[rif. l73949720] GEA - View Jobs Description

Key Account Manager WE/Turkey & Sales Area Manager Italy

Why join GEA

Job information

JR-0030203

Sales

Full time

Viale del Lavoro 50, 37030 Colognola ai Colli VR

As Key Account Manager Europe & Turkey:

• Globally in charge of the assigned Key Accounts from the definition of individual strategies to the implementation and execution of tactics in order to build both a long-term projects pipeline as well as to ensure the timely and profitable close of individual deals impacting all Bakery applications (Soft Dough, Hard Dough, Pies & Tarts)
• Coordinates and delegates the Bakery BU Sales Area Managers and the R&C FLS feeding and maintaining the CRM, and contributes defining the specifications of individual projects from initial RFQ to I&C finalized to drive OI & Sales growth
• Cooperates with the entire Commercial organization (Sales, Application Management, Market & Pricing Analysis) in the BU and in R&C to develop dedicated Customer Playbooks aimed to maximize visibility over present and future projects, to prioritize the focus and to produce and action plan
• Shapes-up, negotiates and closes Frame Agreements (including Pricing) and/or NDA in cooperation with other BU, R&C and Corporate functions
• Coordinates and supports the resolution of customer claims
• Organizes and execute dedicated Key Account leads, promotions & campaigns with other functions’ support (e.g. Marketing)
• Maintains and develops relationships with the customers’ key decision makers at senior and operational levels (Marketing, R&D, Procurement, Manufacturing)
• Coordinates VOC and OVOC campaigns with the support of BU Sales Area Managers and Application Managers, with R&C FLS to map customers CTQ and quantified/qualified needs in order to infeed the Bakery BU Innovation pipeline with value added solutions
• Facilitates with other functions (especially Bakery BU Innovation, Engineering and Application Management) the definition, planning and execution of demonstrations and trials on the BEC lines in Colognola ai Colli
• Delivers the agreed customers base annual budget for OI, GM (%) at OI, Sales, Hit Rate, Customer Share, CRM Pipeline

As Sales Area Manager Italy:

• Produces and executes a Country Playbook mapping the market, targeting according to segments (Key Accounts and consolidated market) and producing a robust projects pipeline
• Cultivates existing customers and expands the overall customer base by gaining new ones
• Cooperates with the Inside Sales & Support team to promote, target and harvest the diffused market through focused campaigns, promotions & leads
• Coordinates and drives the day-to-day Sales activities across the entire Bakery BU Applications spectrum and throughout the entire selling process (from RFQ to I&C) finalized to PO collection and Sales conversion
• Prepares Sales plans, contributes budgets & forecasts, and aligns with other key functions on execution (e.g. Project Management, Engineering, Procurement, Manufacturing, Logistics)
• In charge of CRM infeed and maintenance finalized to grow market visibility, projects pipeline and improve Hit Rate
• Management of the regional agent’s network (if applicable) including Sales and operational performance (engagement, commissions, compliance)
• Aligns on Pricing, discounts, legal & commercial terms with the line Manager, Finance and Legal
• Represents the Bakery BU during business negotiations, strictly following the agreements of Pricing and commercial terms aligned with the solid line Manager, Finance and approved PADB
• Supports the Business in managing claims and risks associated with customers, applications and technologies
• Supports strategy, business development and R&D activities, providing customer, competitor & market insights, and coordinating joint development activities with regional customers leveraging the BEC capability in Colognola ai Colli
• Delivers the agreed country annual budget for OI, GM (%) at OI, Hit Rate, Sales, New Customers, M/S, CRM Pipeline

Your profile and qualifications:

• Degree (university) in engineering, economics or equivalent
• Master’s degree not required, but beneficial
• Min 7 years experience in Sales functions, in customer facing roles with direct target achievement responsibility and commercial strategy definition
• Ideally in Bakery. Necessarily in any other B2B Industrial capital intensive equipment sector
• Experienced in international Sales
• Strong commercial acumen and negotiation skills
• Strong understanding of legal and commercial contracting
• Fluent in Italian and English, preferably with a second or third language (French/Arabic)
• Customer centricity with focus on needs and fulfilment of expectations
• Strong communicator, with executive standing and able to present and behave in public at any level
• Ability to handle complex commercial and technical challenges
• Ability to manage in difficult situations, and to execute under time pressure
• Capability to design, implement and execute a holistic commercial strategy and be the lead for short cycle achievements