Regional Head of Adjacents

Regional Head of Adjacents – Hillebrand Gori US

Location: Edison, NJ

Job Purpose: The Regional Head of Adjacents is responsible for leading the strategic roadmap, commercial development and execution of the expanded portfolio covering beverage packaging, ingredients and non-alcoholic beverages across the region. This role builds and operationalizes a comprehensive regional strategy, sales playbook, and customer value proposition, positioning Hillebrand Gori as the specialist partner for customers in this segment.

The role ensures market growth, customer acquisition and retention, and sustainable profitability aligned with Group strategy, financial objectives and global guidelines. A key focus is to establish and scale a dedicated commercial capability within the network, accelerating the Adjacent category's contribution to regional performance.

Key Responsibilities:

Strategic Leadership & Market Development

• 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 & Customer Management

• 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 centered on collaboration, customer focus and continuous improvement.

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.
• Proficiency in MS Office applications, particularly PowerPoint and Excel.
• Domestic travel as required.

You'll be rewarded in many ways, such as:

• Belong to a diverse and dynamic culture that promotes inclusion, growth, and development
• Participate in comprehensive compensation (competitive salary and bonus incentive plan), benefits (including medical, dental, and vision), generous PTO plan (including sick days and Floating Holidays, and a 401k match
• Enjoy a hybrid work environment

Pay range: $100,000-150,000 total compensation, based on experience.