Position : Sales Manager Italy
Function: Sales
Country: ITALY
Location: Milan and Home-Office with regular presence at the commercial headquarters (Segrate - MI) and production plant (Offida - AP)
Supervisor: Cluster Sales Manager South Europe & South America Context
Key function for business development and involvement of the local Nexans Power Accessories Italy team
Manages sales for Italy and coordinates/supports all technical topics related to Nexans products
His contribution to the Strategic Plan and annual plans is of high importance Purpose
Business development of the Accessories (ABU) Business Unit in Italy
His/her main goal is to deliver the best performance for the business in full consistency with the overall ABU strategy and the values/internal rules of the Group. He/she leads and manages all business activities in his perimeter to achieve the targets
Area of responsibility
STRATEGY:
Define and execute the long-term and short-term commercial strategy for the perimeter, in line with ABU's overall strategy. The primary objective is the sustainable growth of turnover, the commercial margin and profitability. The strategy is detailed, well-documented, and reviewed periodically. It includes the following elements:
o Market trends (size, segmentation, competitive position, ...)
o Evolution of the product portfolio and service offering. Creating value through differentiated proposal
o Growth in new sub-segments and/or geographies
o Concrete actions for years N and N+1
o Develop, create and optimize sales channels in the area
o Provide first-line technical support to customers on the ground
Manage budgets, reports and sales forecasts in a timely manner
Ensure that the Nexans Group's global policies and initiatives are implemented within its perimeter.
PERFORMANCE MANAGEMENT
Consolidate and validate volume, revenue, and margin forecasts by product type on a monthly basis according to the S&OP process, with the goal of achieving the highest forecast accuracy.
Report sales and market information to R&D, customer service, supply chain, and manufacturing facilities.
Support the resolution of claims and contribute to the reduction/monitoring of overdue
GROWTH AND MARGIN OPTIMIZATION
Develop new customers and grow the sales with the existing one in a profitable way
Promote the improvement of the commercial margin in volume and percentage for the different types of customers, optimizing the product portfolio, the implementation of value-added services, prices and cost improvement initiatives.
Participate in product rationalization programs and actively contribute to the transformation program and specific initiatives to reduce complexity and increase profitability
INNOVATION
Keep up to date with the Competitors' product offerings and other developments relevant to the Utilities environment (changes in the technical specifications of the end user, general market evolution, etc.), building relationships with Sales, Customers and End Users
Communicate relevant technological changes/innovations to R&D
PRODUCT PORTFOLI
He has a comprehensive and in-depth knowledge of ABU's product offering:
o Technical specifications, design and costs
o Range of applications and sub-segments and comparison with comparable competitor products
o Nexans' industrial footprint (who produces what)
o Price and margin range and volume sold
Identify gaps and redundancies in the product portfolio and collaborate with R&D to reduce them
It can propose actions to avoid product proliferation (reduction of complexity), such as phasing out products or simplifying design
Expected results
Deliver or exceed the results according to the targets
Develop and execute the strategic objectives
Profitable sales development
Development of synergies with Nexans core business
Give Products, Market and Competitors trends info to the different Technical departments of PABG but also to the Marketing Department
Map his area with a global vision of the key players, volumes, price levels
Position Sizing
Turnover ~ 10 M€
Required skills, experience, and qualifications
Bachelor's degree in engineering or equivalent
5 years of professional experience in sales functions
International mindset
Thorough knowledge of power accessories market with a proven experience in the cable and/or accessories business
Fluent in English
Leadership skills
Experience in preparing and negotiating tenders
Power utilities, electrical equipment distributors, installers and renewable energy
Customer Dedication
Curiosity and passion