Head of Sales - Packaging

W Executive España; Barcelona; On-site; EUR 90,000 - 130,000; Full time

Job summary

W Executive España seeks a Head of Sales in Barcelona to lead the sales function, shape the commercial strategy, and drive profitable growth for a multinational food packaging leader. You will manage the sales team, develop new business, and oversee key account management in collaboration with cross-functional partners.

You will report to senior management and be responsible for revenue, margins, forecasts, and OTIF performance, while building trusted relationships with major customers and

Qualifications

• Proven track record in senior B2B sales leadership.
• Experience developing and executing commercial strategies.
• Strong capability in managing key accounts and complex deals.
• Excellent negotiation and deal-closing skills.

Responsibilities

• Drive commercial strategy: translate objectives into actionable sales plans and growth.
• Lead and develop the sales team with coaching and clear priorities.
• Accelerate business development through new accounts and expansion.
• Strengthen key customer relationships and manage complex accounts.
• Lead negotiations aligned with strategic and financial goals.
• Monitor market developments, pricing, and product performance.
• Manage revenue, profitability, and KPIs; drive improvements.
• Report monthly sales results incl. OTIF and quality handling.
• Oversee forecasting and receivables with the credit team.
• Grow the sales pipeline using disciplined CRM and visibility.
• Lead cross-functional collaboration with Innovation, Product, Planning, Ops, Quality.
• Champion continuous improvement and compliance.

Skills

Senior sales leadership

Commercial strategy

Key account mgmt

Negotiation skills

Forecasting analytics

Job description

We are partnering with a multinational company specializing in food packaging to recruit a Head of Sales.

The successful candidate will lead the sales function, shape commercial strategy, and deliver profitable growth. This role combines team leadership, new business development, and strategic customer management, working closely with cross-functional teams to deliver strong commercial and service performance.

Key responsibilities

• Drive commercial strategy: Translate business objectives into actionable sales plans, delivering revenue, profitability, and sustainable year-over-year growth.
• Lead and develop the sales team: Coordinate direct reports' activities, set clear priorities, and coach the team on sales effectiveness. Maintain close communication with senior management to ensure timely and accurate information flow.
• Accelerate business development: Lead the acquisition of new accounts and expansion of existing business through networking, prospecting, and structured account development.
• Strengthen customer relationships: Build lasting, trust-based partnerships with key customers and guide the team in managing complex accounts and addressing customer needs.
• Lead negotiations: Orchestrate commercial negotiations, securing agreements that support the company’s strategic and financial objectives.
• Monitor market developments: Maintain a detailed understanding of the packaging landscape and the relevance of the company’s portfolio. Track competitor strategies, pricing, and product performance to inform commercial decisions.
• Manage performance: Review revenue, profitability, working capital, and operational KPIs, leading improvement actions where required.
• Report business results: Present monthly updates on sales growth, new business opportunities, profitability, and service performance, including on-time, in-full delivery (OTIF) and quality complaint handling.
• Oversee forecasting and receivables: Ensure accurate sales forecasts to support planning and work with the credit department to manage accounts receivable.
• Grow the sales pipeline: Embed disciplined pipeline management and effective use of CRM tools to improve opportunity visibility and conversion.
• Lead cross-functional collaboration: Partner with Innovation, Product Management, Planning, Operations, and Quality to meet customer needs and enhance sales and profitability.
• Champion continuous improvement: Identify opportunities to improve processes, resource efficiency, quality, and service delivery, supporting business continuity and reducing operational losses.
• Ensure compliance: Fulfil applicable management system requirements and undertake additional responsibilities consistent with the role.

Candidate profile

• A proven track record in senior B2B sales leadership within packaging, ideally serving food-sector customers.
• Demonstrated success in developing commercial strategies, delivering profitable growth, and winning new business.
• Experience leading, coaching, and developing high-performing sales teams.
• Strong strategic account management and negotiation skills, including experience with complex customers.
• Commercial and financial acumen, with confidence managing forecasts, margins, working capital, and performance indicators.
• A structured, data-informed approach to CRM and pipeline management.
• The ability to build trust with customers and influence stakeholders across functions.
• A proactive, accountable leadership style and a commitment to continuous improvement.