B2b Sales

KEY ACCOUNTABILITIES / DECISIONS AREA(1)

1. CUSTOMER BUSINESS DEVELOPMENT

 Ensures commercial results achievement for assigned territories, ensuring day by day account planning

operational execution and managing the selling process for group products and services portfolio assigned,

across followed area in order to guarantee sustainable business development.

 Drives assigned team in dealing with existing and potential customers, building long term relationship with

key decision makers and influencer across customer organization as well as in creating effective and

sustainable partnership in order to create effective company competitive advantage for assigned products

and services in alignment with the go to market strategy and plan.

 Ensures and oversees the targets achievement progression on related business line followed, promptly

executive corrective actions in collaboration with fields sales Team assigned as well as functions involved in

order solve promptly issues and ensure achievement of business targets.

2. SALES OPERATIONS EFFECTIVENESS EXECUTION

 Cooperates and works closely with Sales Operations, Customer Services, Product Management and other

relevant commercial business organization team in order to provide dedicated tools able at maintaining a

high customer service level within the relevant area of responsibility as well as guarantees visibility and

accuracy management of sales planning by geography/account/market, in coherence with defined

commercial strategy related to assigned products and services.

 Guarantees full coordination and integration within the Commercial team in order to organically execute the

go to market strategy and plan, effectively collaborates with relevant functions dealing with assigned sales

channel in order to support decision process on critical decision points, events and milestones and ensure

the successful achievement of business targets differentiating between customer segments and markets.

3. REPORTING AND MONITORING

 Analyses and deeply understands potential and emerging trends in order to monitor and exploit cross selling

commercial opportunities for SG added value solutions.

 Monitors and oversees targets achievement progression and analyses relevant KPI’s, promptly executing

corrective actions in collaboration with Sales Team as well as functions involved relating to assigned areas.

 Supervises the promptly and accurately up-to-date of tools, systems, data and records, in alignment with

corporate guidelines, policies, best practices and procedures, such as CRM System.

4. BUDGET MANAGEMENT

 Ensures the proper management of budget related to assigned areas in line with business objectives.

5. PEOPLE MANAGEMENT

 Organizes, manages, coaches and develops assigned staff, ensuring the effective talent management,

career path development and training, driving commitment and engagement.

6. RELATIONSHIP MANAGEMENT

 Builds effective and sustainable partnerships leading the relationships with potential customers as well as

the internal and external stakeholders and influencers fostering the SG competitive advantages within the

emerging markets.

Experiences: +5 years of experiences in marketing or sales

management position in the account management

department, preferably with expertise in CRM.