Os fornos combinados profissionais da Unox são ideais para gastronomia e panificação. Permitem cozinhar a vácuo, a vapor, desidratar, gratinar, dourar, assar em baixas e altas temperaturas, brasear, fritar, regenerar, além de atender a todas as necessidades de confeitaria e panificação.
Unox, market leader in the production of high-end ovens, certified as a Great Place to Work® in Italy for the eighth year in a row, is looking for a Sales Manager, Key Account Italy to join the Sales Team.
Main responsibilities
Manage Italian Key Account team, “hunt and win” new Key Accounts and lead as an example.
Coordinate and manage the whole sales process for key accounts, ensure to achieve revenue and margin target with risk management sense.
Solves a range of straightforward problems through business knowledge and technical
experience.
Develop tailor made key account strategies for Italy, develop influencer maps, own relationships, identify share of wallet and set targets, monitor account progress and provide constant feedback to factory for corrective action plans if necessary.
Reports directly to the Director of Sales, Europe & dotted line to the Director of Sales, global Key Account.
Lead any account driven tenders, proposal, through the preparation, submission, tracking, booking and closing of quotations and proposals.
Develop Market strategy for kitchen equipment sector including the innovation strategy, identify market needs and business opportunities, and new business development.
Establishes productive, professional relationships with key personnel in assigned Global Chain accounts.
Ability to identify chain partner key objectives and major pain points and to build an adapted value proposition leveraging existing & new products, services & solutions developed while making sure this results in a positive financial contribution.
Ability to animate and engage a global accounts community bringing together, keeping informed, aligning & steering all national KAMs working on the same account in their respective geographical areas.
Create in depth Key Account profiles that show understanding of the complexity of the Account.
Train, consult, monitor, support internal and external stakeholders in handling the Key Accounts to optimize their performance.
Observes daily operations & challenges to identify opportunities to grow the account.
Monitors budget and expenditures.
Provide accurate monthly sales forecasts to support business planning and efficient operations.
Manage and lead problem/issue resolution at UNOX through internal coordination and communication.
Develop and expand high level management contacts to expand the existing business relationship.
Coordinate the involvement of company personnel (function), including engineering, product management, sales, service, and management resources, in order to meet account performance objectives and customers’ expectations.
Establish good communication and maintain good cooperation with all level of key customers.
Requirements
5+ Years in Key Account Management.
Relevant degree in Engineering / Bachelor / Masters.
Fluent in English, any other language would be an advantage.
Access to Key Account Buying centers and key decision makers.
Already developed national partnership agreements and understands company pricing guidelines for key accounts and regions.
Good leadership, interpersonal, communication & sales skills.
Good computer skills required (Word, PowerPoint, Excel, etc.).
Knowledge/experience working with different cultures and time zones.
Ability to interact successfully with external and internal stakeholders and “lead by influence” in a multi-cultural and multi-layered business environment.
Commitment to set and achieve targets.
Availability for extensive travel (80% or potentially more).
Ability to think strategically, see the big picture and execute tactically.
Understand the market dynamics and economic drivers for the commercial kitchen market.
Develop and execute strategic business plans and account strategies at a natioal level at assigned Accounts.
Senior (5-10 years)
What Unox offers
Flexible Working Hours
Work-Life balance initiatives
Paid time off & overtime
Company canteen
Personal and family welfare
Health insurance & welfare programs
Pension & retirement plans
Mentorship & coaching
Career growth & training programs
Diversity & inclusion policies
Company car & transportation benefits
International mobility & relocation support
Team building activities
The job position is open to candidates of all genders and gender identities, in compliance with current equal opportunity regulations.
