Location: This is a hybrid role, offering a combination of being able to work remotely and from our Milan office.The OpportunityTo grow and retain a defined portfolio of customers in order to maximise growth and account retention to deliver commercial targets. Prioritisation of focus on highest potential customers, broadening contacts within accounts, determining opportunity size and discovery of customer strategic priorities, pain points and needs. Working in collaboration with the matrixed sales team to deliver results.What You Will Be Doing
Management of the account portfolio: development of clients, detection of opportunities, removal of barriers, client relationships, and presentation of our value proposition, services, and/or products.Deliver established KPIs following the commercial strategy set by the company.Teamwork with the Key Account Manager (KAM): establishing an account plan and developing it appropriately to achieve and surpass the set objectives.Client qualification: understanding the client's needs and purchase potential for RS, establishing sales forecasts.Planning of commercial activities according to the established account plan. Corrective actions if necessary.Commercial calls with clear objectives and results.Follow up of opportunities identified and qualified by the Sales Development Team and self-generated leads from existing portfolios / wider territory accounts.Negotiation of opportunities (projects, tenders, offers, contracts, products on demand, etc). Win-to-win negotiation following the company's rules and recommendations and considering the KPIs (margin and/or profit).Analysis, review, and monitoring of the account plan, corrective actions if necessary.Updating the client database. Error detection.Use of RS systems and tools.Creating and targeting revenue potential within your districts and regions.To maximize margin opportunities whilst demonstrating value for money.Creating and nurturing professional working partnerships with both field-based stakeholders & corporate stakeholders.Creating and executing a detailed understanding of the customers, markets, strategic suppliers & competitors.Collaborating with other departments and creating effective relationships with stakeholders to drive revenue, growth and customer satisfaction.To maintain service level agreements across all customer contact channels throughout operating hours.Broadening account network of contacts in target personas.Identification and validation of relevant customer spend potential.Discovery of customer procurement, inventory management and maintenance challenges and process.
What You'll Bring
Customer and results orientation.Effective planning and management of the commercial process and related actions.Effective communication, especially through phone and video calls.Negotiation.Analytical skills.Detection and generation of opportunities.Knowledge of Office (Word, Excel, PowerPoint, Teams).Effective teamwork.Flexibility and resilience.Salesforce experience.Awareness and understanding of the implications of contract terms and conditions.Proven experience of stakeholder management and the ability to manage and influence.Proactive & highly motivated with a proven record of achieving targets/objectives.Experience in developing customer relationships to drive sales growth.Self-starter with high level of enthusiasm for their role.A willingness to embrace change.
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