Sales Manager

Rome, Italy (with travel across Italy as required)

Job Overview

This is not a traditional account management position.

As the first dedicated Sales Manager for the Italian business, you will be responsible for driving new business growth across Italy by identifying, developing and securing new Certification and Inspection opportunities.

Working as the first dedicated commercial hire within the Italian business, the successful candidate will have full ownership of developing the sales strategy, building new client relationships and generating sustainable revenue growth.

Initially operating as an individual contributor, this role offers the opportunity to shape the commercial direction of the business and, as the company grows, build and lead a future sales team.

Success in the role will be measured through new business generation, profitable revenue growth and the development of a diversified customer portfolio.

Key Responsibilities

Business Development

• Develop and execute the commercial sales strategy for the Italian market.
• Identify and secure new Certification and Inspection clients across multiple industry sectors.
• Generate sustainable new business revenue through proactive prospecting and consultative selling.
• Build long-term relationships with key decision makers and strategic customers.
• Promote the company's portfolio of Certification, Inspection, and related TIC services.

Commercial Growth

• Deliver profitable revenue growth while maintaining healthy commercial margins.
• Develop a diverse customer portfolio, reducing dependency on individual key accounts.
• Maintain an active pipeline of qualified opportunities.
• Prepare commercial proposals and negotiate service agreements.

Market Development

• Represent the company within the Italian Certification and Inspection market.
• Develop a strong understanding of customer requirements and emerging market trends.
• Identify opportunities for new service offerings and market expansion.
• Work closely with operational teams to ensure successful service delivery following contract award.

Strategic Contribution

• Contribute to the long-term commercial growth strategy for Italy.
• Help establish commercial processes and best practices.
• Support the future recruitment, mentoring, and leadership of a dedicated sales team as the business expands.

Candidate Profile

Experience

The successful candidate will ideally have:

• Proven experience selling Certification, Inspection, Testing, or wider TIC services.
• Strong business development and new client acquisition experience.
• Experience working within a target-driven commercial environment.
• A strong network of contacts within relevant industry sectors.
• Demonstrable success in generating profitable new business.

Experience within one or more of the following areas would be highly advantageous:

• Management Systems Certification
• Product Certification
• People Certification
• Second Party Inspection
• Third Party Inspection

Technical Knowledge

Candidates should possess a good understanding of:

• ISO certification processes.
• The certification lifecycle and audit process.
• The client certification journey.
• Management System Certification.

Familiarity with management system standards such as:

• ISO 9001
• ISO 14001
• ISO 45001
• ISO 50001
• ISO 22000
• ISO 13485

A detailed technical understanding of every accreditation is not required. However, candidates should possess sufficient commercial knowledge to engage credibly with prospective clients and understand the certification process.

Personal Attributes

The successful candidate will demonstrate:

• A highly commercial mindset with strong business development capability.
• The ability to work independently and take ownership of developing the commercial function in Italy.
• Excellent relationship-building and networking skills.
• Strong communication, influencing and negotiation abilities.
• An entrepreneurial approach with the ability to identify new market opportunities.
• Excellent organisation, planning and diary management skills.
• Ambition, drive and motivation to help grow the business.