LHH
For our client we are looking for a Sales Manager.
Responsabilità
Mission
Maximise sales, achieving commercial goals regarding revenues, market share and customer loyalty.
Activities
Business Strategy and Development ? Company Commercial Strategy Definition
- Estimate and define sales plan and profitability target;
- Finalise budget including sales program/campaign expenses;
- Develop sales approach to ensure the right customers are targeted and sales goals are met;
- Optimise sales processes to support defined approach;
- Periodically set and revise sales plans and objectives to direct performance and to achieve intended outcomes and allocate overall budgets to individual targets or quota;
- Define sales partner strategy and program architecture.
Funnel Management
- Analyse and evaluate commercial opportunities, ensuring their alignment with business strategy and objectives;
- Identify potential competitive scenarios carrying out competitive analysis;
- Develop a winning strategy (so-called win strategy), through actions that meet the needs of the customer, mitigate critical issues and enhance the strengths necessary to consolidate the competitive position of the Company;
- Identify the potential offers, in line with the win strategy, and the most suitable commercial offer to be presented to Customer;
- Negotiate with the customer in order to obtain the contract;
- Analyse and take decisions on whether or not to continue with a campaign (transition to the next phase);
- Monitor the plan of each campaign and the achievement of the main milestones;
- Manage commercial campaigns including the maintenance of campaign status reports.
Engagement in Relations with Foreign Customers ? Information Management
- Collect intelligence information, by identifying future operational needs and acquisition plans in the medium to long term, budgets, and the competitor situation;
- Make information available in a timely manner, organise periodic meetings, share and discuss key topics and potential problems through supporting documentation;
- Report requests from customers regarding unexpected specific questions, coordinating and agreeing the appropriate responses to the customer;
- Provide information about the general situation of the current contracts, the situation of existing and/or planned industrial and commercial collaboration agreements, the status of offers in progress and/or in preparation and related contractual negotiations including the potential involvement of other parts of the business, and any technical and commercial criticality or problem that may influence reputation;
- Involve others in meetings with customers whenever it is feasible and useful, with full transparency;
- Provide timely feedback for appropriate sharing and support in any actions agreed with the customer in the event in which joint visits are not possible;
- Inform in advance of a customer meeting the names of the participants, the objectives, and the meeting logistics;
- Involve others in meetings with the customer in which it can be expected to address specific issues relating to the order/product/service.
Engagement in Relations with Foreign Customers ? Advisor Management
- Support in the identification of Sales Promoters and Commercial Advisors and ensure their correct management, also taking into consideration any reputational aspects.
Profilo
Requirements
- Master's Degree in Engineering;
- Previous experience in roles involving direct customer interaction, preferably in commercial, sales, or business development environments;
- Proven experience in business strategy definition, sales planning, and commercial campaign management is considered an asset;
- Strong understanding of budgeting, forecasting, and commercial performance monitoring;
- Experience in bid and tender management, contract negotiation, and opportunity evaluation is a plus;
- Excellent communication skills in both Italian and English (written and spoken);
- Outstanding interpersonal and relationship management skills, with the ability to build and maintain strong relationships with customers and internal stakeholders;
- Strong negotiation skills and customer-oriented mindset.
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«I candidati, nel rispetto del D.lgs. 198/2006, D.lgs. 215/2003 e D.lgs. 216/2003, sono invitati a leggere l'informativa sulla privacy consultabile sotto il form di richiesta dati della pagina di candidatura (Regolamento UE n. 2016/679).
L'offerta è rivolta a candidati di entrambi i sessi, nel rispetto del D.lgs. 198/2006 e della normativa vigente in materia di pari opportunità. L'azienda promuove un ambiente di lavoro inclusivo e garantisce pari opportunità a tutte le persone, indipendentemente da genere, età, origine, orientamento sessuale o disabilità.»
Settore: Ingegneria
Ruolo: Commerciale/Vendite