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Business Development Manager Upstream
3 giorni fa
Business Development Manager Upstream - Area Centro- Sud Italia Riportando direttamente al Sales Upstream Manager di Wavin Italia, il Business Development Manager Upstream è una figura tecnica che opera direttamente sul mercato. La sua attività è principalmente volta alla promozione dei sistemi Indoor Climate e Gestione delle Acque Meteoriche in stretta collaborazione con la Forza Vendita. Inoltre, collabora con i Products Managers e R&D fornendo informazioni e specifiche/necessità raccolte sul mercato. Missione del Ruolo L’ingaggio Upstream è un pilastro strategico del modello commerciale Wavin: anticipare il processo decisionale tecnico permette di aumentare win-rate, stabilità della pipeline e posizionamento del Brand. Il Business Development Manager Upstream è il riferimento operativo del programma. Il Business Development Manager Upstream guida l'influenza tecnica e progettuale di Wavin Italia presso progettisti, studi di ingegneria, architetti, consulenti energetici e altri stakeholder che definiscono specifiche e capitolati. È responsabile di introdurre e consolidare la preferenza progettuale per le soluzioni Wavin in ambito Indoor Climate e Gestione Acque. Responsabilità Chiave • Mappatura e segmentazione degli influencer upstream • Esecuzione di incontri tecnici proattivi • Influenza di capitolati e specifiche • Allineamento costante con Sales, Marketing e Product Management • Tracciamento completo dei progetti in CRM • Supporto tecnico-commerciale per approfondimento delle specifiche Competenze Tecniche •Forte conoscenza dei sistemi di climatizzazione indoor e gestione acque • Capacità di lettura disegni tecnici, capitolati, BIM/CAD • Comprensione delle normative italiane su IAQ, efficienza energetica e acque Competenze Commerciali e Relazionali • Comunicazione tecnica efficace • Capacità di consulenza e di relazione con progettisti • Credibilità tecnica e orientamento alla leadership • Gestione stakeholder KPI di Ruolo • Incontri upstream qualificati • Specifiche vinte • Progetti registrati e monitorati in CRM • Adozione strumenti digitali (BIM, configuratori) • Qualità supporto e formazione verso la forza vendite Profilo Professionale Ideale • Background ingegneristico o tecnico (energetico, HVAC, edile) • 5-10 anni nel settore impiantistico o progettazione • Esperienza concreta con studi di progettazione e capitolati • Autonomia operativa, visione strategica e forte capacità analitica Interazioni Chiave • Team Sales Wavin Italia • Product Managers • Marketing Italia • Wavin Academy / Technical Support