The main target of Atlas Copco's Oil Free Air Business Line is the result of Low Pressure business in Italy in terms of OR, OI, market share, and customer share growth in Italy.
To achieve this goal, the strategy we aim for is the following:
Support every single low pressure sales channel with marketing actions and sales follow-up. Detect and fill gaps in our sales teams to maximize presence and hit rate. Manage the business through the following sales channels: OEM with dedicated resources. Indirect channel network through current and new dealers in line with our strategy to increase our presence in the market. Agent network for Waste Water treatment plants deals, managing agents' contracts with the support of the internal legal department. Follow up on the direct sales funnel to increase sales efficiency and hit rate for low pressure. Work together with the Product Manager, utilizing marketing campaigns as main instruments for lead generation. Report results through monthly reports and BDM presentations. Drive the business through C4C (our CRM) and Faccts reports and dashboard monitoring effects, making appropriate corrections. The mission of the Sales Area Manager will be the pursuit of the above-reported points to reach the sales target, working with maximum cooperation with the Product Marketing Manager, OEM dedicated sales rep, sales reps generalist, communication department, and colleagues of other Business Lines.
From the monitoring of KPIs, the SAM will be responsible for:
Continuous market segmentation and new applications scouting for the range of assigned products. Definition and choice of commercial channels (OEMs, Installers, Indirect, Direct) for effective promotion of assigned products. Preparation of business agreements with OEMs or new dealers in cooperation with the BLM and CTS (Compressor Technique Service) colleagues if a technical support qualification is required. Having an effective and transparent approach to maximize results of sales engineers; providing technical and commercial support, and involvement in visiting new potential customers. Carry-over of all customer information, as well as all the activities such as visits, offers, etc., in the company CRM Cloud 4 Customers. Promotion of a professional image in all circumstances through personal actions and initiatives. Growth of the Company's reputation and brand image, operating consistently in line with the Group's fundamental values: commitment, interaction, and innovation. Continuously updating competences on both products and sales strategies by participating in specific training sessions organized. Becoming a resource in the development of new products or in the definition of improvements to existing products by sharing experience in the field with divisional Product Managers. What are we looking for? Engineering Degree. Experience in dealing with customers. Experience in selling in the B2B market would be a plus. Experience in managing a team or willingness to take on this larger responsibility. As we are a multinational company, English is mandatory! Other information: Ability to travel around Italian territory with high frequency (70% of the time). Passionate people create exceptional things.
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