Head of Sales - Large Format Industrial Packaging

About this opportunity

We specialise in the manufacture and supply of rigid plastic and metal packaging servicing for the consumer and industrial sectors.

The Head of Sales LFIP (Large Format Industrial Packaging) is responsible for driving revenue growth, developing strategic sales plans, and leading the sales team of Pact Groups LFIP segment within the Packaging Division in Australia.  The LFIP segment includes both Steel and Reconditioning.

This role is pivotal in developing strategy to drive revenue growth that will deliver profitable targets, expanding market share, identifying new business opportunities, building strong relationships with customers and leading a high performing and results focused sales team.  

The role is critical for the growth of Pact Group and therefore will work collaboratively across the Groups network.  The Head of Sales LFIP will contribute to the development and determination of the segment’s strategy, as well as the annual and long/medium-term business plans. 

Your key responsibilities will be to:

• Develop and execute a comprehensive sales strategy to achieve revenue and profitability targets.

• Identify new business opportunities and expand market share within existing and new customer segments.

• Lead the S&OP process, ensuring seamless coordination between sales, supply chain, production and finance

• Working closely with the Supply Chain team, develop accurate demand forecasts based on sales data, market trends, and customer inputs

• Work closely with operations and procurement to align production planning and market demand

• Deliver top-and bottom-line growth in line with return on capital targets

• Constantly re-assess business unit performance to identify opportunities for growth, efficiency improvement and defensive actions

• Accurately forecasting pipeline opportunities relevant to volume, timing and solution mix

• Prepare and present regular sales reports, forecasts, and performance analyses

• Build and maintain strong relationships with key customers, distributors and industry stakeholders.

• Negotiate contracts, pricing, and supply agreements to maximize profitability while ensuring customer satisfaction.

• Understand and drive technical sales and with good understanding of plant operations

• Identify new market opportunities and develop strategies to penetrate and grow market share.

• Lead, mentor, and develop a high-performing sales team, setting clear goals and KPIs.

• Establish a performance-oriented team culture, e.g. recognition and praise for top performers and performance improvement plans to address non-performers.

• Establishing a team of excellent salespeople by identifying and developing top performers.

• Provide coaching/mentoring to others and effectively adapts style based on team member’s selling style and needs for support.

• Work closely with production, supply chain, and R&D teams to ensure alignment between sales commitments and operational capabilities.

• Provide accurate sales forecasts and reports to senior management.

• Collaborate with marketing to develop targeted campaigns, trade show participation, and brand positioning strategies.

Your skills and experience

• Extensive knowledge of the LFIP manufacturing and reconditioning industry and markets 

• Proven track record of achieving and exceeding sales targets

• Excellent leadership, negotiation, and communication skills

• Strong understanding of S&OP, demand planning and supply chain processes

• Demonstrated experience leading, coaching and mentoring a sales team that delivers on targets

• Experienced in strategy, planning and negotiating

• Knowledge of chemical contamination risks and reconditioning services

• Excellent written/verbal communication and presentation skills

• Willingness to travel and stay away from home as needed

• Displays resilience, self-discipline and problem solving in the face of uncertainty and handles issues proactively.

• Experience in international industrial markets

• Leadership role in a large complex organisation

• Proficient in SAP (desirable)