Channel Account Manager T&L and Manufacturing
Pubblicato il 04-08-2026 - SATO Europe in Emilia-Romagna
SATO is a leading global provider of Auto-ID solutions that connect people, goods and information. It serves a diverse range of sectors to streamline operations, empower workforces and help customers reduce their environmental impact. Integrating auto-ID technologies with hardware as solutions, we tag identifiers to things and people at the site of business operations and feed data to IT systems for processing.
ROLE OVERVIEW
The Business Development Manager is SATO Italy’s enterprise hunter for large-account, end-user opportunities in strategic verticals, with a primary focus on HoReCa, OEM Print & Apply, Food & Beverage, Transport & Logistics, Healthcare, and Manufacturing. The BDM proactively identifies and develops new business opportunities across the full SATO portfolio (hardware, consumables, software and solutions), acting as a trusted advisor and solution expert for customers and partners. Working closely with the pre-sales team, the BDM architects tailored identification solutions and develops compelling commercial proposals. Deals are fulfilled through a selected channel partner, while the BDM retains the strategic relationship with the end-user for retention, upsell, and expansion.
KEY RESPONSIBILITIES
- Vertical Market Development
- Execute the go-to-market strategy for assigned vertical segments, defining target account lists, value propositions, and entry strategies for each
- Conduct market intelligence activities: competitor landscape, customer trends, regulation-driven labelling requirements, and technology adoption patterns within each vertical
- Represent SATO at vertical industry events, trade fairs, and associations to build brand visibility and generate pipeline.
- Account Acquisition, Solution Design & Proposal Development
- Proactively identify, research, and approach large end-user accounts at C-level and operational leadership level (Supply Chain, IT, Procurement, Operations Directors)
- Collaborate with the technical pre-sales team to design end-to-end SATO solutions encompassing printers, labels, RFID, software, and professional services.
- Develop commercially compelling proposals and ROI-driven business cases tailored to the customer's operational context and strategic goals
- Ensure proposals are technically validated and aligned with SATO's pricing and margin guidelines.
- Partner Coordination for Deal Fulfilment:
Working closely with the Channel Account Manager, select the most appropriate channel partner to fulfil each enterprise deal, based on vertical expertise, geographic coverage, and technical capability.
- Ensure the deal will be positively closed and fulfilled, and keep maintaining the commercial relationship with the end-user to identify upsell, expansion, and reference opportunities.
- Own personal revenue targets for enterprise new-business acquisition.
- Maintain accurate opportunity records in CRM; provide reliable weekly/monthly/quarterly reporting and forecasts.
- Report on vertical market progress, competitive intelligence, and strategic account status in monthly business reviews with the Branch Manager.
SKILLS & COMPETENCIES
- Strategic & Commercial
- Proven ability to develop and execute vertical market strategies from scratch — identifying, prioritising, and converting large accounts
- Strong consultative selling skills: discovery, needs mapping, solution framing, executive presentations, and complex negotiation.
- Technical & Industry Knowledge
- Working knowledge of Auto-ID solutions: printing solutions, barcode, RFID, labelling hardware, software platforms, and integration with ERP/WMS systems
- Familiarity with at least one of the HoReCa, Food & Beverage, Healthcare, Logistics, or OEM manufacturing vertical
- Ability to engage credibly with technical stakeholders (IT, Operations, Supply Chain) as well as business decision-makers.
- Excellent listening and communication skills; ability to translate complex customer needs into clear SATO value propositions
- Cross-functional collaboration in SATO: works effectively with pre-sales, marketing, channel, and operations teams
- Entrepreneurial mindset: Result-driven and creative mindset, with strong strategic planning skills. Ability to adapt quickly to changing circumstances. High level of initiative, autonomy and self-motivation.
REQUIREMENTS
- Education:
Bachelor’s degree in Engineering, Business, Economics, or a related technical/commercial field. MBA or relevant postgraduate qualification is a plus
- Experience: Minimum 3-5 years in B2B enterprise sales or business development in technology, AIDC, printing systems, supply chain automation, or industrial solutions.
- Track Record: Demonstrated success in opening new large-account relationships and closing high-value, multi-stakeholder deals.
- Languages: Italian (native or fluent) · English (professional working proficiency — mandatory for HQ reporting and European collaboration).
- Travel: Frequent travel across Italy to visit prospect and customer sites; occasional international travel for European alignment and industry events.
- Possession of a driver’s license.
- Tech Literacy: Proficiency with CRM systems. Familiarity with ERP/WMS integration, RFID, or industrial labelling is strongly preferred.
- Network: Existing senior network in one or more of SATO's target verticals is a significant advantage.
KPIs & SUCCESS METRICS
- New enterprise revenue generated vs annual target
- Number of qualified enterprise opportunities created per quarter
- Pipeline value by vertical and stage; forecast accuracy
- Win Rate: Percentage of opportunities qualified by the BDM that convert into signed contracts.
- Weekly report detailing the number of clients visited, a description of the main opportunities identified, and a competitive update.
What do we offer:
- Be part of the next step in a growing subsidiary for an already well-established successful Japanese company (JTSE listed). Work in a dynamic working environment within a growing potential
- Competitive fixed salary and premio
- CCNL agreement
- A laptop / a mobile phone for remote working arrangement
- A company car and a fuel card
Equal Opportunity Employer Disclaimer
SATO Europe is committed to fostering a diverse, inclusive, and equitable workplace. We hire and promote individuals based on merit, qualifications, and business needs, without regard to race, color, religion, sex, gender identity or expression, sexual orientation, national origin, disability, age, or any other protected characteristic as defined by applicable laws. Our DEI policy ensures that all employees and candidates are treated with fairness, dignity, and respect.
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