Infrastructure Sales Manager-Italy

Our client is a global leader in mineral-based performance solutions, serving a wide range of industrial markets including paints & coatings, construction, plastics, adhesives, and specialty chemicals. With a long history of innovation and manufacturing excellence, the company operates dozens of production sites worldwide and employs thousands of people across Europe, the Americas, Asia-Pacific, and Africa.

They are now looking for an experienced Infrastructure Sales Manager in Italy.

Job Summary

• Drive business development & market development within the geographical scope for Infrastructure business (Three kind of sales: direct sales, through distribution and through agency agreement).

• Key local resource to represent Group`s Infrastructure segment in all business dimensions.

Accountability

• Year-on-Year revenue and profit growth based on the challenges in market conditions.

• Effective and customer-centric organization

Key Results areas / Principal Responsibilities

• Participate in the sales budget (+ its revisions), sales forecasts.

• Animate the customer portfolio using the company CRM (Sales Force) for reports, sampling, complaints, prices, leads, competition.

• Animate and push actively business development and new opportunities (process through the CRM).

• Request & involve experts support (Supply Chain, technical, senior management).

• Develop if needed marketing study on specific topic and follow-up a linked action plan (like hydraulic dam, pipes, steel industry).

Responsibilities

Commercial plan building

• Elaborate annual budget, sales plans and forecasts for his/her perimeter. Review sales performance against targets.

• Execute the commercial roadmaps developed for their segment or products or geography and liaise with marketing teams for all this

• Follow technically jobsites at first level (at least on paper basis)

• Manage external distributor (review sales performance and technical follow up, cooperate in elaborating the budget)

Commercial plan execution and monitoring

• Coordinate effectiveness of sales and development strategies including ensuring appropriate analysis and action plans are in place

• Apply business routines that are servicing existing customer base at (or surpassing) expectations and developing new growth opportunities in each circuit and market segment

• Identify sales development targets, elaborate and implement appropriate development strategy

• Key account management Help / Negotiate contracts with customers, or possible sub-distributors, Agents. Work with the legal department to prepare the contract. Ensure contract follow up

• Implement actions requested by Customers through the visit reports

• Implement the pricing strategy in coordination with the area sales manager

• Coordinate activities with Zone Technical Support Manager for Infrastructure customers, according to agreed yearly objectives

• Ensure relevant impact of technical presentations, job site trials and development projects

• Represent the Group in front of Civil engineering associations such as Tunnelling or underground civil works association

Competencies and experience

• 5 + years experienced in heavy duty floors and hydraulic power station segment (Civil engineering environment - Ready-Mix or precast or Civil Engineering environment or Distribution/agency company)

• 5 years experience in B2P area, or in B2B2P

• Proven track record in Sales & Account Management

• Strong analytical and problem solving skills

• Strong verbal and written communication skills as well as negotiation capabilities

• Able to work with a variety of stakeholders across a business that include public and para-public authorities (e.g. cities, governments, and water, energy and transport operators), privately owned companies in industries such as metallurgy, oil & gas, and mining, and contractors and consulting engineers.

• The position requires a good understanding of the ecosystem and way to penetrate the market

• Strong organizational and sales skills

• Value-added solution selling

• Flexibility, resilience, pro-activity and motivation

• Interest in working in dynamic groups - team player

• Self Motivated; Taste for challenges

• Autonomous

• Entrepreneurial mentality is key

• Willingness to travel (60%)

• Languages : fluent in English, French usage could be a plus

Location:

Italy - home based