Business Development Manager 1 1 1
Functional area: Business Development
Country: Italy
City: Vicenza
Company name: Multi Air Italia S.r.l
Date of posting: Aug 30, 2024
To maintain and strengthen growth of Pneumatech brand in Italy, we are selecting a Business Development Manager focused on overseeing the territory and promoting Pneumatech solutions.
Italy is rich in industrial applications and OEM producers using industrial gases (metal working plants, laser cutting machines, food & beverage, packaging, plastic production, wine making) that represent an important potential for Pneumatech compressed air & industrial gases solutions.
He/she will report to the Pneumatech Business Coordinator.
Mission
Business development (70%)
- Successfully pursue the achievement of the sales targets assigned to the area and to individual dealers / retailers, in quantitative and qualitative terms) according to the strategies of Industrial Air and CTS Business Lines.
- Conduct an in-depth market analysis and segmentation, to identify all potential segments to promote quality air and industrial gas solutions
- Promote Pneumatech solutions to Brand Portfolio dealers in coordination with the sales forces (sales engineers and agents), supporting them in all the sales cycle
- Active research business opportunities to final industrial users, proposing turnkey solutions
- Identify potential partners for the installation and service for compressed air and gas generation plants
- Project management for air and technical gas generation systems, collaborating with external subcontractors
- Identify main OEM constructors developing stable partnerships outside specialized compressed air dealers
- Build a sales network based on specialized business finders, OEM resellers, system integrators and engineering firms.
- Develop Pneumatech as a reference brand for high added value and niche applications
- Develop partnerships that guarantee a constant and repetitive order flow
- Making the brand known by inserting Pneumatech solutions in the tender specifications
- Train partners staff on new products, services, sales tools, supporting them even during commissioning when necessary
- Train technical and commercial staff on measurement tools, finding opportunities in the market for energy efficiency services
- Collect input data, define sizing to develop quotes, proposals, pre-sales technical documentation (dimensional layouts, P&ID, ROI of projects).
- Present project documentation, proposals pricing and commercial terms following negotiations directly or in support with the sales force
- Perform sessions with measurement devices for quality air Audits or to collect input data necessary for project dimensioning
- Prepare and present quotes, proposals, pricing, and commercial terms and conditions
- Develop and present sales materials, calculation tools, and promotional programs
- Support Pneumatech Business coordinator & Pneumatech Sales manager in all the activities related to brand development
- Relate with local service colleagues for aftermarket activities
- Participate in local trade shows, hold training events in the territory
- Cooperate with marketing team to develop an effective brand communication and awareness, in order to generate new leads and opportunities
- Create leads and opportunities that we can share with Multiair dealers' network
Competence sharing and development (25%)
- Develop and support colleagues to be more successful in selling air treatment equipment and services, across the various brands
- Provide updated feedback to the management on market requirements, new products, competitors' products, conditions and network,
- Continuous competence development by updating job knowledge, by participating in educational opportunities; reading professional publications; networking; and participating in professional air treatment organizations
Reporting (5%)
- Register customers base, sales activities, quotations, opportunities and leads on a daily basis
- Active use of the CRM system to report and seize cross brand opportunities
- CRM use for periodical reports related to activity, lost orders, closings, follow-up, and performance against sales goals.
- Sales funnel analysis to understand and improve sales efficiency
- Report immediately to the management any special information gathered through field activity (e.g. recommendations for product, service, pricing changes and evaluation of competitive developments).
Experience requirements
Proven experience in value sales with a high technical content, preferably in sector close to compressed air, territory management, negotiation skills, sales and technical presentations
Experience in Technical or Sales in compressed air business will be considered an important value added
Knowledge
Very good knowledge of English
Sales or Technical experience in similar fields, knowledge of quality air market and producers will be considered an added value
Skilled in IT tools like MS Office, Outlook, Power BI, daily use of CRM, CAD2-3D knowledge is considered a plus
Knowledge of the Brand organization and its products is an added value.
Educational requirements
High school diploma or Bachelor degree in industrial engineering disciplines, electrical and mechanical engineering;
Personality requirements
Very curious, precise and proactive person
Resourceful and entrepreneurial attitude
Willing to travel in Italy (70% of the time)
Very good level of communication and presentation skills
Country and city description
The main office will be in Montecchio (Vicenza-Italy), Ceccato PC premise
Preferred residential location: Nothern Italy
Passionate people create exceptional things
At Atlas Copco we believe in challenging the status quo, always looking for a better way. Our leading-edge technology enables us to innovate for a sustainable future.
We believe that people make it happen and with us you are empowered to act. Your ideas can make a real difference and contribute to the quality of life for people everywhere.
We offer a wide range of interesting job roles and many opportunities to grow. This is where it begins – Join us at the Home of Industrial Ideas.
