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Sales Area Manager

5 mesi fa

Colognola ai Colli, Italia GEA Group A tempo pieno

**Sales Area Manager**:
**Job information**:
22-03-2024

**Reference number**:
JR-0027490

**Job function**:
Sales

**Position type**:
Full time

**Site**:
Colognola Ai Colli
Viale del Lavoro 50, 37030 Colognola ai Colli VR

**Your responsibilities and tasks**:
Regionally responsible for all Sales operations relative to new machines and relevant to GEA Bakery solutions (Imaforni & Comas).
- Interprets the role as “micro General Manager” for the assigned geography by coordinating R&C FLS and Agents being focused on delivering short term assigned targets of top line and bottom line and by enabling a sustainable mid/longer term growth through a mix strategy
- Produces and executes a Regional Playbook mapping the market, targeting according to segments (key accounts and consolidated market) and producing a robust projects pipeline in conjunction with the Market & Pricing Analyst at Bakery BU level
- Cultivates existing customers and expands the overall customer base by gaining new ones through regular customers visits, leads, campaigns and promotions in alignment with the R&C teams, the Inside Sales & Support group and the Marketing team within the Bakery BU
- Cooperates with the Inside Sales & Support team to promote, target and harvest the diffused market through dedicated 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. Pivotal is the cooperation and alignment with the Technical Offer team, the Inside Sales & Support group and all the other key functions within the Bakery BU
- 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 by aligning with FLS in R&C (when applicable) and Agents (when applicable)
- 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 also through VOC and OVOC campaigns facilitation, and coordinating joint development activities with regional customers leveraging the BEC capability in Colognola ai Colli. With that respect, vital is the cooperation and alignment with Application Managers, the Innovation team and Engineering within the Bakery BU
- Is individually compliant with all the GEA Group values, codes of conduct and strategic direction, and is committed to ensure that the same compliancy stands with R&C FLS (when applicable) as well as with Agents (when applicable)
- 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 5 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 (according to geographical responsibility)
- 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, and to execute under time pressure
- Capability to design, implement and execute a holistic commercial strategy and be the lead for short cycle achievements