YOUR RESPONSIBILITIES:
1. Develop and implement strategic account plans to meet market business targets, exercising strategic judgment and autonomy in planning and execution
2. Take responsibility for sales plans and forecasts for assigned accounts, ensuring alignment with overall business objectives
3. Identify account growth opportunities and diversification into new areas, business fields, products, and services, applying independent decision-making authority, including opportunities at the intersection of the ITS and PTE offerings
4. Collaborate internally with the global network to deliver tailored solutions, leveraging flexibility to accommodate international time zones
5. Align account strategies with overall business objectives in collaboration with Sales Directors (SD) and Business Field Leaders (BFL)
6. Ensure consistent offers, commercial and contractual conditions for assigned accounts, maintaining compliance with company policies
7. Support all commercial activities until final payment, accompany project work during order fulfilment, and assess customer satisfaction
8. Provide inputs for efficient offer preparation and lean offers
9. Approve and negotiate quotations and contracts according to company policies, exercising authority within defined guidelines
10. Monitor and analyse account performance, adjusting strategies as needed to achieve targets
11. Manage account sales support budgets and ensure data completeness and quality in CRM systems (Salesforce)
12. Ensure compliance with AVL sales processes
13. Lead and manage the account team (if applicable), providing guidance, training, and support with a high degree of autonomy
14. Operate within a matrix organization without direct reports, acting as a key coordination point by collaborating cross-functionally with internal stakeholders (Sales Organization, Engineering, Operations) and across ITS and PTE BUs, while working closely with Global Account Managers to ensure strategic alignment.
15. Build, maintain, and grow relationships with key decision-makers at customer organizations, ensuring long-term strategic partnerships
16. Orchestrate relationship development and communication across multiple stakeholders
17. Manage complex customer situations, applying strong negotiation, mediation, and effective communication skills to address challenges and drive successful outcomes.
18. Manage customer interactions to ensure responsiveness and satisfaction, applying discretion in prioritization
19. Travel to meet customers (approx. 50%), their buying centers, and internal stakeholders as needed, leveraging flexibility in scheduling
20. Prepare, host, and lead customer meetings, ensuring follow-ups and satisfaction assessments.
YOUR PROFILE:
21. Completed university or university of applied sciences (FH) degree, or equivalent, with a focus on technical and economic aspects
22. Driver’s License
23. Experience in sales or sales management in a business-to-business environment (5+ years), ideally in the aerospace, defence or high-technology industrial sector
24. Experience developing business with aerospace & defence accounts (primes/OEMs, system integrators and their supply chain)
25. Familiarity with A&D commercial/contractual frameworks and industrial security requirements NOSI) is an advantage
26. Negotiation skills
27. People management skills
28. Willingness to travel
29. English language skills (business fluent)
30. French language (plus)
31. Salary range: €55,000 – €75,000 gross per year (based on experience).
Contact RecruiterTalent Acquisition: Mariele Lo Bianco
ABOUT AVL Italia Italia, founded in 1980, provides the full portfolio of AVL technologies at the local level, offering customized solutions tailored to its customers.
With more than 40 years of experience and the support of a strong, highly qualified local team, AVL Italia is committed to making sustainable mobility a reality for everyone. It also supports companies and industrial partners in transitioning to cleaner energy sources and adopting advanced technologies to reduce environmental impact.