A company specialising in the production of high-quality confectionery and pastry products is seeking a Head of Sales Italy to lead commercial development across the domestic market, driving revenue growth, profitability and expansion across multiple sales channels.
Reporting directly to the CEO and the company’s ownership, the successful candidate will define and implement the commercial strategy for Italy, develop new business opportunities, strengthen existing customer relationships and contribute to building a structured, scalable and results-oriented commercial function.
The primary objective of the role will be to accelerate business growth by identifying opportunities across customers, channels, geographical areas and product categories, and translating them into measurable commercial results.
Key Responsibilities
Commercial Strategy and Business Development
- Define and implement the commercial strategy for the Italian market in line with the company’s growth objectives.
- Identify and develop new business opportunities across customers, channels, geographical areas and product categories.
- Acquire new customers and establish commercial partnerships, focusing on the segments and channels with the greatest potential.
- Consolidate and expand the existing customer portfolio through cross-selling, assortment development and targeted growth initiatives.
- Define commercial plans, priorities and measurable objectives.
- Manage pricing, margins, commercial terms and product mix to support sustainable and profitable growth.
- Take direct responsibility for the commercial performance of the Italian market.
- Contribute to the evolution of the company’s commercial model and positioning.
Customer and Channel Development
- Expand the company’s presence across foodservice and retail channels.
- Directly manage relationships with key accounts and strategic customers.
- Lead major commercial negotiations, defining agreements, conditions and customer development plans.
- Identify new distribution opportunities throughout Italy.
- Monitor the market, competitors, consumer trends and developments across the relevant sales channels.
Sales Execution and Performance Management
- Translate the commercial strategy into operational plans and measurable targets.
- Introduce and consolidate commercial processes, KPIs and performance-management tools.
- Monitor sales, margins, product mix, pipeline development and customer performance.
- Improve sales forecasting and contribute to the company’s planning process.
- Work closely with Operations to ensure alignment between commercial development, production capacity and service levels.
Marketing and Product Development
- Collaborate with Marketing on the positioning of the company’s offering in the Italian market.
- Contribute to trade marketing initiatives and commercial plans for customers and channels.
- Provide structured insight into customer needs, market developments and emerging trends.
- Support the launch of new products and categories by contributing to their commercial strategy.
- Identify innovation opportunities through direct engagement with customers and the market.
- Ensure consistency between commercial strategy, positioning, pricing and product development.
Commercial Organisation and Team Development
- Contribute to the creation of a structured and scalable commercial function.
- Assess and develop the commercial organisation in line with the company’s growth requirements.
- Progressively build, coordinate and develop the sales team and sales network.
- Establish clear responsibilities, objectives, processes and ways of working.
- Promote a commercial culture based on accountability, data, disciplined execution and results.
Candidate Profile
We are seeking a commercially driven professional who has made a tangible contribution to the growth of food companies in the Italian market and possesses an in-depth understanding of the sector’s commercial and distribution dynamics.
The ideal candidate will have gained experience in dynamic, entrepreneurial organisations with ambitious growth plans and will be able to combine strategic vision with hands-on execution.
Candidates should demonstrate a successful track record in:
- Developing new customers and business opportunities.
- Growing existing customers and sales channels.
- Managing strategic customers and complex commercial negotiations.
- Building qualified sales pipelines and converting them into measurable results.
- Managing pricing, margins and commercial terms.
- Introducing commercial processes and performance-management tools.
- Building, coordinating and developing sales teams or sales networks.
Preference will be given to candidates who have contributed to a significant phase of business growth and are motivated by the opportunity to build and develop a commercial project, rather than simply manage established structures and mature customer portfolios.
The position requires a player-coach approach: the ability to define priorities, processes and commercial development methods must be complemented by direct involvement in new customer acquisition, key account management and the company’s most important negotiations.
Experience and Requirements
- 10–15 years of commercial experience in the food industry, including significant responsibility for the Italian market.
- Direct experience in new customer acquisition and business development.
- Strong knowledge of the commercial and distribution dynamics of the Italian food market.
- Experience managing strategic customers and key accounts.
- A demonstrable track record of revenue and business growth.
- Experience managing pricing, margins and complex commercial negotiations.
- Experience managing and/or developing sales teams or sales networks.
- Ability to use data, KPIs and forecasting tools to support commercial decision-making.
- Degree in Economics, Marketing, Business Administration or a related discipline, preferably.
- Full professional proficiency in both Italian and English is required.
- Availability to travel throughout Italy.
Preferred Industry Background
Experience in one or more of the following sectors will be considered an advantage:
- Bakery and baked goods.
- Industrial pastry and confectionery.
- Desserts.
- Premium food products.
Personal Attributes
- Entrepreneurial mindset and strong sense of ownership.
- Pragmatic approach and strong execution capabilities.
- Credibility and authority in commercial relationships.
- Ability to operate effectively in dynamic and evolving environments.
- Energy, resilience and a strong results orientation.
- Ability to collaborate effectively across business functions.
The ideal candidate will combine strategic capability with a strong market presence and a practical, operational approach suited to a growing entrepreneurial organisation.
Employment Terms
- Permanent, full-time employment contract.
- Gross annual salary: €75,000–€85,000.
Location
Province of Treviso, Italy
This vacancy is open to candidates of all genders in accordance with Italian Legislative Decree No. 198/2006.