Head of Sales FMCG

Job Summary
This position is responsible for driving profitable sales growth with both existing and new FMCG clients. You will lead and develop a high-performing sales team to continue success in established markets, expand into target segments, and identify new opportunities with major multinational FMCG organizations. The role involves managing the sales pipeline, supporting Account Managers in relationship-building and customer service, and successfully negotiating customer proposals. Close collaboration with Product Management, Pricing, Marketing, Customer Service, Commercial Excellence, and other support teams is essential to profitably grow business and ensure customer excellence.

Essential Functions

Customer Management & Service:

• Maintain and strengthen strong customer relationships.
• Ensure Voice of the Customer (VOC) action plans are effectively implemented and followed through.
• Support Account Managers in developing and maintaining excellent customer service standards.

Sales Leadership & Team Development:

• Lead, develop, and coach the sales team using best-in-class commercial processes.
• Implement personal development plans and provide regular performance feedback.
• Attract, retain, and develop top talent within the team.

Sales Strategy & Execution:

• Drive sales growth in current markets and gain traction in targeted markets; explore new opportunities with large multinational FMCGs.
• Manage and grow the sales pipeline to ensure continued business growth.
• Prepare and lead successful customer proposals, including negotiation and close of deals.
• Ensure implementation of key commercial processes, such as negotiation, account management, pipeline management, business development, value selling, and margin management.

Cross-Functional Collaboration:

• Collaborate closely with Product Management, Pricing, Marketing, Customer Service, Accounts Receivable, Credit, Graphics, Quality Control, Manufacturing, and Commercial Excellence to support account strategies and improve customer centricity.
• Foster strong cross-functional teamwork to deliver customer excellence and support profitable business growth.

Market Leadership:

• Serve as a leader and thought partner within the markets served, actively building company reputation and expertise.

Job Qualifications

Required:

• Four-year degree (advanced degree in Marketing, Accounting/Finance, Economics, or relevant experience in these fields)
• 3–5 years of commercial leadership experience
• Proven track record in leading commercial teams, driving sales growth, and improving margins
• Expertise in commercial processes, including account management, value selling, negotiation, and pipeline management
• Strong business acumen
• Excellent verbal and written communication skills
• Direct experience selling within the FMCG sector

Preferred:

• MBA
• Experience in the packaging industry
• Experience in the folding carton industry

Environment:

• Office-based role with controlled climate, majority of time spent in-office
• Willingness and ability to travel up to 50% for business purposes

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