Responsibilities
The Sales Manager will drive profitable growth both within our current customer base and new prospects, increase customer satisfaction, drive productivity and achieve and exceed Element's booking objectives.
You will be responsible for the day-to-day management and coaching of our sales team in Italy, currently existing of 3 inside sales representatives and 2 business development managers who work from our locations in Crema and Padova.
Our Italian customers are primarily from the Energy (Oil&Gas) industry.
The role reports into the Divisional Sales Director Energy who is based in the Netherlands.
Your main responsibilities:
Establish and proactively maintain a strong professional relationship with key decision makers and influencers of key clients
Gather and analyse market and industry intelligence, metrics, and trends to determine customer needs
Expand business with dormant and existing accounts; prospects and develop new potential accounts
Drive new customer acquisition and penetration to generate growth
Identify opportunities early in the sales cycle to ensure maximum share of wallet for Element
Achievement of sales goals by converting, retaining and penetrating accounts
Identify full customer test needs to uncover additional opportunities within accounts across Element
Lead access and persuasion steps insales process, including qualifying, relationship building, needs evaluation, solution development/presentation and closing
Ensuring critical success factors are identified for key opportunities
Prepare reports and presentations showing sales volume by sector, region, location, potential sales, and areas of proposed client base expansion
Create and review Strategic Plan and Annual Plan to ensure adherence to initiatives and objectives
Partnering with Operations when needed in order to have seamless execution of the required tests
Skills / Qualifications
Significant sales experience, preferably within the TIC sector / a technical environment
Experience in interpreting testing procedures and requirement
Ample proficiency in Microsoft Applications (Word, Excel, Powerpoint) and CRM system
Availability, flexibility, and maturity to represent the company at a broad range of events/projects in the community, with customers and within the company
Ability to interface with clients, win new work and determine their requirements; develop proposals including cost estimates, work plan and terms and conditions
Ability to read and interpret documents such as customer quotes/contracts, marketing materials, and customer testing specifications
Fluent in both Italian and English, in writing as well as verbally is a must
LI-JM2