Head of Sales

We are seeking an exceptional Head of Sales to take on a pivotal leadership role within a global fast-moving consumer goods (FMCG) organization. This is a confidential search for a proven commercial leader who can drive growth ahead of the market, foster a high-performance culture, and play a key role in shaping and executing the commercial strategy.

As Head of Sales, you will lead the execution of the Commercial Plan, contribute to regional strategic development, and manage a diverse sales organization including direct reports, agents, distributors, and merchandising partners. This role offers the opportunity to make a lasting impact by unlocking market potential and accelerating sustainable growth.

Key Responsibilities

• Lead and inspire a Sales team of 10+ , plus agents, distributors, and merchandising partners, to consistently deliver results and operational excellence.
• Drive trade negotiations, promotional planning, customer category management, and overall contribution targets for the mass distribution channel.
• Partner with marketing, category development, and cross-functional teams to align strategies and deliver against financial and operational plans.
• Oversee Joint Business Plans, negotiations, and customer engagement to secure long-term growth partnerships.
• Ensure excellence in-store execution and enhance the company’s profile within the market.
• Develop accurate sales forecasts, manage account P&L, and ensure seamless collaboration with Demand Planning and Brand teams.
• Establish and track KPIs across key metrics including volume, sales, margin, profitability, share, distribution, and efficiency.
• Build a strong succession pipeline by coaching, developing, and motivating the team while creating a culture of performance, accountability, and growth.
• Contribute as a key member of the Italy & Iberia Leadership Team.

What We’re Looking For

• Significant leadership experience in Sales within a multinational FMCG business.
• Proven success in managing senior key accounts, with strong negotiation and commercial acumen.
• Track record of influencing business outcomes through customer partnerships and data-driven decision-making.
• Solid understanding of financial planning, forecasting, and P&L management.
• Experience in Health & Beauty or Household categories is desirable.
• Trade Marketing and Drugstore channel knowledge is a plus.
• Excellent communication (must speak English), presentation, and stakeholder management skills.
• University degree in a business, finance, or commercial discipline (or equivalent).
• Demonstrated competencies in Team Leadership, Change Management, and Growth Mindset.

This is a confidential search. Further details will be shared with shortlisted candidates.