Job description
The Client:
Our Client is a leading Italian Technology group, backed by Private Equity Funds. Founded in the eighties, they are today one of the main actors in the digital transformation arena of both public and private organizations, across all market industries.
With about 15K FTEs in 70+ offices spread across Europe, the United States and South America, the Group designs, develops, and manages innovative and integrated solutions across all the areas of clients’ business. They fully leverage the opportunities offered by advanced digital technologies as well as proprietary solutions, enabling complex and evolving digital ecosystems in the areas of Analytics & IA, RPA, IoT, AR/VR, blockchain, Digital Twin, Cloud and Cybersecurity. They also continue to expand their expertise through M&A and partnerships with leading technology players.
With a strong and relentless focus on Innovation, the Group constantly addresses relevant investments in R&D, to explore groundbreaking technologies and develop new business solutions. They also play a leading role in research, coordinating national and international projects together with scientific and academic partners throughout Europe.
They invest in human capital continuously, through an internal Academy which provides upskilling and reskilling paths for both employees and stakeholders, with over 30k training days per year.
After the first years of transformation, they are investing further in human capital to empower the organization and face a new relevant growth cycle.
Position – The role:
In this scenario, the redesign and enhancement of the go-to-market approach, is the driver for the creation of the role of Sales Director with focus on Consumer Products (SD CPG). The role is positioned at CEO-3 in the organisation and is strategic to effectively drive the Group proposition in the specific industry space, originating business with existing and new clients.
The reach of the role is global, i.e. clients are managed across their organizations in Italy/abroad.
Position – Specific responsibilities:
- Identify new potential Clients and develop / manage business within existing Clients, according to Group expansion strategies. The current portfolio is wide and reflects a strong positioning. Primary goal would in any case take delegation on projects ongoing, get to know the organization and the offering, and then originate new business.
- Foster Client relationships at the appropriate level (CIO and C-Level executives, up to CEO) with recognized trust, contents, proactive listening, utmost competence, and sense of urgency to consolidate “customer loyalty”, proactively identifying and suggesting cross-selling opportunities within the whole Group portfolio solutions/products. Monitor “customer satisfaction” accordingly.
- Position proactively across the market, and manage commercial negotiations / tenders to conclusion, in accordance with the Group sales processes and tools.
- Ensure value creation through profitability targets, turnover increase and people management, while hitting the budget.
- Establish a mutual and constructive team working environment, keeping the line/BU manager informed of ongoing negotiations (alignment according to size and complexity of the offering) while encouraging sophisticated customer interactions in the team.
- Establish trust and collaborative relationships across functions to ensure cooperation and best in class delivery of the sales organization.
Position – Critical priorities:
- Onboard quickly and efficiently in a complex organisation.
- Act proactively, and accordingly to the new culture the group is aiming to create inside the group, and in front of the Client.
Requirements and key skills:
- University degree with 10+ years Sales/Relationship Management background within complex B2B multinational organizations, and with focus on the Technology/Digital transformation in the Consumer Products industry.
A specific focus on the Food & Beverage space would represent a plus.
- Demonstrated track in taking ownership and generating achievements in complex/matrix organizations, including management. of assigned (and dispersed) resources.
- Can build integrated offers and tenders exploiting the full potential of the Group’s services / products portfolio and connect the delivery with the relevant internal resources to enable a successful sale.
- Can drive execution proactively and with accountability for results; responsible for every-day achievements culture that removes obstacles and anticipates problems; acts with clear focus on priorities and resistance to setbacks.
- A round effective communicator, with effective negotiations skills.
- Able to fuel new/proactive mentality inside and outside, bringing distinctive sector knowledge, hints and abilities onboard. A motivator to all counterparts, can inspire drive for results.
- Acts in accordance with Group ethical code of conduct.
Languages: Fluency in English
Location: any of the Group offices