Key Account Manager WE/Turkey & Sales Area Manager Italy
Key Account Manager WE/Turkey & Sales Area Manager Italy Globally in charge of the assigned Key Accounts from the definition of individual strategies to the implementation and execution of tactics in order to build both a long-term projects pipeline as well as to ensure the timely and profitable close of individual deals impacting all Bakery applications (Soft Dough, Hard Dough, Pies & Tarts)
Coordinates and delegates the Bakery BU Sales Area Managers and the R&C FLS feeding and maintaining the CRM, and contributes defining the specifications of individual projects from initial RFQ to I&C finalized to drive OI & Sales growth
Cooperates with the entire Commercial organization (Sales, Application Management, Market & Pricing Analysis) in the BU and in R&C to develop dedicated Customer Playbooks aimed to maximize visibility over present and future projects, to prioritize the focus and to produce an action plan
Shapes-up, negotiates and closes Frame Agreements (including Pricing) and/or NDA in cooperation with other BU, R&C and Corporate functions
Coordinates and supports the resolution of customer claims
Organizes and executes dedicated Key Account leads, promotions & campaigns with other functions' support (e.g. Marketing)
Maintains and develops relationships with the customers' key decision makers at senior and operational levels (Marketing, R&D, Procurement, Manufacturing)
Coordinates VOC and OVOC campaigns with the support of BU Sales Area Managers and Application Managers, with R&C FLS to map customers CTQ and quantified/qualified needs in order to infeed the Bakery BU Innovation pipeline with value added solutions
Facilitates with other functions (especially Bakery BU Innovation, Engineering and Application Management) the definition, planning and execution of demonstrations and trials on the BEC lines in Colognola ai Colli
Delivers the agreed customers base annual budget for OI, GM (%) at OI, Sales, Hit Rate, Customer Share, CRM Pipeline
As Sales Area Manager Italy:
Produces and executes a Country Playbook mapping the market, targeting according to segments (Key Accounts and consolidated market) and producing a robust projects pipeline
Cultivates existing customers and expands the overall customer base by gaining new ones
Cooperates with the Inside Sales & Support team to promote, target and harvest the diffused market through focused campaigns, promotions & leads
Coordinates and drives the day-to-day Sales activities across the entire Bakery BU Applications spectrum and throughout the entire selling process (from RFQ to I&C) finalized to PO collection and Sales conversion
Prepares Sales plans, contributes budgets & forecasts, and aligns with other key functions on execution (e.g. Project Management, Engineering, Procurement, Manufacturing, Logistics)
In charge of CRM infeed and maintenance finalized to grow market visibility, projects pipeline and improve Hit Rate
Management of the regional agent's network (if applicable) including Sales and operational performance (engagement, commissions, compliance)
Aligns on Pricing, discounts, legal & commercial terms with the line Manager, Finance and Legal
Represents the Bakery BU during business negotiations, strictly following the agreements of Pricing and commercial terms aligned with the solid line Manager, Finance and approved PADB
Supports the Business in managing claims and risks associated with customers, applications and technologies
Supports strategy, business development and R&D activities, providing customer, competitor & market insights, and coordinating joint development activities with regional customers leveraging the BEC capability in Colognola ai Colli
Delivers the agreed country annual budget for OI, GM (%) at OI, Hit Rate, Sales, New Customers, M/S, CRM Pipeline
Degree (university) in engineering, economics or equivalent
Master's degree not required, but beneficial
Min 7 years experience in Sales functions, in customer facing roles with direct target achievement responsibility and commercial strategy definition
Ideally in Bakery. Necessarily in any other B2B Industrial capital intensive equipment sector
Experienced in international Sales
Strong commercial acumen and negotiation skills
Strong understanding of legal and commercial contracting
Fluent in Italian and English, preferably with a second or third language (French/Arabic)
Customer centricity with focus on needs and fulfilment of expectations
Strong communicator, with executive standing and able to present and behave in public at any level
Ability to handle complex commercial and technical challenges
Ability to manage in difficult situations, and to execute under time pressure
Capability to design, implement and execute a holistic commercial strategy and be the lead for short cycle achievements
#J-18808-Ljbffr