Our Client is a leading Italian technology group focused on digital transformation solutions worldwide.
Position – The role
In this scenario, the redesign and enhancement of the go-to-market approach is the driver for the creation of the role of Sales Director with focus on Consumer Products (SD CPG). The role is positioned at CEO-3 in the organisation and is strategic to effectively drive the Group proposition in the specific industry space, originating business with existing and new clients. The reach of the role is global, i.e. clients are managed across their organizations in Italy and abroad.
Specific responsibilities
- Identify new potential clients and develop/manage business within existing clients, according to Group expansion strategies. The current portfolio is wide and reflects a strong positioning. Primary goal would in any case take delegation on projects ongoing, get to know the organization and the offering, and then originate new business.
- Foster client relationships at the appropriate level (CIO and C-Level executives, up to CEO) with recognised trust, content, proactive listening, utmost competence, and sense of urgency to consolidate customer loyalty, proactively identifying and suggesting cross‑selling opportunities within the whole Group portfolio of solutions/products. Monitor customer satisfaction accordingly.
- Position proactively across the market, and manage commercial negotiations / tenders to conclusion, in accordance with the Group sales processes and tools.
- Ensure value creation through profitability targets, turnover increase and people management, while hitting the budget.
- Establish a mutual and constructive team working environment, keeping the line/BU manager informed of ongoing negotiations (alignment according to size and complexity of the offering) while encouraging sophisticated customer interactions in the team.
- Establish trust and collaborative relationships across functions to ensure cooperation and best‑in‑class delivery of the sales organization.
Critical priorities
- Onboard quickly and efficiently in a complex organisation.
- Act proactively, and accordingly to the new culture the group is aiming to create inside the group, and in front of the client.
Requirements and key skills
- University degree with 10+ years of Sales/Relationship Management background within complex B2B multinational organisations, and focus on the Technology/Digital transformation in the Consumer Products industry.
- Specific focus on the Food & Beverage space would represent a plus.
- Demonstrated track in taking ownership and generating achievements in complex/matrix organisations, including management of assigned (and dispersed) resources.
- Can build integrated offers and tenders exploiting the full potential of the Group’s services/products portfolio and connect the delivery with the relevant internal resources to enable a successful sale.
- Can drive execution proactively and with accountability for results; responsible for every‑day achievements culture that removes obstacles and anticipates problems; acts with clear focus on priorities and resistance to setbacks.
- A round effective communicator, with effective negotiation skills.
- Able to fuel new/proactive mentality inside and outside, bringing distinctive sector knowledge, hints and abilities onboard. A motivator to all counterparts, can inspire drive for results.
- Acts in accordance with Group ethical code of conduct.
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