Key Account Manager A&D

ph3Key Account Manager AD (KAM) /h3 pAVL Italia S.p.A. offers a role in Italy (IT) as the Key Account Manager AD (KAM) who represents AVL within the Aerospace Defence Business Unit. The KAM serves as a competent partner for significant business accounts, establishing relationships at affiliate organizations where substantial volume exists or can be achieved. The role is responsible for managing strategic AD customers in Italy across both the ITS and PTE portfolios, operating within a global account environment and ensuring alignment with other Key Account Managers worldwide. /p h3Responsibilities /h3 ul liDevelop and implement strategic account plans to meet market business targets, exercising strategic judgment and autonomy in planning and execution. /li liTake responsibility for sales plans and forecasts for assigned accounts, ensuring alignment with overall business objectives. /li liIdentify account growth opportunities and diversification into new areas, businesses, products, and services, including opportunities at the intersection of ITS and PTE offerings. /li liCollaborate internally with the global network to deliver tailored solutions, leveraging flexibility to accommodate international time zones. /li liAlign account strategies with overall business objectives in collaboration with Sales Directors and Business Field Leaders. /li liEnsure consistent offers, commercial and contractual conditions for assigned accounts, maintaining compliance with company policies. /li liSupport all commercial activities until final payment, accompany project work during order fulfilment, and assess customer satisfaction. /li liProvide inputs for efficient offer preparation and lean offers. /li liApprove and negotiate quotations and contracts according to company policies, exercising authority within defined guidelines. /li liMonitor and analyse account performance, adjusting strategies as needed to achieve targets. /li liManage account sales support budgets and ensure data completeness and quality in CRM systems (Salesforce). /li liEnsure compliance with AVL sales processes. /li liLead and manage the account team (if applicable), providing guidance, training, and support with a high degree of autonomy. /li liOperate within a matrix organization without direct reports, acting as a key coordination point by collaborating cross‑functionally with internal stakeholders (Sales, Engineering, Operations) and across ITS and PTE Business Units, while working closely with Global Account Managers to ensure strategic alignment. /li liBuild, maintain, and grow relationships with key decision‑makers at customer organisations, ensuring long‑term strategic partnerships. /li liOrchestrate relationship development and communication across multiple stakeholders. /li liManage complex customer situations, applying strong negotiation, mediation, and effective communication skills to address challenges and drive successful outcomes. /li liManage customer interactions to ensure responsiveness and satisfaction, applying discretion in prioritisation. /li liTravel to meet customers (approx. 50%), their buying centres, and internal stakeholders as needed, leveraging flexibility in scheduling. /li liPrepare, host, and lead customer meetings, ensuring follow‑ups and satisfaction assessments. /li /ul h3Profile / Qualifications /h3 ul liCompleted university or university of applied sciences (FH) degree, or equivalent, with a focus on technical and economic aspects. /li liDriver’s licence. /li liExperience in sales or sales management in a business‑to‑business environment (5+ years), ideally in the aerospace, defence or high‑technology industrial sector. /li liExperience developing business with aerospace defence accounts (primes/OEMs, system integrators and their supply chain). /li liFamiliarity with AD commercial/contractual frameworks and industrial security requirements (e.g. NOSI) is an advantage. /li liWillingness to travel. /li liEnglish language skills (business fluent). /li liFrench language (plus). /li liSalary range: €55,000 – €75,000 gross per year (based on experience). /li /ul h3Location /h3 pCavriago, Torino, Robassomero – Italy /p h3Job Details /h3 pContract Type: Permanent /p pJob ID: 39271 /p /p #J-18808-Ljbffr