Key Account Manager A&D
Pubblicato il 06-08-2026 - AVL in Italy in Cavriago
ppKey Account Manager AD (KAM) represents AVL within the Aerospace Defence (AD) Business Unit, serving as a competent partner for significant business accounts. The KAM should be established at the affiliate organizations where significant business volume is given or can be achieved. The role will be responsible for managing strategic AD customers in Italy, operating across both the ITS and PTE portfolios, within a global account environment and ensuring alignment with other Key Account Managers active on the same customer worldwide. The position maximizes AVL’s market share and corporate contribution by achieving sales targets, fostering customer satisfaction, and developing strategic account plans. The KAM reports to the Sales Directors and collaborates closely with Business Development and global teams to align strategies and ensure optimal market performance. /p h3Responsibilities /h3 ul liDevelop and implement strategic account plans to meet market business targets, exercising strategic judgment and autonomy in planning and execution. /li liTake responsibility for sales plans and forecasts for assigned accounts, ensuring alignment with overall business objectives. /li liIdentify account growth opportunities and diversification into new areas, business fields, products, and services, including opportunities at the intersection of the ITS and PTE offerings. /li liCollaborate internally with the global network to deliver tailored solutions, leveraging flexibility to accommodate international time zones. /li liAlign account strategies with overall business objectives in collaboration with Sales Directors and Business Field Leaders.
/li liEnsure consistent offers, commercial and contractual conditions for assigned accounts, maintaining compliance with company policies. /li liSupport all commercial activities until final payment, accompany project work during order fulfilment, and assess customer satisfaction. /li liProvide inputs for efficient offer preparation and lean offers. /li liApprove and negotiate quotations and contracts according to company policies, exercising authority within defined guidelines. /li liMonitor and analyse account performance, adjusting strategies as needed to achieve targets. /li liManage account sales support budgets and ensure data completeness and quality in CRM systems (Salesforce). /li liEnsure compliance with AVL sales processes. /li liLead and manage the account team (if applicable), providing guidance, training, and support with a high degree of autonomy. /li liOperate within a matrix organization without direct reports, acting as a key coordination point by collaborating cross-functionally with internal stakeholders and across ITS and PTE BUs, while working closely with Global Account Managers to ensure strategic alignment. /li liBuild, maintain, and grow relationships with key decision-makers at customer organizations,
ensuring long-term strategic partnerships. /li liOrchestrate relationship development and communication across multiple stakeholders. /li liManage complex customer situations, applying strong negotiation, mediation, and effective communication skills to address challenges and drive successful outcomes. /li liManage customer interactions to ensure responsiveness and satisfaction, applying discretion in prioritization. /li liTravel to meet customers (approximately 50%), their buying centers, and internal stakeholders as needed, leveraging flexibility in scheduling. /li liPrepare, host, and lead customer meetings, ensuring follow‑ups and satisfaction assessments. /li /ul h3Qualifications /h3 ul liCompleted university or university of applied sciences (FH) degree, or equivalent, with a focus on technical and economic aspects. /li liDriver’s license. /li liExperience in sales or sales management in a business‑to‑business environment (5+ years), ideally in the aerospace, defence or high‑technology industrial sector. /li liExperience developing business with aerospace defence accounts (primes/OEMs, system integrators and their supply chain). /li liFamiliarity with AD commercial/contractual frameworks and industrial security requirements (e.g., NOSI) is an advantage. /li liNegotiation skills. /li liPeople management skills. /li liWillingness to travel. /li liEnglish language skills (business fluent). /li liFrench language skills (plus). /li /ul h3Benefits /h3 ul liSalary range: €55,000 – €75,000 gross per year (based on experience). /li /ul /p #J-18808-Ljbffr