Sales Director Italy

Key ResponsibilitiesSales Strategy & Business PlanningDefine and implement national sales strategy aligned with global priorities.Translate corporate, brand, category strategies into actionable commercial plans by channel and customer.Lead annual commercial planning: budget definition, sales forecast, target setting.Ensure balanced growth across top line, margin, profitability with Finance and Commercial Excellence.Actively contribute to country leadership team, providing commercial perspective to decisions.Customer & Channel ManagementOwn and lead relationships with Key Accounts, buying groups, distributors, concessionari.Lead senior-level negotiations, Joint Business Plans, long-term partnership agreements.Define pricing architecture, promotional strategy, trade terms with Finance and RGM guidelines.Drive channel strategies across Modern Trade, Traditional Trade, Specialized channel, Distributors, E-commerce, Emerging channels.Ensure consistency and discipline in commercial policies, customer conditions and contractual compliance.Commercial Execution & Commercial Excellence InterfacePartner with Commercial Excellence Director to implement RGM principles, leverage Category Management insights.Ensure strong adoption of tools, processes, KPIs defined by Commercial Excellence.Act as business owner of execution outcomes, ensuring sales teams deliver against agreed standards.Team Leadership & Talent DevelopmentLead, coach, develop national Sales organization: managers, KNA managers, regional managers, field teams.Define clear objectives, priorities, performance expectations aligned with company strategy.Partner with HR to manage performance evaluation, incentive schemes, talent development, succession planning.Foster high-performance culture based on accountability, collaboration, continuous improvement.Cross-Functional CollaborationWork closely with Marketing on product launches, brand activation plans, media & activation at POS.Collaborate with Operations to optimize demand forecasting, service levels, supply chain alignment.Partner with Finance to monitor margins, profitability, trade spend, review commercial performance, corrective actions.Ensure seamless collaboration across all country functions.Performance Monitoring & Market IntelligenceTrack and analyse sales performance, market share, distribution, customer profitability.Monitor market trends, consumer behaviours, competitive dynamics.Lead regular business reviews with customers, internal stakeholders.Prepare and present performance updates, risks, action plans to General Manager and senior leadership.QualificationsBachelor’s degree in Business Administration, Marketing, Economics or similar. MBA or postgraduate degree is a strong plus.Native-level Italian and professional fluency in English.Minimum 10 years of commercial experience in FMCG – OTC, proven track record in leading national sales organizations, experience working in matrix and cross-functional environments.Strong knowledge of the Italian retail landscape and distribution channels.Strategic leadership with strong execution focus.Excellent negotiation, influencing skills at senior level.Strong analytical mindset, data-driven decision making.Ability to lead complex organizations, drive change.Results-oriented, resilient, hands-on leadership style.Entrepreneurial spirit, high call to action.Success MetricsSustainable growth in sales, market share and profitability.Strong customer partnerships, improved channel economics.High engagement, capability, performance of Sales organization.Effective collaboration with Commercial Excellence and other functions.BenefitsHybrid working model.Flexible working hours.Ticket Restaurants.Amazon product discount.Free Parking.Affinity University platform: professional development opportunities.Celebrations & Fun.Equal Opportunity StatementWe cultivate an inclusive culture that celebrates diversity. We firmly believe that embracing a variety of perspectives is integral to both our company’s success and the strength of our team. That’s why we are committed to providing equal opportunities for all.#J-18808-Ljbffr