Head of Sales - Packaging

Michael Page International Italia S.r.l.; Milano; On-site; EUR 120,000 - 180,000; Full time

Benefits offered by this job

Bonus related to performance

Company car

International scope

Job summary

Michael Page International Italia S.r.l. is seeking a Head of Sales to lead the international commercial organization from the Milan area.

You will define strategy, drive revenue growth and manage both direct and agent networks, ensuring clear KPIs and robust forecasting across markets. The role requires strong leadership, a track record in B2B sales on an international scale, and the ability to work across cross-functional teams including Operations and Finance.

Qualifications

• Significant experience in senior commercial leadership roles.
• Proven track record in international manufacturing or industrial B2B.
• Experience in packaging/industrial sectors is a plus.

Responsibilities

• Define and implement the commercial strategy across Italy and international markets.
• Lead and develop the sales team with a focus on structure, KPIs and performance.
• Coordinate direct sales and international agents with clear objectives and coverage.
• Analyze revenue, margins and customer portfolio to set priorities.
• Drive growth in existing markets and identify new international opportunities.
• Build relationships with strategic customers and support major negotiations.
• Collaborate with GM, Operations, Finance to align opportunities with capacity and targets.

Skills

Sales leadership

International sales

B2B sales

Strategic planning

KPIs & forecasting

Education

Bachelor's degree in business / engineering

Tools

CRM (Salesforce)

ERP systems

Job description

• Growing organization in the packaging sector
• Dynamic environment

Azienda

Our client is a medium-sized manufacturing company and part of an international European industrial group. Based in the Milan Metropolitan Area, the business provides high-quality industrial solutions to customers operating across consumer-related value chains, with an established presence in European and international markets. Its offering is recognised for its technical content, quality and innovation within a specialised manufacturing environment. The company is entering a new phase of growth and organisational evolution, supported by recent production investments aimed at increasing capacity and enabling further international expansion. Within this context, the Sales Director will play a central role in strengthening the commercial function, developing its people and introducing greater structure, coordination and performance focus across markets and sales channels.

Opportunità

Reporting to the General Manager, the Head of Sales will combine strategic leadership with direct involvement in the development of the international commercial organisation. Key responsibilities will include:

• Define and implement the commercial strategy, aligning market priorities with the company's growth objectives and industrial capabilities.
• Take ownership of commercial results across Italy and international markets, balancing revenue growth, profitability and the development of sustainable customer relationships.
• Lead, motivate and develop the sales team, strengthening its capabilities, accountability and effectiveness while supporting individual and collective performance.
• Coordinate direct sales professionals and the international agent network, ensuring clear objectives, effective market coverage and consistent commercial execution.
• Introduce structured commercial processes, including objectives, KPIs, pipeline management, forecasting and regular performance reviews.
• Analyse revenue, margins, the customer portfolio and commercial performance by market, customer and channel, translating data into clear priorities and actions.
• Accelerate growth in existing markets while identifying new opportunities across selected international geographies and consumer-oriented industrial value chains.
• Develop and consolidate relationships with strategic industrial customers, building a strong understanding of their needs, decision-making processes and commercial priorities.
• Support the sales team in the most significant negotiations, combining commercial judgement, technical understanding and a focus on profitability.
• Work closely with General Management, Operations, Finance and other internal functions to align market opportunities with production capacity, financial targets and organisational priorities.
• Represent the company with key customers and commercial partners, and at relevant industry events, supporting its positioning and the development of long-term business relationships.

Competenze ed esperienza

A successful candidate should have:

• Significant experience as a Sales Director, Commercial Director, Head of Sales or in a comparable senior commercial leadership role.
• A proven track record within international manufacturing or industrial companies operating through a B2B commercial model.
• Experience in packaging, industrial components or B2B solutions serving the food, home care or fast-moving consumer goods sectors would be particularly relevant, although backgrounds in adjacent industrial sectors will also be considered.
• Demonstrated experience in leading, motivating, evaluating and developing sales teams, with a clear focus on capability building and performance improvement.
• Practical experience in managing direct sales professionals and indirect sales networks, including agents and international distributors.
• The ability to define and interpret commercial KPIs and analyse revenue, margins, pipeline, forecasts and performance across markets, customers and channels.
• Strong relationship management skills and experience in engaging with industrial customers, technical stakeholders and different decision-makers across the value chain.
• A pragmatic, authoritative and collaborative leadership style, combining analytical rigour and results orientation with the ability to engage and develop people.
• The ability to guide a commercial team through organisational change, introducing greater structure and consistency while building trust within an evolving entrepreneurial environment.
• Fluency in English and the ability to operate effectively across international markets and business cultures.
• Professional proficiency in French or Spanish, which would be a significant advantage.
• Availability for national and international travel.

Completa l'offerta

• A performance-related bonus and a company car.
• An international commercial leadership role with the opportunity to shape sales priorities, processes and team development.
• The opportunity to contribute directly to the company's growth and the continued evolution of its commercial organisation.

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