Head of Sales

Job Description
– Head of Sales Italy Industry: Power Transformers / Energy Infrastructure

Location:
Italy Reporting to: Managing Director Position: Senior Management Role Purpose We are seeking an experienced and commercially driven Head of Sales – Italy to lead and develop our sales activities across the Italian power transformer market. The successful candidate will be responsible for defining and executing the Italian sales strategy, developing key customer relationships, identifying new business opportunities and delivering sustainable revenue and profitable growth. The role will focus on the sale of power transformers, including large power transformers, generator step-up transformers (GSU), autotransformers and associated transformer solutions for transmission and distribution networks, renewable energy projects, industrial applications and power generation. The ideal candidate will combine strong technical knowledge of power transformers with an established network of relationships across the Italian energy sector and a proven track record in strategic sales and business development.

Key Responsibilities
Sales Strategy & Business Development
- Develop and implement the sales strategy for the Italian market in line with the company's overall commercial objectives.
- Identify and develop new business opportunities within the power transmission and distribution, utilities, renewable energy, industrial and power generation sectors.
- Drive revenue growth, market share and profitability across the Italian territory.
- Develop a strong sales pipeline, ensuring accurate forecasting and effective opportunity management.
- Identify emerging market trends, investment programmes and major infrastructure projects.
- Develop long-term commercial relationships with strategic customers and key stakeholders. Key Account Management
- Establish and maintain senior-level relationships with major Italian customers, including:
- Terna and other transmission system stakeholders.
- ENEL and other distribution and generation companies.
- Electricity distribution network operators (DSOs).
- Renewable energy developers and independent power producers (IPPs).
- EPC contractors and engineering companies.
- Industrial and infrastructure customers.
- Manage strategic accounts and develop long-term framework agreements and preferred supplier relationships.
- Represent the company in senior-level customer meetings, commercial negotiations and industry events.
- Ensure a high level of customer satisfaction and long-term customer retention. Project & Tender Management
- Lead commercial activities related to major power transformer tenders and projects.
- Coordinate with internal engineering, technical, production and project management teams to prepare competitive technical and commercial proposals.
- Oversee the preparation and submission of tenders, ensuring compliance with customer specifications and contractual requirements.
- Lead commercial negotiations, pricing strategies and contract discussions.
- Monitor project opportunities from initial enquiry through to contract award. Market Intelligence & Competitive Positioning
- Monitor the Italian power transformer market, including competitor activity, pricing, market demand and investment trends.
- Identify opportunities arising from grid modernisation, renewable energy integration, interconnections and electricity network expansion.
- Develop market intelligence to support strategic business decisions.
- Position the company as a trusted supplier of high-quality, reliable and competitive power transformer solutions. Leadership & Internal Collaboration
- Lead and develop the Italian sales organisation, including direct reports and local commercial resources where applicable.
- Work closely with European and global sales teams to maximise business opportunities.
- Coordinate with manufacturing facilities, engineering, supply chain and project execution teams.
- Ensure effective communication between customers and internal stakeholders.
- Provide regular sales performance reports, forecasts and strategic market updates to senior management. Candidate Profile Experience
- Minimum 5 years of experience in sales, business development or commercial management within the electrical power equipment or energy infrastructure sector.
- Significant experience in the power transformer industry is strongly preferred.
- Proven track record of selling power transformers or other high-value electrical equipment.
- Established network of relationships with Italian utilities, TSOs, DSOs, EPC contractors, renewable energy developers and industrial customers.
- Experience managing complex, high-value technical and commercial projects and long sales cycles.
- Previous experience in a senior sales or country management position is highly desirable. Technical Knowledge
- Good understanding of power transformers, including:
- Large power transformers (LPTs).
- Generator step-up transformers.
- Autotransformers.
- Distribution and industrial transformers.
- Transformer specifications, technical standards and customer requirements.
- Familiarity with IEC standards and Italian utility qualification and procurement processes.
- Understanding of the Italian electricity transmission and distribution market.
- Knowledge of grid infrastructure, renewable energy and power generation applications. Skills & Competencies
- Strong commercial and strategic mindset.
- Excellent negotiation and influencing skills.
- Ability to develop and maintain senior customer relationships.
- Strong business development and opportunity management capabilities.
- Ability to understand complex technical requirements and translate them into commercial opportunities.
- Entrepreneurial attitude, self-motivation and results orientation.
- Strong leadership, communication and presentation skills.
- Willingness to travel extensively throughout Italy and occasionally internationally. Languages
- Italian: Native or fluent.
- English: Fluent, both written and spoken. Key Performance Indicators (KPIs) The successful candidate will be measured against the following objectives:
- Annual sales revenue and order intake in Italy.
- Gross margin and profitability.
- New customer acquisition and strategic account development.
- Growth in market share within the Italian power transformer market.
- Value and quality of the sales pipeline.
- Tender conversion and order win rate.
- Development of strategic customer relationships and framework agreements.
- Accuracy of sales forecasting.
- Overall customer satisfaction.

What We Offer
- An opportunity to lead and develop the Italian market for an established international power transformer business.
- A senior commercial leadership position with significant autonomy and responsibility.
- Direct involvement in major energy infrastructure and grid development projects.
- The opportunity to work with international engineering, manufacturing and commercial teams.
- Competitive remuneration package, including performance-related incentives and benefits.