Regional Service Account Manager Italy & Spain

ANDRITZ; Lombardia; On-site; EUR 90,000 - 150,000; Full time

Job summary

ANDRITZ SEPARATION ITALY S.r.l. is seeking a senior sales professional to drive the commercial sales of the FB service portfolio across Italy.

You will develop plans to maximize service sales and earnings, and manage relationships with key accounts while aligning with the AFT strategy. You will quote, negotiate and close contracts, monitor market opportunities via CRM, and travel up to 50% to engage with customers and events, strengthening ANDRITZ’s brand in animal feed, aqua & pet, and biomass

Qualifications

• Higher Education in a technical area with strong services experience.
• Minimum 10 years of experience in Services, managing medium and long-term contracts in Feed & Biofuel or similar industries.
• Experience working in a matrix organization.
• Travel availability around 50% of working time.

Responsibilities

• Develop the commercial sales of the ANDRITZ FB service portfolio in the territory to achieve goals and profitable growth.
• Propose, develop and implement plans for improving FB sales and earnings in the territory in line with strategy.
• Maintain and develop relationships with potential customers and key accounts.
• Develop quotes, conduct negotiations and close contracts according to pricing policy and approvals.
• Monitor and report market opportunities and sales activities via CRM and monthly reports.
• Support and ensure successful order transfer with necessary technical and commercial information.
• Attend events and conferences to build business and stay updated with industry news.
• Grow market share in animal feed, aqua & pet, biomass & waste, strengthening ANDRITZ’s brand.
• Promote knowledge sharing and a structured sales approach in the territory.
• Show leadership by setting expectations and developing skills in sales and service teams.
• Reinforce the #1ANDRITZWay behaviors as a role model for the team and organization.
• Support Capital and Aftermarket sales on application matters.

Skills

Engineering skills

Marketing principles

Customer experience

FB product knowledge

BD / sales track record

Stakeholder networking

CRM experience

IT & IoT tools

English

Spanish

Italian

Education

Technical degree

10+ years services experience

Tools

CRM systems

IoT tools

Andritz IT

Job description

KEY RESPONSIBILITIES

• Develop the commercial sales of the ANDRITZ FB service portfolio in the territory towards achieving the goals, including profitable growth (together to Sales team).
• Propose, develop and implement plans for improving / maximizing FB sales and earnings in the territory and meeting agreed targets and KPI’s, in line with the service execution / AFT strategy.
• Maintain and further develop relationships to potential customers and key accounts in the territory.
• Develop quotes, conduct negotiations and close contracts according to FB’s pricing policy and approval procedures.
• Monitor plan and report market opportunities and sales activities of the service portfolio through ANDRITZ CRM and monthly reports.
• Support and secure successful order transfer with all necessary technical and commercial information.
• Attend relevant events and conferences to build business and stay abreast of industry news to identify opportunities for new business.
• Grow market share in all applications (animal feed, aqua & pet, biomass & waste) and further strengthen ANDRITZ’s brand in the territory.
• Promote knowledge sharing in the territory as well as a structured sales approach.
• Show strong leadership by setting clear expectations and developing the skills and competencies of the employees in the sales and service teams.
• Reinforce the behaviors of #1ANDRITZWay in being a role model to the team and to the whole organization.
• Support to Capital and Aftermarket sales on application matters

TECHNICAL SKILLS

• Machinery / Engineering / Automation skills
• Marketing principles
• Customer Experience principles
• Knowledge of FB Products and business processes on all segment’s animal feed, aqua & pet, biomass & waste
• Track record and proven background in business development and sales of service solutions
• Networking with stakeholders in the relevant territory.
• Experience in using CRM and other sales tools
• Technology skills (ANDRITZ IT and IoT Tools)
• Language skills :
  • English fluency (must have)
  • Spanish fluency (must have)
  • Italian fluency (must have)

Education & Background

• Higher Education/Graduate course in a relevant technical area combined with strong services experience and customer orientation.
• Minimum 10 years of experience working in Services, managing medium and long term contracts preferably in Feed & Biofuel industry (Animal Feed, PET Food and Aqua Feed, Biofuel projects) or similar industries.
• Experience in working in matrix structure.
• Availability for travels (about 50% of working time)

Your Competencies

• Strategic mindset with hands on approach
• Strong Negotiation skills
• Reliable with high ethics
• Communication: Effective verbal, presentation and listening skills
• Capability to establish strong relationships and collaboration with all stakeholders, especially with customers, and to navigate the matrix organization effectively
• Target/result oriented with systematic and energetic working approach, eager to do more
• Leadership and People management, including ability to lead and implement change
• Intercultural and interpersonal competencies, being able to build trust in relationships beyond the region
• A genuine team player with a collaborative mind set
• Proactivity and willingness to take responsibility and work independently as well as within a team

CONTACT INFO

ANDRITZ SEPARATION ITALY S.r.l.

Via C. Ravizza, 58

I-20149 Milano – MI – Italy

https://www.andritz.com/careers-en