Job Purpose:
To lead the development and execution of strategic sales and business growth initiatives across Italian territory, with a focus on End Users, A&E consultants and key channel partners.
This role combines key account management, solution-based selling, and project development to drive sustainable growth through both existing relationships and new business opportunities.
Reporting to:
Country Manager (Italy & Greece)
Direct Reports:
None
Location:
Field-based (Italy)
Key Responsibilities:
Strategic Business Development
* Identify vertical market challenges (e.g., City Surveillance & Smart City, Energy & Critical Infrastructure, Retail) and offer tailored, value-driven Hanwha Vision solutions.
* Develop and manage a pipeline of new business opportunities from early-stage lead through to order conversion.
* Actively create demand and influence project specifications by working closely with consultants, specifiers, M&E, and building contractors.
* Collaborate with regional and national sales teams to ensure seamless handover of specified projects and maintain customer satisfaction through to delivery.
* Monitor industry trends, competitor activity, and market dynamics to inform strategic direction.
Channel & Key Account Management
* Maintain regular contact with key clients and partners, including A&E consultants and end users, to ensure satisfaction, product availability, and opportunity identification.
* Manage and grow relationships with Distributor staff, System Integrators, and other STEP partners in the assigned area of competence.
* Promote and deliver training on Hanwha Vision products and software to partners to drive solution adoption.
Solutions & Specification Development
* Position Hanwha Vision technologies (e.g., SSM & WAVE VMS) within early-stage project discussions.
* Engage in consultative selling to develop bespoke solutions aligned with customer pain points.
* Collaborate with technical and marketing teams to develop vertical-specific sales materials and tools.
* Work with technology partners to position Hanwha as part of end-to-end or preferred solutions in the consultant community.
Commercial Planning & Reporting
* Track and report sales activity, project status, and pipeline updates through Salesforce CRM and other internal reporting systems.
* Analyse and evaluate business development methods, project outcomes, and ROI to drive continuous improvement.
* Support the wider sales team in achieving national and regional targets through aligned efforts and cross-functional collaboration.
Brand & Market Presence
* Represent Hanwha Vision at trade shows, industry events, and partner engagements.
* Help elevate the company’s image as a trusted, innovative, and solution-focused provider in the security and surveillance industry.
Performance Measurement:
Performance will be assessed on:
* Project Order Intake (volume and value) in assigned verticals and regions.
* Growth and development of existing key accounts.
* Contribution to national sales performance and strategic initiatives.
* Successful specification and “pull-through” of projects into order.
Key Requirements:
* Proven experience in a similar role within the security industry.
* Strong understanding of the complex sales process, involving End Users, consultant (A&E), and channel partners (Integrators and Distributors)
* Demonstrated success in developing business through specification and consultative selling.
* Experience working with System Integrators, Distributors, Consultants, and End Users.
* Proficient in Microsoft Office Suite (Excel, PowerPoint) and CRM tools (e.g., Salesforce).
* Ability to manage complex sales cycles and large-scale projects.
* Excellent communication, presentation, and interpersonal skills.
* Strategic thinker with a hands-on, results-driven approach.
* Highly organised, with strong attention to detail and ability to work autonomously.
* Degree-level education in Business, Technical or related field.
* Full clean Italian driving license.
* Italian mother tongue - Fluent in English.
Location:
* Field-based with regular client visits, site meetings, and industry events.
* Required to attend meetings in Hanwha Vision Milan office when requested and HQ in Chertsey, (HQ) as necessary.