Short Description

Guarantees the achievement of sales performance goals in the Region, developing a strategy in line with the guidelines provided by the Business Unit Sales Director, regarding both the direct and indirect sales channels.

Deploys the best practices and methodologies developed by HQ. Ensures adequate interactions and alignment between HQ and branches and ensures the business development, identifying opportunities, guarantying the relationship with the key customers and seeking contacts with potential ones.

Main Responsibilities

SALES INTELLIGENCE

• Ensure the best positioning of Bonfiglioli in the Regional market by identifying product, trends, clients needs and pricing definition in collaboration with pricing & product marketing
• Guarantee the correct customer portfolio management, find new opportunities of business development and new clients in the market region in order to increase the revenues, enlarge market share and protect marginality 
• In coordination  with Product Marketing, ensure constant updating and analysis of market trends and changes, competitor analysis and technology relevant evolutions 
• Develop deep knowledge market and manage relationships with key customers of the area 
• Ensure, in the local branch, the application of tools and methodologies (pricing, CRM, etc.) 

STRATEGY AND PLANNING 

• Responsible for the sales business strategy deployment in the reference area 
• Support Industry Managers in order to achieve specific Area Business Goals 
• Collect and analyze technical and commercial requirements, as well as potential business risks and opportunities, in coordination with the Product Marketing

GO TO MARKET

• Responsible for channel strategy deployment, defined by Sales Management of BU 

APPLICATION ENGINEERING

• Guarantee the technical proposal towards the customer, offering a co-engineering in collaboration with R&D and selecting the best technical solutions that the customer need and also defining the feasibility of some requests 
• Identify and propose new product development, reveal in advance the market demands in collaboration with product marketing 

BUDGETING

• Elaborate, propose and control the Sales budget and forecast in terms of expected sales volume for the region
• Control sales performances (total revenues and gross margin), guaranteeing the fulfilment of the budget defined 
• Definitions all the actions required if variances/deviations in the final balance occur

PEOPLE MANAGEMENT

• Assessing the adequacy of local sales force
• Ensure the coordination and supervision of the team and the development of skills and training 
• Define organizational model needed in order to reach the business goal in collaboration with the Human Capital Department