Key Account Manager A&D (KAM)
AVL Italia S.p.A. offers a role in Italy (IT) as the Key Account Manager A&D (KAM) who represents AVL within the Aerospace & Defence Business Unit. The KAM serves as a competent partner for significant business accounts, establishing relationships at affiliate organizations where substantial volume exists or can be achieved. The role is responsible for managing strategic A&D customers in Italy across both the ITS and PTE portfolios, operating within a global account environment and ensuring alignment with other Key Account Managers worldwide.
Responsibilities
* Develop and implement strategic account plans to meet market business targets, exercising strategic judgment and autonomy in planning and execution.
* Take responsibility for sales plans and forecasts for assigned accounts, ensuring alignment with overall business objectives.
* Identify account growth opportunities and diversification into new areas, businesses, products, and services, including opportunities at the intersection of ITS and PTE offerings.
* Collaborate internally with the global network to deliver tailored solutions, leveraging flexibility to accommodate international time zones.
* Align account strategies with overall business objectives in collaboration with Sales Directors and Business Field Leaders.
* Ensure consistent offers, commercial and contractual conditions for assigned accounts, maintaining compliance with company policies.
* Support all commercial activities until final payment, accompany project work during order fulfilment, and assess customer satisfaction.
* Provide inputs for efficient offer preparation and lean offers.
* Approve and negotiate quotations and contracts according to company policies, exercising authority within defined guidelines.
* Monitor and analyse account performance, adjusting strategies as needed to achieve targets.
* Manage account sales support budgets and ensure data completeness and quality in CRM systems (Salesforce).
* Ensure compliance with AVL sales processes.
* Lead and manage the account team (if applicable), providing guidance, training, and support with a high degree of autonomy.
* Operate within a matrix organization without direct reports, acting as a key coordination point by collaborating cross‐functionally with internal stakeholders (Sales, Engineering, Operations) and across ITS and PTE Business Units, while working closely with Global Account Managers to ensure strategic alignment.
* Build, maintain, and grow relationships with key decision‐makers at customer organisations, ensuring long‐term strategic partnerships.
* Orchestrate relationship development and communication across multiple stakeholders.
* Manage complex customer situations, applying strong negotiation, mediation, and effective communication skills to address challenges and drive successful outcomes.
* Manage customer interactions to ensure responsiveness and satisfaction, applying discretion in prioritisation.
* Travel to meet customers (approx. 50%), their buying centres, and internal stakeholders as needed, leveraging flexibility in scheduling.
* Prepare, host, and lead customer meetings, ensuring follow‐ups and satisfaction assessments.
Profile / Qualifications
* Completed university or university of applied sciences (FH) degree, or equivalent, with a focus on technical and economic aspects.
* Driver's licence.
* Experience in sales or sales management in a business‐to‐business environment (5+ years), ideally in the aerospace, defence or high‐technology industrial sector.
* Experience developing business with aerospace & defence accounts (primes/OEMs, system integrators and their supply chain).
* Familiarity with A&D commercial/contractual frameworks and industrial security requirements (e.g. NOSI) is an advantage.
* Willingness to travel.
* English language skills (business fluent).
* French language (plus).
* Salary range: €55,000 – €75,000 gross per year (based on experience).
Location
Cavriago, Torino, Robassomero – Italy
Job Details
Contract Type: Permanent
Job ID: 39271
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