Regional Head of Adjacents

Key Responsibilities

• Lead the development and execution of the regional strategy for beverage packaging, ingredients and non-alcoholic beverages.
• Drive regional market share expansion through targeted commercial initiatives and strategic customer engagement.
• Develop regional value propositions, sales playbooks and go-to-market blueprints tailored to country-level market dynamics.
• Continuously assess local market needs and customer requirements to refine offerings and identify growth opportunities.
• Build and manage regional sales unit dedicated to the Adjacent business line.
• Support country organizations in defining, executing and reviewing Adjacent growth plans.
• Cook up and oversee key sales initiatives, including major commercial negotiations, ensuring alignment with Group guidelines.
• Lead and manage regional strategic accounts for the Adjacent, ensuring customer retention, satisfaction and long-term profitable partnerships.
• Identify and engage key decision-makers across customer organizations, fostering strong strategic relationships.
• Negotiate and authorize commercial agreements and contractual terms in accordance with global policies and delegation of authority.
• Work closely with country managers, sales managers and pricing teams to drive new business development and implement strategic projects.
• Clarify roles and responsibilities between regional, functional and country teams to ensure seamless execution and accountability.
• Promote brand awareness and positioning of Hillebrand Gori as the specialist in beverage packaging, ingredients and non-alcoholic beverages.
• Build, coach and inspire regional commercial teams to deliver on key account strategies and country business plans.
• Foster a high-performance culture centered on collaboration, customer focus and continuous improvement.

Qualifications

• Minimum 10 years of experience in the logistics industry in commercial, business development or key account leadership roles.
• Proven track record in leading regional or multi-country initiatives, ideally within a matrix organization.
• University degree required; advanced degree preferred.
• Strong understanding of ocean freight markets and solutions, experience in beverage or liquids logistics beneficial but not mandatory.
• Proven ability to lead cross-functional and virtual teams.
• Experience engaging and influencing senior executives, internal partners and external stakeholders.
• Strong commercial acumen with experience in solution selling, product development or category expansion.
• Ability to identify market opportunities and translate them into scalable commercial initiatives.
• Fluency in English (written and spoken) required.
• Strong planning, organizational and prioritization abilities.
• Proficiency in MS Office applications, particularly PowerPoint and Excel.
• Domestic travel as required.