Purpose of the Role
The Sales Manager FibrXL Performance & Industrial is responsible for achieving sustainable, profitable volume growth within a competitive market. The role focuses on active margin management, price discipline, and strong customer relationships, working closely with Logistics and Operations to optimize delivery reliability and profitability.
Key Responsibilities
Achieve volume, revenue, and gross margin targets.
Actively manage and optimize pricing and contract terms.
Respond to market developments, cost changes, and demand fluctuations.
Manage and expand the customer portfolio with a focus on continuity and long-term partnerships.
Negotiate contract terms and pricing structures within established frameworks.
Optimize the customer and product mix to improve profitability.
Collaborate closely with Logistics and Planning regarding availability, lead times, and transportation.
Forecast volumes and contribute to planning and inventory decisions.
Monitor market pricing, competitor activity, and raw material developments.
Ensure price discipline, contract compliance,

and adherence to commercial agreements.
Identify and manage credit, contract, and delivery risks.
Resolve delivery and service issues while maintaining customer satisfaction.
Initiate improvements in commercial processes and pricing strategies.
KPIs & Performance Indicators
Financial & Margin
Gross margin per ton/ per customer segment
Margin performance vs. budget and market developments
Pricing performance vs. market benchmark
Portfolio profitability
Volume & Portfolio
Sold volume vs. forecast
Stability and continuity of customer demand
Optimization of customer and product mix
Operational Performance
Forecast accuracy
Delivery reliability (OTIF)
Contract compliance and minimization of claims
Risk & Performance Management
Accounts receivable risk and payment behavior
Limitation of logistical and contractual risks
Predictability of demand and planning
Qualifications & Competencies
Bachelor's

Sales Manager FibrXL Performance

Pizzaiolo

ADDETTO/A ALLA CERNITA Cod. 4

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