Job Purpose
The Regional Head of Adjacents isresponsible for leading the strategic roadmap, commercial development andexecution of the expanded portfolio covering beverage packaging, ingredientsand non‑alcoholic beverages across the region. This role builds andoperationalizes a comprehensive regional strategy, sales playbook, and customervalue proposition, positioning Hillebrand Gori as the specialist partner forcustomers in this segment.
The role ensures market growth, customeracquisition and retention, and sustainable profitability aligned with Groupstrategy, financial objectives and global guidelines. A key focus is toestablish and scale a dedicated commercial capability within the network,accelerating the Adjacent category's contribution to regional performance.
Key Responsibilities:
Strategic Leadership & MarketDevelopment
- 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.
Commercial Execution & CustomerManagement
- Build and manage regional sales unit dedicated to the Adjacent business line.
- Support country organizations in defining, executing and reviewing Adjacent growth plans.
- Coordinate 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.
Collaboration, Governance &Execution Excellence
- 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.
People Leadership
- Build, coach and inspire regional commercial teams to deliver on key account strategies and country business plans.
- Foster a high-performance culture centred on collaboration, customer focus and continuous improvement.
Experience & Qualifications:
Professional & Leadership Experience
- 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.
Education & Industry Knowledge
- University degree required advanced degree preferred.
- Strong understanding of ocean freight markets and solutions, experience in beverage or liquids logistics beneficial but not mandatory.
Leadership & Stakeholder Management
- Proven ability to lead cross-functional and virtual teams.
- Experience engaging and influencing senior executives, internal partners and external stakeholders.
Communication & Executive Presence
- Excellent executive communication, presentation and negotiation skills.
- Strong stakeholder presence with the ability to represent the business in senior-level customer and partner meetings.
Commercial Mindset
- 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.
Language & Business Skills
- Fluency in English (written and spoken) required.
- Strong planning, organizational and prioritization abilities.
