Key Account Manager We/Turkey & Sales Area Manager Ne

Key Account Manager We/Turkey & Sales Area Manager
Ne
Liguria, Ne

Key Account Manager WE/Turkey & Sales Area Manager Italy**:

GEA is one of the largest suppliers for the food and beverage processing industry and a wide range of other process industries.

Approximately 18, 000 employees in more than 60 countries contribute significantly to GEA's success - come and join them!

We offer interesting and challenging tasks, a positive working environment in international teams and opportunities for personal development and growth in a global company.

Why join GEA

**Job information

**Reference Number

JR-0030203

**Job function

Sales

**Position type

Full time

**Site

Viale del Lavoro 50, 37030 Colognola ai Colli VR

- Your responsibilities and tasks:

As Key Account Manager Europe & Turkey:

- 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 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,