Key Account Manager A&D (KAM)
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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). xjrgpwk
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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