Sales ABU Manager Italy Job Details | Nexans Career Page

Overview

Position: Sales Manager Italy

Function: Sales

Country: ITALY

Location: Milan and Home-Office with regular presence at the commercial headquarters (Segrate - MI) and production plant (Offida - AP)

Supervisor: Cluster Sales Manager South Europe & South America Context

Key function for business development and involvement of the local Nexans Power Accessories Italy team. Manages sales for Italy and coordinates/supports all technical topics related to Nexans products. Contribution to the Strategic Plan and annual plans is of high importance.

Purpose

Business development of the Accessories (ABU) Business Unit in Italy. The main goal is to deliver the best performance for the business in full consistency with the overall ABU strategy and the values/internal rules of the Group. He/she leads and manages all business activities in his perimeter to achieve the targets.

Area of responsibility

Strategy

• Define and execute the long-term and short-term commercial strategy for the perimeter, in line with ABU's overall strategy. The primary objective is the sustainable growth of turnover, the commercial margin and profitability.
• The strategy is detailed, well-documented, and reviewed periodically. It includes: market trends (size, segmentation, competitive position, ...); evolution of the product portfolio and service offering; growth in new sub-segments and/or geographies; concrete actions for years N and N+1; develop, create and optimize sales channels in the area; provide first-line technical support to customers on the ground.

Manage budgets, reports and sales forecasts in a timely manner. Ensure that the Nexans Group's global policies and initiatives are implemented within its perimeter.

Performance Management

• Consolidate and validate volume, revenue, and margin forecasts by product type on a monthly basis according to the S&OP process, with the goal of achieving the highest forecast accuracy.
• Report sales and market information to R&D, customer service, supply chain, and manufacturing facilities.
• Support the resolution of claims and contribute to the reduction/monitoring of overdue.

Growth and Margin Optimization

• Develop new customers and grow the sales with the existing ones in a profitable way.
• Promote the improvement of the commercial margin in volume and percentage for the different types of customers, optimizing the product portfolio, the implementation of value-added services, prices and cost improvement initiatives.
• Participate in product rationalization programs and actively contribute to the transformation program and specific initiatives to reduce complexity and increase profitability.

Innovation

• Keep up to date with the competitors' product offerings and other developments relevant to the Utilities environment; build relationships with Sales, Customers and End Users.
• Communicate relevant technological changes/innovations to R&D.

Product Portfolio

He has a comprehensive and in-depth knowledge of ABU's product offering:

• Technical specifications, design and costs
• Range of applications and sub-segments and comparison with comparable competitor products
• Nexans' industrial footprint (who produces what)
• Price and margin range and volume sold

Identify gaps and redundancies in the product portfolio and collaborate with R&D to reduce them. It can propose actions to avoid product proliferation (reduction of complexity), such as phasing out products or simplifying design.

Expected results

• Deliver or exceed the results according to the targets
• Develop and execute the strategic objectives
• Profitable sales development
• Development of synergies with Nexans core business
• Give Products, Market and Competitors trends info to the different Technical departments of PABG but also to the Marketing Department
• Map his area with a global vision of the key players, volumes, price levels

Position Sizing

• Turnover ~ 10 M€

Required Skills, Experience, And Qualifications

Note: The following list reflects the stated requirements.

• Bachelor's degree in engineering or equivalent
• >5 years of professional experience in sales functions
• International mindset
• Thorough knowledge of power accessories market with a proven experience in the cable and/or accessories business
• Fluent in English
• Leadership skills
• Experience in preparing and negotiating tenders
• Power utilities, electrical equipment distributors, installers and renewable energy
• Customer dedication
• Curiosity and passion