Macro Area Sales Manager - Entertainment Lighting

Michael Page International; Lombardia; On-site; EUR 110,000 - 150,000; Full time

Job summary

Michael Page International cerca un Macro Area Manager per supervisionare un team di Area Managers e una rete di distribuzione in paesi multipli. Il ruolo è strategico e operativo, finalizzato al raggiungimento degli obiettivi di vendita, allo sviluppo del business e alla gestione efficace della squadra e della rete.

Leadership di team internazionale, pianificazione commerciale, lancio di prodotti e gestione relazioni con account globali e top clients; monitoraggio forecast e controllo di

Qualifications

• Leadership esperta in ruoli internazionali e gestione di team remoti di Area Managers.
• Esperienza nel settore Lighting o Building Automation.
• Gestione reti di distribuzione internazionale e sviluppo di nuovi canali di vendita.

Responsibilities

• Guidare e motivare il team di Area Managers responsabili delle vendite in paesi multipli.
• Monitorare i target di vendita e allineare le strategie agli obiettivi aziendali.
• Gestire piani di sviluppo, lanci di prodotto e relazioni con clienti chiave e account globali.
• Preparare previsioni trimestrali delle vendite e riferire al Sales Management Office.
• Sorvegliare pagamenti e performance finanziaria subase regionale e margini.
• Identificare opportunità di business in mercati verticali e supportare l’espansione della rete.

Skills

Senior Sales Leadership

Team management

Lighting industry

Global accounts

International distribution

Business planning

Forecasting

Market intelligence

Job description

Categoria: Industrial / Manufacturing
Luogo di lavoro: Lombardia

The Macro Area Manager is responsible for overseeing the sales activities of a team of Area Managers who manage a distribution network across several countries. The role is strategic and operational, ensuring the achievement of sales targets, business development, and the effective management of the sales team and distribution network.

Sales Leadership and Team Management

• Lead and motivate the team of Area Managers responsible for sales and business development in multiple countries.
• Monitor sales targets for the team, ensuring alignment with company objectives.
• Provide coaching, guidance, and performance feedback to Area Managers.

Business Planning and Strategy

• Develop and implement business plans.
• Develop and execute product launches and related activities: keep the database updated and ensure distributors are closely always monitored.
• Aligned with sales Management Office, structure and execute sales strategies to local market customer needs.

Sales Execution and Customer Engagement

• Ensure Area Managers regularly visit customers and maintain strong in-person relationships within the region.
• Monitor sales activities and performance, providing support and corrective actions as needed.
• Visit and manage relationships with Global Accounts and Key direct Accounts, ensuring high levels of customer satisfaction and loyalty.
• Close relationship with top Lighting Designers, defining actions with Sales Management office.

Forecasting and Reporting

• Prepare accurate quarterly sales forecasts and provide regular feedback to the Sales Management Office.
• CRM Macro Area Management; identify and track of opportunities, activity report and next steps.

Financial and Operational Oversight

• Monitor payments and financial performance across the region.
• Ensure financial accuracy to guarantee proper cash flow and margin targets.

Business Development

• Identify and pursue new business opportunities in vertical markets.
• Support the expansion of the distribution network and the development of new sales channels.

Marketing and Trade Shows

• Attend major trade shows to support Area Managers and the local distribution network.
• Manage the assigned marketing budget after presenting a clear plan to the Sales and Marketing Directors.

Market Intelligence

• Collect, analyse and interpret market and competitor intelligence for the region.
• Monitor market dynamics, providing understandings and solutions to the Sales Management Office.
• Share regular market intelligence reports, including competitor analysis, market trends, and growth opportunities.
• Identify risks and opportunities in the region and propose strategic actions to influence business growth.

Requisiti

• Senior Sales Leadership: Proven track record in an International Sales Manager, Regional Sales Manager, or in equivalent senior commercial role.
• Team Management & Coaching: Demonstrated success in leading, motivating, and developing international teams, specifically managing remote Area Managers across multiple countries.
• Lighting: Deep professional background in the lighting industry, architectural solutions, or premium building automation sectors, with established connections to top Lighting Designers.
• Global Account Management: Solid experience directly managing Global Accounts and Key Direct Accounts, with a history of building high-satisfaction, long-term commercial relationships.
• International Distribution Networks: Strong background in supporting, monitoring, and expanding international distribution networks and developing new sales channels.
• Strategic Business Planning: Extensive experience in developing regional business plans, executing structured product launches, and tailoring sales strategies to local market needs.
• Financial & Forecasting: Proven capability in preparing accurate quarterly sales forecasts, managing regional marketing budgets, and overseeing cash flow, payments, and margin targets.
• Market Intelligence Execution: Experienced in collecting and analyzing competitor intelligence, identifying regional risks, and translating market trends into strategic growth actions.