Key Account Manager LS Italy

SMA Solar Technology AG; Italia; Sur place; EUR 50 000 - 60 000; Plein temps

Avantages offerts par ce poste

Annual performance bonus

Company car

Résumé du poste

SMA Solar Technology AG in Milan, Italy seeks a dynamic Key Account Manager to develop, manage, and grow strategic customer relationships in the Large Scale and Project Solutions segment. You will drive the full sales cycle, from initial engagement to contract closing, across international accounts, with opportunities in solar, storage, and integrated energy projects.

The role emphasizes cross-functional collaboration with engineering, legal, finance, and business development teams, offering

Qualifications

• 8–10 years of solid experience in Key Account Management, Sales or Business Development in renewable energy or project-based industries.
• Proven ability to manage complex sales processes and multi-country accounts.
• Strong negotiation and commercial management capabilities with contract handling experience.

Responsabilités

• Develop, manage, and grow strategic customer relationships in large-scale projects.
• Lead full sales cycles from early engagement to contract negotiations and closing.
• Coordinate with cross-functional teams to deliver tailored SMA solutions.
• Prepare tenders and commercial proposals with stakeholders across regions.
• Provide accurate forecasting and reporting on sales pipeline and performance metrics.
• Drive account profitability and customer retention through strategic initiatives.

Connaissances

Key Account Management

Sales

Business Development

Negotiation

Stakeholder Management

Cross-functional Collaboration

Data-driven Sales

Formation

Master’s degree in Engineering or Business

Postgraduate Certificate (plus)

Outils

Salesforce CRM

Description du poste

Required Travel: Regular travel availability

Location: Milano, IT, 20142

ENERGY THAT CHANGES

Innovative and sustainable key technologies are prerequisites for renewable energy supply. More than 3,000 employees from 20 countries work to ensure that SMA is actively helping to promote the production and development of PV system technology worldwide.

Would you like to play a part in shaping the energy supply of the future?Welcome to SMA.

be energy.Your energy can thrive with us. Respond to changes in an active, bold and targeted way.

be flexible.Conditions can change, so our work schedule models offer you a solution.

be family.A sense of community and camaraderie is important to us. We offer work-life-balance.

SALARY RANGE:50.000 – 60.000

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
• 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
• 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.

SMA is committed to equal opportunity and diversity – regardless of gender, age, origin, religion, disability, or sexual orientation.