Head of Commercial, BGS

The Brink's Company (NYSE:BCO) is a leading global provider of cash and valuables management, digital retail solutions, and ATM managed services. Our customers include financial institutions, retailers, government agencies, mints, jewelers, and other commercial operations. Our network of operations in 51 countries serves customers in more than 100 countries.

We believe in building partnerships that secure commerce and doing that requires fostering an engaged culture that values people with different backgrounds, ideas, and perspectives. We build a sense of belonging, so all employees feel respected, safe, and valued, and we provide equal opportunity to participate and grow.

We are seeking an accomplished and dynamic Head of Commercial, BGS to join our team in Hong Kong. In this role, you will be accountable for driving profitable growth, strengthening customer relationships, optimizing pricing and go-to-market models, and ensuring alignment with global frameworks.

Key Responsibilities:

Commercial Strategy & Growth

• Define and execute the commercial strategy for Precious Metals, Luxury, Storage, Diamond and Jewelry, and other LoBs aligned with global and regional business objectives.
• Identify growth opportunities by market, customer segment, and service line; prioritize pipeline development and new business wins.
• Lead customer segmentation, value proposition refinement, and share-of-wallet expansion initiatives.
• Develop and implement strategic account plans for top National, regional, and global clients, in coordination with country leader and global KAM programs.

Financial & Pricing Management

• You will be the P&L owner of the entire BGS business in Hong Kong
• Design and implement pricing models for LOBs, ensuring alignment with cost structures, inflationary trends, and competitive landscape.
• Drive disciplined margin improvement initiatives including price realization, rebate structures, and contract profitability analysis.

Sales Leadership & Enablement

• Lead, coach, and develop a regional commercial team; build high-performance sales capabilities across hunters, farmers, and key account managers.
• Embed commercial excellence frameworks including sales process discipline, pipeline management, and CRM adoption.

Customer & Market Development

• Strengthen and expand long-term partnerships with key banks, retailers, fintechs, and government stakeholders.
• Position Brink's as the trusted partner for global Key Accounts
• Monitor competitive, regulatory, and macroeconomic developments; anticipate market shifts (e.g., digital adoption, central bank policies) and translate into commercial action plans.

Governance & Collaboration

• Collaborate closely with Regional Team, Global Product Leaders, and Operations to ensure seamless execution and alignment with the Brink's Strategic Framework.
• Ensure commercial governance through contract reviews, bid approvals, and pricing delegation of authority (DoA) compliance.

Preferred Qualifications:

• A bachelor's degree in business, logistics, or a related field is required. A master's degree would be an advantage.
• Minimum of 15 years of experience in sales or business development roles with at least 5 years of management experience is preferred.
• Strong expertise in B2B with exposure to commodities, valuable management, cash management, financial services, logistics, or adjacent industries.
• Proven track record in developing and closing large, complex end-to-end solutions.
• Strong commercial acumen in pricing, contract management, and P&L accountability.
• Excellent stakeholder management and negotiation skills with C-level customers and regulators.
• Ability to operate in a matrixed global organization, balancing strategic and tactical priorities.
• Excellent negotiation, presentation, and written communication skills (English required; Mandarin preferred).

• Strong organizational skills to manage multiple opportunities simultaneously.