· Key-account level strategy: Define and drive execution of Italy Ambient OEM level key account strategy for Canned and RTE in line with overall Ambient OEM and Europe region strategy· PL Ownership: Own E2E PL for Ambient OEM business in Italy Ambient OEM and be accountable for market topline and bottomline perrformance· Commercial excellence: Enhance commercial excellence across Italy Ambient OEM ; ensure consistent deployment across key accounts, demonstrate track-record in new account penetrations, cross-category sales and share of wallet growth for priority accounts, create enduring client relationships, and actively share / search / adopt best practices from other regions· Operational collaboration: Working through Europe Demand Planner, supportseamless coordination withGlobal Ambient Manufacturing Supply Chain teams through SOP process· People: Motivate, lead and challenge team members to reach / exceed BU and individual targets and objectives. Improve and sustain employee engagement scores for Italy Ambient OEM to be within the top quartile. Build longer term view/plan around people; prepare succession plans at different levels. Set a positive working culture within Italy Ambient OEM and with teams across Thai Union· Set strategic direction • o Define and drive execution of sales strategy across Italy Ambient OEM, incl. account prioritization and supporting KAMs on relationship management and key negotiations • o Provide inputs to Europe Commercial Lead to set customer-level sales KPIs across respective country / cluster, monitor performance and proactively intervene to close gaps vs. targets • o Review and make recommendations to Europe Commercial Lead on proposed initiatives, projects, and investments from KAMs, ensuring alignment with overall Europe commercial strategy · Lead E2E PL growth • o Driveand be accountable for topline and bottomline performance for key accounts in scope • o Be accountable for E2E profitabilityfor key accounts within agreed COGS baseline • o Set yearly financial targets and work with demand planning on forecast of annual volumes for each account • o Identify any financial risk that may impact achieving PL targets, and work directly with Europe Commercial Lead to mitigate any issue· Commercial excellence • o Drive customer account pipeline growth and new account penetration • o Strengthen customer relationships with existing accounts, including directly managing high-priority account relationships • o Develop and drive implementation of initiatives to grow share of wallet, including driving cross-category sales • o Drive improvements in service levels and customer satisfaction • o Collaborate with Europe Commercial Lead to build relationships and drive negotiations with BU key strategic accounts for Italy Ambient OEM (e.g., Top 10 BU accounts) • o Build and maintain awareness of competitor development, prices of contracts closed in market(s) as well as developments on sustainability · Operational Collaboration • o Ensure that demand planning team has necessary inputs (e.g. sales forecasts) to seamlessly coordinate with Ambient Manufacturing Supply Chain through SOP process; share feedback on production service levels • o Collaborate with Europe demand planning team to enrich demand planning baseline and provide insights on new / discontinued accounts · Commercial Collaboration • o Collaborate with other KAMs to share market insights and adapt best practices • o Work with relevant commercial teams on joint go-to-market strategy for shared customers across different countries / clusters • o Work hand-in-hand with sales support team to ensure orders are being fulfilled / customers are receiving after-sales support • o Align with Seafood Branded Key Account Leads on approach to shared customers (i.e., customers where we sell both branded and OEM products to) · Innovation Collaboration • o Drive coordination with the Ambient OEM RD teams to ensure seamless process for both customer development projects and new product development projects, including supporting right prioritization of projects and productivity improvements • o Provide input on Italy Ambient OEM innovation pipeline for new product development projects with the Ambient OEM RD Lead and NPD Lead to ensure pipeline is well positioned to meet customer needs • o Share ongoing market insights and feedback from customers to Ambient OEM RD team for New Product Development • o Track status of all running projects and provide support for mitigation with project managers • · People and leadership o Motivate, lead, and challenge team members to reach/ exceed business unit targets and objectives • o Build a new cohesive and collaborative Italy Ambient OEM team comprising members based in different countries; drive a positive sharing culture across Italy Ambient OEM team and with other teams across Thai Union • o Create a positive working culture to attract, develop and retain talent as well as drive employee satisfaction within the scope, in collaboration with HR • o Coach teams on daily activities to fully leverage talent of the team; proactively identify high-potential talents in the teamProfil : • · Strong knowledge of Italian market in similar category or commodised business • · Strong proficiency in B2B OEM sales, regional sales, business strategy, and PL ownership with the ability to identify and analyze complex problems and develop effective solutions and develop long-term strategic plans • · Demonstrates strong relationship management skills, able to develop long-term customer relationships • · Excellent communication skills to effectively convey commercial and technical information to team members, internal, and external stakeholders • · Strong interpersonal skills to foster a culture of collaboration and effectively drive cross-functional collaboration