Head of Sales - Packaging

W Executive España; Barcelona; On-site; EUR 90,000 - 150,000; Full time

Job summary

W Executive España seeks a Head of Sales for a multinational packaging company in Barcelona. You will lead the sales function, shape the commercial strategy, and drive profitable growth across key accounts.

Responsibilities include building and coaching a high-performing team, developing new business, and managing cross-functional partnerships to deliver service excellence and robust revenue performance.

Qualifications

• Proven track record in senior B2B sales leadership within packaging, ideally serving food-sector customers.
• Strong strategic account management and negotiation skills, including experience with complex customers.
• Structured, data-driven approach to CRM and pipeline management.

Responsibilities

• Translate business objectives into actionable sales plans to deliver revenue and growth.
• Lead and coach the sales team, ensuring clear priorities and effective communication with senior management.
• Lead acquisition of new accounts and expansion of existing business through networking and targeted account development.

Skills

B2B sales leadership

Packaging industry knowledge

Team leadership

Strategic account management

Negotiation skills

CRM & pipeline management

Job description

We are partnering with a multinational company specializing in food packaging (rigid) 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.