Area Sales Manager North/Center Italy

1 settimana fa

Modugno, Italia Trane Technologies A tempo pieno

At Trane TechnologiesTM and through our businesses including Trane® and Thermo King®, we create innovative climate solutions for buildings, homes, and transportation that challenge what's possible for a sustainable world. We're a team that dares to look at the world's challenges and see impactful possibilities. We believe in a better future when we uplift others and enable our people to thrive at work and at home. We boldly go.
**Company**:**
Thermocold Distribution S.r.l. is located in Bari, it is part of Trane Technologies since 2017 and designs, produces and distributes chiller and heat pumps.
Creativity, technological innovation and focus on research are the key principles that guide Thermocold Distribution S.r.l. in the realization of sustainable comfort for the wellness of people, by proposing products aimed at maximum customer satisfaction.
**Job Summary**:**
***Responsibilities**:
- Provide overall direction, coordination, and evaluation of the Equipment sales process
- Have ownership of P&L for the assigned geography
- develop AOP and ensure its achievement regarding volume, gross margin, profit, product mix and market share.
- Establish sales targets per Agent, communicate monthly Agents performance, support actions to reach targets.
- Own and drive monthly, quarterly and annual bookings and sales forecasting (with expected forecasting accuracy of 10%).
- Drive Sales Force Effectiveness for Agents Sales Force.
- Increase business profitability by: sales processes management; strong Operating Mechanism with solid opportunities pipeline management; active participation in District sales processes; meeting end customers and supporting Agents sales
- Keep updated projects list of key CRM data metrics such as Close Date, Contract Value and Confidence Levels.
- Collect information about HVAC investment in assigned geographic territory and drive Agents activity.
- Consistently improve Agents satisfaction and retention, by ensuring superior Agent relationship management
- Drive new Agents acquisition and maximize market penetration.
- Develop C-level relationships within the Agent's organization.
- Implement effective price management.
- Develop marketing strategy for the equipment stream and ensure its implementation.
- Support (train, coach, monitor) Agents organizations to build their customer bases/network and Installed Base penetration
- Key contact for sales related Credit issues and responsible for addressing credit disputes in a timely manner to best support business results.
- Maintain effective internal communications flow to the Agents Center Support team and the factory.
- Effectively cooperate with Agents Support Center to develop the best solution for the Agent and end customer and maximize business opportunities for the company.
- Act in full compliance with the company policies, processes and procedures
- Adhere to high ethical standards of doing business and unconditionally follow the company Ethics and Compliance rules and ensure the same behavior from each individual team member.
- Drive and execute "Sales contract" management in compliance with the Legal Team recommendations, company policies, processes and procedures
- Any other ad hoc duties reasonably requested by the line manager.
**Key competencies**:
- Product knowledge
- Customer and competitor insights
- Customer centric
- Build trusting relationships
- Customer value creation
- New account acquisition
- Market/Industry awareness
- Opportunity management
- Account/relationship management
**Education & Experience**
Essential - Technical degree in either Mechanical or Electrical Engineering
Desirable - A degree in sales & marketing
**Computer skills**:
Essential Must have the ability to use a computer and associated software (e.g., MS/ Office, Excel and MS Windows).
**Technical skills**:
Essential Must have demonstrated mechanical and electrical ability
Desirable Electronic ability is a plus
**Language skills**:
Essential - Italian native or as good as native, intermediate level of English
Desirable - Fluent English, other European language
We offer competitive compensation and comprehensive benefits and programs. We are an equal opportunity employer; all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, pregnancy, age, marital status, disability, status as a protected veteran, or any legally protected status.

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