28 set - Calderara di Reno
Bonfiglioli
**ABOUT US**
- Bonfiglioli is a worldwide designer, manufacturer and distributor of a complete range of gearmotors, drive systems, planetary gearboxes and inverters, which satisfy the most challenging and demanding needs in industrial automation, mobile machinery and renewable energy. Established in 1956, Bonfiglioli operates worldwide in 20 countries and 18 production facilities, with a wide network comprising 550 distributors and over 5.000 employees. Excellence, innovation and sustainability are the drivers behind our growth as a company and team. **MISSION** Define and implement sales strategies for the assigned sector in order to achieve market penetration and growth aspirations. Define the sales action plans to both achieve the key qualitative and quantitative targets in a profitable way and to ensure high levels of customer satisfaction. Ensure the analysis and collection of customer needs in order to customize the products and contribute to the technical product development. **REQUIRED SKILLS**
- Master’s degree in Engineering or related technical disciplines
- 10-15 years of experience in complex industrial environments (preferably manufacturing), in Sales & Business Development roles
- Strong knowledge of automation or machinery sector is preferably
- Excellent analytical skills, process standardization mindset, and strong result orientation
- Good command of English (both written and spoken)
- Strong cross-functional leadership
- Strategic and operational mindset, able to move effectively from analysis to execution
- Structured problem-solving and focus on measurable outcomes
- Clear communication skills and the ability to engage stakeholders at multiple organizational levels **MAIN RESPONSABILITIES**
- **SALES INTELLIGENCE**: - Identify the best position in the market through the definition of the main elements that defines the product portfolio strategy, the identification of target customers and the definition of pricing in connection with product marketing
- Provide a depth understanding of the target market trends and future developments in order to offer a competitor intelligence
- Collaborates with Sales of Services to identify new opportunity for services sale
- **STRATEGY AND PLANNING**: - Define the global business strategy in terms of product and market positioning in coordination with Product Markerting
- Define sales targets for the sector/account and ensure their achievement with a structured follow up process across Regions and Countries
- Define the strategic commercial growth plan for their sector building client relationships and retain Key clients, strategically pre-positioning and create new business opportunity
- GO TO MARKET
- Promote solutions and services sales to Local Sales Team
- Builds and maintains strong relationships at senior levels with the key stakeholders
- Define in collaboration with Local sales the best technical and commercial proposal to secure the orders guaranteeing the compliance of risk mitigation policies
- Manage Global Key Account and develop effective and safe contracts always coordinating such action with the legal desk and other functions when needed
- Ensure that global pricing for Key Account is deployed throughout all branches, participating in negotiation of key contracts.
- Ensure the maximum portfolio is offered in line with Business Unit/ Group strategy, according to local market needs and according to the agreed segment approach
- PEOPLE MANAGEMENT
- Assessing the adequacy of local sales force
- Ensures the coordination and supervision of the team and the development of skills and training
- Defines organizational model needed in order to reach the business goal in collaboration with the Human Capital Department
- BUDGETING
- Elaboration, proposal and control of the Sales budget in terms of expected sales volume for the assigned sector
- Definition of capex budget relevant to the development of tools, products, training and marketing material etc.
- Definition of all the actions required if variances/deviations in the final balance occur
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