performers.
Your skills and experience
To be successful in this role, you'll have:
* Deep experience in sales leadership, preferably in the plastic packaging industry
* Strong understanding of packaging materials, manufacturing processes, and industry regulations
* Proven ability to develop and execute successful sales strategies
* Excellent leadership, negotiation, and communication skills
* Strong understanding of S&OP, demand planning and supply chain processes
* Proven track record of achieving and exceeding sales targets
* Demonstrated experience leading, coaching and mentoring a sales team that delivers on targets
* Experienced in strategy, planning and negotiating
* Excellent written/verbal communication and presentation skills
* Willingness to travel and stay away from home as needed
* Displays resilience, self-discipline and problem solving in the face of uncertainty and handles issues proactively.
* Experience in international consumer markets
* Leadership role in a large complex organisation
* Proficient in SAP (desirable)
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