03 set - Milano
SMA Solar Technology
KEY ACCOUNT MANAGER - LARGE SCALE
CAREER PATH: Professional
JOB LEVEL: 8p – Italian Cnel H011-1° Livello
SALARY RANGE: 50.000 – 60.000
DEPARTMENT: Sales Large Scale Project
REPORTING TO: Head Of Project Sales
POSITION TYPE: Permanent
PURPOSE OF THE POSITION The Key Account Manager is responsible for developing, managing, and growing strategic customer relationships in the Large Scale and Project Solutions segment (solar, storage, integrated energy projects).
The role ensures strong positioning of SMA solutions throughout the entire project lifecycle, supporting customers in the development and execution of their project pipeline.
This position is designed as a key step within a structured career development path, offering increasing exposure to international accounts, strategic projects, and leadership responsibilities over time.
MAIN DUTIES AND RESPONSIBILITIES
Account Management & Business Development
- Build and maintain strong relationships with key decision-makers and stakeholders within customer organisations
- Understand customer strategies, structures, and decision-making processes to effectively position SMA’s solutions
- Identify growth opportunities and support customers in developing their pipeline of large-scale projects
Sales & Commercial Execution
- Manage the full sales cycle, from early engagement to contract negotiation and closing
- Analyse customer requirements, specifications, and tender documentation
- Lead or support contract negotiations, ensuring alignment with commercial and risk guidelines
- Ensure customer needs are translated into tailored and competitive solutions
Pipeline Management & Performance
- Manage and monitor the sales pipeline through Salesforce CRM
- Provide accurate forecasting and reporting
- Drive performance across key metrics, including: Sales (€ / MW), Account profitability, Customer retention and repeat business
Cross-functional Collaboration
- Work closely with internal teams (engineering, legal, finance, business development, contract management) to support project execution
- Contribute to the preparation of tenders and commercial proposals
- Collaborate with international stakeholders when relevant
Strategic Contribution
- Support the development and execution of account strategies
- Contribute to market insights and identification of new opportunities
- Gradually increase involvement in international and strategic initiatives
PROFESSIONAL EXPERIENCE
- Solid experience (8-10 years) in Key Account Management, Sales, or Business Development in renewable energy, infrastructure, project-based industries
- Proven experience in managing complex sales processes and customer relationships
- Experience in contract negotiation and commercial management
REQUIRED EDUCATION Education: Master’s degree in Engineering, Business. Postgraduate Certificate is a plus
OTHER COMPETENCIES AND SKILLS
- Strong commercial and negotiation skills
- Ability to understand technical solutions and translate them into customer value
- Excellent stakeholder management and communication skills
- Ability to work in cross-functional and international environments
- Structured and data-driven approach to sales pipeline management
EXTENT OF RESPONSIBILITY International travel to SMA HQ or customer offices required.
LANGUAGES
Fluent in English (C1) and Italian required. Native Italian is preferred.
OTHER USEFUL LANGUAGE SKILLS
German is an advantage
DRIVER’S LICENCE: Valid driving licence required
COMPENSATION & BENEFIT The remuneration package includes:
- Annual performance bonus according to company incentive scheme
- Company car
Remuneration is determined based on:
- Relevant professional experience
- Technical and functional skills (including multi-country experience)
- Scope and complexity of the role
EQUAL OPPORTUNITIES We are committed to equal opportunities. Applications will be assessed based on skills, qualifications and experience.
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Vanessa Maria Colombo | SMA Italia S.r.l.
#SMA Italia S.r.l.
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