Head of Sales Steering

About Hillebrand Gori: A DHL Global Forwarding Company.

Hillebrand Gori is a powerhouse in beer, wine and spirits, with a heritage dating back to 1844, and has been part of the DHL Group since March 2022.

Specializing in the transportation and handling of delicate products, from individual bottles to large quantities, our reputation is built on experience, passion, and knowledge of the unique needs of these delicate products.

If you are passionate about logistics and customer service and want to join a world-leading company in beverage logistics solutions, you are in the right place.

Head of Sales Steering

The purpose of this position is to lead Global sales planning & effectiveness strategy to increase market share, sales volume, effectiveness and efficiency of the sales function, and enhance sales and marketing standards in line with business needs and objectives, Group guidelines and policies.

Manage group CPQ utilization, training and standard selling environment to support continued success in smaller customer segment

The key tasks are:


* Position CPQ as a critical commercial engine, ensuring adoption across offices to strengthen C-D-P account management through standardized selling, faster quoting, and higher sales effectiveness.


* Lead the global sales planning strategy, aligning country plans with business priorities, HG guidelines, and long-term commercial objectives.


* Design, coordinate, and execute key commercial initiatives across planning, sales channels, customer segmentation, sales capability, compensation design, and performance analytics to elevate sales and pricing efficiency.


* Lead development and improvement of systems to effectively assess and monitor sales processes and activities


* Act as a senior expert and advisor to leadership on all topics related to sales performance, sales processes, and commercial excellence.


* Provide senior management with reporting tools and drive deployment to monitor progress and propose training on new technology


* Accelerate sales growth by identifying process inefficiencies, uncovering improvement opportunities, and proactively advising management on risks and corrective actions.


* Translate HG’s strategy into measurable sales targets, propose optimal customer allocation across channels, and continuously evaluate the sales organization to increase cost efficiency.


* Boost sales effectiveness and productivity through robust KPI measurement, best-practice sharing, and systematic benchmarking across countries.


* Review and audit sales processes, competencies, and performance, turning insights into actionable development plans.


* Drive development agenda for sales, understand and implement initiatives to raise skill levels of sales management


* Organize, budget and execute sales training and coaching programs, using internal and external suppliers


* Regularly enhance quality or value of existing sales performance...