Head of Sales Australia

About the Role and Company

Join a renowned global FMCG company that owns some of the most trusted and iconic brands worldwide. Become part of a dynamic organization that values employee recognition and supports career progression. Our goal is to create more opportunities for everyone, regardless of their role, contributing positively to our careers, families, communities, and the environment.

Job Overview

Reporting directly to the Managing Director, you will be entrusted with leading the Sales team to ensure optimal performance and driving the subsidiary’s long-term growth and brand expansion across categories. This role demands continuous innovation and identifying growth opportunities by crafting and implementing comprehensive business strategies while nurturing strong customer relationships.

Key Responsibilities

• Design and execute a long-term strategic business plan aligned with the overall company vision to enhance growth and profit.
• Implement business plans consistent with global directives while meeting local financial and operational targets.
• Take charge of full Business Unit P&L, aiming for revenue and margin expansion alongside efficient profitability and working capital management.
• Set and oversee yearly, quarterly, and monthly budgets covering revenue, expenses, inventory, and profit for the business unit, categories, channels, and key accounts.
• Lead strategy execution focusing on customer offerings, operational excellence, and superior implementation standards.
• Manage category product portfolios with a clear, differentiated customer proposition and exceptional omni-channel execution.
• Develop an effective pricing strategy across categories to balance customer value and profitable growth.
• Identify and spearhead new business opportunities and lead negotiations to achieve strategic objectives.
• Optimize customer, channel, and product mixes to maximize revenue and profitability.
• Craft the Beverage Category vision and action plans using in-depth shopper, consumer, and market analyses.
• Utilize data analytics for commercial strategy formulation and lead reporting and financial analysis for local and global stakeholders.
• Prepare budgets and forecasts, presenting findings to relevant parties.
• Monitor competitor activities and markets through data platforms and field visits to pinpoint growth prospects.
• Track SKU performance at retail, collaborating with brand teams to initiate necessary adjustments.
• Champion and manage cross-functional projects ensuring timely and budget-compliant delivery of business outcomes.
• Build and sustain robust customer relationships together with Key Account teams through transparent and fair dealings.
• Lead the Key Account Management team to meet sales and profitability targets.
• Oversee sales strategy and collaborative business plans across all accounts and channels.
• Drive new revenue streams aggressively without compromising profitability or customer experience.
• Provide strategic leadership and motivation to build a high-performing sales team.
• Continuously develop an effective and efficient organizational structure.
• Lead Inventory Management and Supply Chain teams to maintain optimal inventory aligning with sales demand.
• Ensure all KPIs related to sales, profit, inventory, and delivery are met or exceeded.
• Develop go-to-market strategies and approaches to business development.
• Drive market validation, customer engagement, and sales activities supporting commercial targets.
• Execute commercialization strategies to generate new revenue opportunities.
• Provide market feedback on competition and customer trends.
• Evaluate competitive programs, including price positioning and inventory management.
• Support customer value enhancement by offering comprehensive equipment solutions with attractive purchase options.
• Collaborate effectively as part of the Senior Leadership Team, ensuring cohesive KPI achievement across functions.
• Maintain up-to-date knowledge of competitive activities to inform account strategies.
• Innovate marketing approaches for products and services.
• Establish and achieve commercial KPIs, including revenue, profit margins, and market shares.
• Develop and manage budgets for sales and marketing, ensuring cost efficiency.
• Optimize pricing and trade spending to maximize profitability.

Qualifications and Experience

• Bachelor’s degree in Business Administration, Sales and Marketing, or relevant disciplines; an MBA is advantageous.
• Proven leadership experience in FMCG sales roles with a track record of managing large accounts and expanding to new markets.
• Entrepreneurial spirit and adaptability to fast-paced environments.
• Consistent achievement of sales targets and maintaining strong deal pipelines.
• Demonstrated executive leadership with a history of building and guiding high-performance teams.
• Strong commercial understanding, including P&L management responsibility.
• Strategic planning abilities with foresight over 1-2 years.
• Advanced problem-solving skills at both strategic and operational levels.
• Expertise in strategic and sales planning techniques.
• Familiarity with contemporary sales practices and industry best standards.
• Experience in new product development and launches.
• Established professional network within the FMCG food sector.
• Strong analytical capability with proficiency in data-driven decision making.
• Comprehensive understanding of customer relationship management and market dynamics.
• Proficiency in developing innovative sales strategies and fostering a collaborative sales culture.
• Experience with data analytics and reporting tools, translating insights into actionable plans.
• Excellent project management skills, capable of managing multiple stakeholders and projects under tight deadlines.
• Outstanding communication and interpersonal skills, able to influence across organizational levels.
• An innovative and adaptable mindset focused on delivering impactful results.