About DW Reusables
DW Reusables is a worldwide leader in reusable injection-moulded packaging — beverage crates, pallets, totes, trays, and customer-specific solutions. With more than 60 years of experience working for the world's most famous brands, we have pioneered the most important innovations in reusable beverage packaging.
Headquartered in Belgium, with manufacturing sites in Poland, Spain, and Croatia, we are a strategic European player committed to the circular economy — helping customers replace single-use packaging with sustainable, closed-loop returnable systems.
We offer an international environment with a warm, collaborative atmosphere and short lines of communication.
Role Purpose
DW Reusables is entering a phase where new markets and segments must be created, not managed. The Commercial Director is accountable for defining where DW should play next, building early commercial traction, and translating that traction into a scalable commercial structure and a more effective sales organisation. This is a builder role — not an optimiser role.
Key Responsibilities
1. Define Commercial Focus & Market Direction
- Independently investigate and frame potential new segments and verticals
- Define and articulate the logic behind market selection (customer needs, value pools, DW capabilities)
- Translate ambiguity into clear strategic choices: where to focus and where not to play
2. Build Early Market Traction — Personally
- Personally lead first customer engagements in new segments
- Identify and secure lighthouse customers and early reference projects
- Shape and sell early value propositions before full portfolios or processes exist
- Convert early customer learning into clear commercial logic and priorities
3. Build a Scalable Commercial Operating Model
- Translate early traction into a simple, repeatable commercial operating model
- Design customer segmentation, account development frameworks, and pipeline discipline
- Build pragmatic tools and processes that increase Sales effectiveness
4. Scale & Professionalise Sales Execution
- Actively coach Sales Managers and teams based on real deals and field execution
- Lead through joint customer visits, deal reviews, and direct feedback
- Move the organisation from transactional to structured, value-based selling
- Set clear expectations and intervene decisively when execution falls short
5. Anticipate & Bridge Organisational Gaps
- Anticipate where product, process, or readiness will lag commercial needs
- Create pragmatic workarounds to protect momentum
- Act with incomplete data — balance ambition with credibility
What Success Looks Like — First 12 Months
- Clear commercial focus on priority go-to-market segments defined
- First lighthouse customers and reference projects secured
- A clear, repeatable commercial operating model in place
- Sales team operating with clearer focus, discipline, and follow-up
- Tangible shift from opportunistic to structured selling
Your Profile
Must-have
- Proven track record building a market, segment, or commercial model from scratch
- Ability to explain how you defined where to play, entered a market, and created early traction
- Hands-on commercial leadership in complex B2B environments
- Comfort operating with ambiguity and limited organisational readiness
- Track record of pushing decisions forward and challenging assumptions constructively
Preferred Background
- Experience in industrial, manufacturing, or technical product environments
- Exposure to early-stage growth, new market entry, spin-offs, or turnaround situations
- Background in less-structured or entrepreneurial organisations
Personal Attributes
- Builder mindset: prefers creating over coordinating
- Structured thinker with a strong bias to action
- Comfortable with ownership, accountability, and constructive challenge
- Pragmatic, resilient, and execution-oriented
How to Apply
We welcome applications from candidates who match the profile above. Please submit your CV and a brief cover letter to:
Please include the job title as the subject line. Applications are reviewed on a rolling basis.
DW Reusables is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.
Why work for us?
We’re a team that values reliability, collaboration and long-term thinking.
You’ll work in an environment where ideas are heard, ownership is encouraged and people support each other.
A hands-on, collaborative culture
We work together, across teams and with our clients, to find solutions that work in practice.
Room to grow and take ownership
You’re trusted to take initiative and develop your role within the company.
Long-term mindset
We build relationships and solutions that are made to last, not quick wins.
A stable and reliable environment
A strong foundation where you can focus on doing meaningful work.
Let’s build your solution together
