HEAD OF SALES EXCELLENCE

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The IMA Group is a world leader in the design and manufacture of automatic machines for the processing and packaging of pharmaceutical, cosmetic, food, tea and coffee products as well as in the automation of industrial processes. We are constantly focused on innovation, through significant investment in R&D and constant dialogue with customers, the local area and the supply chain, we promote an environmentally friendly attitude with a view to achieving sustainable development. Our history is characterized by steady growth, also achieved through continuous investment in the development of people and their skills. We are over 7,000 employees, 59% of whom are in Italy and 41% in the rest of the world, present in more than 80 countries.

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IMA FLX HUB designs flexible packaging turnkey solutions and machinery for the food, pharmaceutical, wet wipes and pet markets.

Place of work: Marie-Curie-Allee 8, 25358 Horst (Holstein), Germania

JOB SUMMARY

The Head of Sales Excellence is responsible for driving the overall effectiveness, productivity, and strategic development of the global sales organization.

This role leads the design and implementation of best‑in‑class sales processes, tools, training programs, and performance frameworks to enable sustainable revenue growth.

The ideal candidate brings a strong combination of strategic thinking, operational expertise, and a collaborative leadership style.

Key Responsibilities:

1. Sales Strategy & Enablement

• Develop and execute a comprehensive Sales Excellence strategy aligned with corporate goals.
• Define standardized sales methodologies, processes, and KPIs across all sales regions.
• Drive adoption and continuous improvement of sales tools (CRM, analytics platforms, forecasting tools).

2. Performance Management

• Establish a robust performance measurement framework to track sales productivity and effectiveness.
• Own the global sales forecasting process and ensure accuracy, transparency, and consistency.
• Identify performance gaps and collaborate with sales leadership to implement targeted improvement plans.

3. Training & Capability Building

• Design and manage global sales onboarding and continuous training programs.
• Implement competency models and certification programs to ensure consistent capability development.
• Coordinate with HR and Sales Leaders to build a high-performing, learning‑oriented sales culture.

4. Process Optimization

• Lead initiatives to streamline and standardize end‑to‑end sales processes.
• Introduce best practices for pipeline management, account planning, and opportunity qualification.
• Serve as a key stakeholder for digital transformation projects impacting the sales organization.

5. Cross-Functional Leadership

• Work closely with Marketing, Product, Finance, and Operations to align commercial strategies.
• Collaborate with IT to ensure sales systems support business needs efficiently.
• Act as a strategic business partner to senior sales leaders globally.

MUST HAVE

• Bachelor’s degree in Business, Economics, Marketing, or related field; MBA preferred.
• 7–10+ years of experience in Sales Excellence, Sales Operations, or Commercial Strategy.
• Proven track record in leading large-scale sales enablement or transformation projects.
• Experience in an international or matrix organization is a strong plus.
• Strong analytical and strategic-thinking skills.
• Excellent communication and stakeholder management capabilities.
• Deep understanding of CRM systems (e.g., Salesforce, Dynamics), analytics tools, and sales methodologies.
• Ability to lead cross-functional teams and influence without direct authority.
• High level of business acumen and commercial insight.

WHAT WE OFFER

• GLOBAL ENVIRONMENT: A dynamic, collaborative, and international work environment.
• DIVERSITY & INCLUSION CULTURE: promoted through the Corporate Code of Ethics and dedicated programs.
• CONTINUOUS LEARNING: as a strategic asset for the development and motivation of people.
• WELLBEING: Competitive compensation package, including performance-based incentives. Professional development and career advancement opportunities.

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People who intend to apply will be contacted and included in the selection process in respect of equal gender opportunities, diversity, inclusivity and based on the skills and experience acquired.