OverviewPosition: Sales Manager ItalyFunction: SalesCountry: ITALYLocation: 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 ContextKey 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. Contributes to the Strategic Plan and annual plans; high importance.PurposeBusiness 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 ABU strategy and the Group values/internal rules. Leads and manages all business activities in the perimeter to achieve targets.Area of responsibilitySTRATEGY:Define and execute the long-term and short-term commercial strategy for the perimeter, in line with ABU's overall strategy. Primary objective: sustainable growth of turnover, commercial margin and profitability. Strategy is detailed, well-documented, and reviewed periodically. It includes:Market trends (size, segmentation, competitive position, …)Evolution of the product portfolio and service offering. Create value through differentiated proposalsGrowth in new sub-segments and/or geographiesConcrete actions for years N and N+1Develop, create and optimize sales channels in the areaProvide first-line technical support to customers on the groundManage 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 MANAGEMENTConsolidate 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 OPTIMIZATIONDevelop new customers and grow sales with 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.INNOVATIONKeep up to date with competitors' product offerings and other developments relevant to the Utilities environment (changes in the technical specifications of the end user, general market evolution, etc.), building relationships with Sales, Customers and End Users.Communicate relevant technological changes/innovations to R&D.PRODUCT PORTFOLIHas comprehensive and in-depth knowledge of ABU's product offering:Technical specifications, design and costsRange of applications and sub-segments and comparison with comparable competitor productsNexans' industrial footprint (who produces what)Price and margin range and volume soldIdentify gaps and redundancies in the product portfolio and collaborate with R&D to reduce them. Propose actions to avoid product proliferation (reduction of complexity), such as phasing out products or simplifying design.Expected resultsDeliver or exceed the results according to the targets. Develop and execute the strategic objectives. Profitable sales development. Development of synergies with Nexans core business. Provide Products, Market and Competitors trends information to the Technical departments of PABG and to the Marketing Department. Map the area with a global vision of key players, volumes, and price levels.Position SizingTurnover: 10 M€Required Skills, Experience, And QualificationsBachelor's degree in engineering or equivalent>5 years of professional experience in sales functionsInternational mindsetThorough knowledge of power accessories market with proven experience in the cable and/or accessories businessFluent in EnglishLeadership skillsExperience in preparing and negotiating tendersPower utilities, electrical equipment distributors, installers and renewable energyCustomer dedicationCuriosity and passion
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