Vp Key Clients - Italy Lazio

Vp Key Clients - Italy
Roma
Lazio, Lazio

Requisition ID: 14032- Location: Milan or Rome, Other/Not Applicable, Italy**VP KEY CLIENTS - ITALY**:

- Location: Milan/Rome_

**Key Client Office

Our group is a global reference in low-carbon energy and services. Together with our employees, our customers, partners and stakeholders, we are committed to accelerate the transition towards a carbon-neutral world, through reduced energy consumption and more environmentally friendly solutions. Inspired by our purpose ("raison d'être"), we reconcile economic performance with a positive impact on people and the planet, building on our key businesses (renewable gas and power, services) to offer competitive solutions to our customers.

The **Key Client Office** (KCO) mission is to build trusted relationships with large Corporates (Like Orange, Danone, Sanofi, Google, Michelin, Airbus, P&G, Microsoft, Stellantis, Arkema, Amazon, St Gobain, ) and to offer them the best of ENGIE to meet their decarbonization challenges.

The Key Client Office had been set-up to deliver a transversal seamless sales approach for main Engie B2B Clients by building the most valuable relationships with them and implementing Key Account Management best practices. To further develop Engie client centricity and boost client organic growth.

After a first successful building period, the Key Client Office is now entering a second phase of growth acceleration with a target client portfolio up to #100 B2B Clients.

To achieve such ambition and support Engie large B2B Client development in key countries, KCO reinforces its regional presence by deploying the Key Account Management best practices locally. The objective is to continue deepen Engie client centricity, boost client organic growth by strengthening cooperation with Engie local teams.

Reporting to the managerial team, the **VP Key Clients **is in charge to replicate GAM missions locally such as implement the KCO key processes (from the Strategic Account Planning to Handshakes) in her/his region while, when and if necessary, adapting the Key Account Management best practices to the local specificities (such as market design, specific type of clients, etc. . . ). Your main objective is to deliver additional organic growth for all GBU/BU locally present with a set of most valuable B2B local Clients of Engie.

You are representing KCO locally and manages a portfolio of Engie Regional Key Accounts and are accountable for the revenue organic growth. The role is focused on building long term Client value through trusted relationships, contributing to the P&L of new and existing business at the client, and promoting new strategic initiatives that align Engie solutions to client needs and values.

**JOB DESCRIPTION

As **VP Key Clients for Italy, ** you will be based in Milan. You will be in charge to:

**Act and behave as a local KCO representative**:

- Taking part to all relevant leadership meetings (up to regional/local Codir, QBR, etc) and origination & investment committees.

- Facilitating the local interactions on demand from the KCO GAMs.

**Proactively deploy stakeholder management and internal cooperation initiatives

- Organize dedicated meetings such as "regional handshakes" with local leadership to influence and highlight your regional pipeline of opportunities.

- Organize Sales collaboration between local GBU/entities present in your region to best address your client portfolio.

- Create and animate a local large B2B community including BD/sales, procurement, AIFA and technical expertise to foster local ability to deal with complex/integrated deals

- Contribute to develop local clients event

**Regarding the management of your** key **client's portfolio, you will be in charge to**:

- Develop **profitable organic growth **(>10% Revenue in 3y) on your client portfolio.

- Develop the long-term client strategy based on the client's strategy / needs and ENGIE's business / sales plan. Drive ENGIE's positioning at the client to increase the likelihood that ENGIE is brought in to solve the problem.

- Develop, expand, and nurture client C-suite/decision maker/influencer relationships.

- **Lead the Strategic Account Planning **process **embarking all the needed local stakeholders **and manage the deal pipeline to ensure that deals are in line with the long-term client strategy.

- Provide bridge to ENGIE's broad offerings and educate client to generate ideas, **originate proactively**, **and expand footprint**. Engage ENGIE SMEs as necessary.

- Strategically guide opportunity development. provide direct support to Deal Team (presenting orals, etc) and serve as Business Lead for deal approval

**REQUIRED QUALIFICATIONS**:

**Experience/diploma

- University degree or equivalent in management, engineering, or applied economics

- 15 years of professional experience, including a minimum of 10 years of professional experience in Sales in Energy/Waste/Water sector

- International experience in business development, including or