Head of Strategic Sales

Paper Australia Pty Ltd; Australia; On-site; AUD 180,000 - 240,000; Full time

Job summary

Paper Australia Pty Ltd is seeking a Head of Strategic Sales to lead the Strategic Sales Team for the Cartons division. This role will drive the strategic agenda, deliver disciplined account planning, and build long-term customer partnerships.

Base location options include Melbourne or Sydney, with cross-functional collaboration across Operations, Finance, and Customer Service. Candidate will lead and mentor Strategic Account Managers, oversee pricing and contract negotiations, and identify

Qualifications

• Significant senior sales leadership experience within packaging, manufacturing, FMCG, or related B2B industries.
• Strong commercial acumen including pricing, contract negotiation, and margin management.
• Experience leading and developing high-performing sales teams.
• Strategic thinking and execution discipline.
• Advanced negotiation capability.
• Financial literacy and analytical strength.

Responsibilities

• Lead the Strategic Sales Team and the Key Account Coordinator to deliver disciplined account planning.
• Manage the strategic account portfolio within the Cartons Division and drive sustainable revenue growth.
• Drive margin performance and long-term customer partnerships across cross-functional teams.
• Lead complex commercial negotiations including pricing, contracts, and service agreements.

Skills

Senior sales leadership

Commercial acumen

Team leadership

Strategic thinking

Negotiation capability

Financial literacy

Job description

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Head of Strategic Sales

We manufacture goods that you see, touch, and use every day and our customer base includes some of the biggest names in FMCG, Retail and Fresh Produce.

We stand for innovation, smart solutions, and sustainability!

Discover the Opportunity….

We have an exciting new opportunity for aHead of Strategic Salesto lead our Strategic Sales Team, supporting our Cartons business.

This role is responsible for leading the strategic account portfolio within the Cartons Division, driving sustainable revenue growth, margin performance, and long-term customer partnerships. This role can be based in Melbourne or Sydney.

The role sets and executes the strategic sales agenda for the Cartons product segment, ensuring alignment with business strategy, operational capability, and commercial objectives. The position leads a team of Strategic Account Managers to deliver disciplined account planning, value-based selling, and cross-functional execution excellence.

You will contribute to the success of Opal by:

• Develop and execute the strategic sales plan for the Cartons portfolio.
• Lead complex commercial negotiations including pricing, contract renewals, and service agreements.
• Identify opportunities to grow sales, improve margins, and increase customer value
• Partner with Finance to monitor account profitability and implement corrective actions where required.
• Work closely with Operations, Supply Chain, Finance, and Customer Service to ensure seamless execution of customer commitments.
• Lead, coach, and develop Strategic Account Managers and the Key Account Coordinator.
• Build commercial capability in strategic selling, negotiation, and financial acumen.

We are able to offer a varied career journey with experiential learning gained from cross-functional and lateral moves. We embrace diversity in all its forms, and we look for curious individuals who thrive in an environment of change.

Specifically for this role, we expect you will have;

• Significant senior sales leadership experience within packaging, manufacturing, FMCG, or related B2B industries.
• Strong commercial acumen including pricing, contract negotiation, and margin management.
• Experience leading and developing high-performing sales teams.
• Strategic thinking and execution discipline
• Advanced negotiation capability
• Financial literacy and analytical strength