Strategic Account Manager (SAM)

1. POSITION PURPOSE:
Carlo Gavazzi is a recognized global leader specializing in the design, manufacturing, and marketing of products and networked solutions for the Industrial Automation and Building Automation industries. It includes multiple technologies for connected Sensors, Relays and Electrical Metering.
This role focuses on generating new business opportunities within target accounts identified by the Product Line Manager (PLM). Reporting to the Cluster sales Manager, the position is directly in charge and accountable of a list of strategic accounts and prospects, responsible for developing these strategic accounts and prospects into new customers, fostering long-term relationships with both new and existing clients.
The key activities and responsibilities of the role
• Develop and execute a targeted sales strategy for existing and prospective accounts in (list PL strategic industries).
• Identify and capitalize on new business opportunities by leveraging market insights and industry trends.
• Drive new product adoption through tailored value propositions that address specific client needs.
• Build and maintain strong relationships with key decision-makers to foster long-term partnerships.
• Conduct thorough market analysis to identify emerging opportunities and competitive threats within strategic industries.
• Translate Voice of Customer (VoC) insights into actionable recommendations for Product Line Management, shaping product roadmaps and strategic initiatives.
• Track and report sales performance, pipeline progression, and account development using the IFS CRM tools.
• Deep technical expertise and proficiency in product applications, enabling effective customer consultation and solution recommendations.
• Analyze sales data to inform strategic decisions, optimize capture rates, and enhance new business closure rates.
• Utilize data-driven analysis to refine sales strategies, optimize capture rates, and improve new business conversion.
• Represent Carlo Gavazzi at trade shows, digital events, and industry conferences to strengthen brand presence and forge strategic partnerships.
• Lead client presentations and strategic discussions, showcasing leadership and technical expertise.
II. MAJOR ACCOUNTABILITY AND KEY MEASUREMENT:
Strategic Sales Growth: Revenue growth in targeted strategic accounts
New Business Development: Number of prospects converted into strategic customers
Product Innovation Sales: Sales of new products (NPI) within strategic accounts
Business Closure Rate: Number of new business opportunities successfully won
Capture Rate: Percentage of opportunity value won vs. total available opportunity value
Long-term Revenue: Billings recognized over a three-year period
III. LEADERSHIP ATTRIBUTES
• Demonstrates initiative and the ability to drive strategic projects with minimal supervision.
• Brings high energy and enthusiasm to engage with clients and internal teams.
• Effectively collaborates across functional teams to achieve strategic objectives.
IV. AREA OF IMPACT
The Strategic Account Manager is accountable for driving strategic sales growth and business development across the designated prospects and accounts in the specific Strategic Industries.
V. QUALIFICATIONS AND EXPERIENCE
• Bachelor’s degree in Engineering or a related field.
• Minimum of Five years in strategic sales roles within industrial automation markets, preferably with experience in (adjust according to specific PL industries).
• Proven expertise in strategic prospecting, negotiation, value-based selling, and advanced communication techniques.
• Strong understanding of industrial automation products and applications and applications, with the ability to develop and present technical solutions.
• Experience managing international or global accounts, demonstrating the ability to navigate complex organizational structures.
• Business proficiency in English;
• Ability to analyze market data, interpret business trends, and make informed strategic decisions.
• Familiarity with CRM platforms.
• Self-motivated, proactive, flexible, and capable of working independently in a dynamic international environment. A strong challenger of the status quo with a focus on continuous improvement.
Official Website:
Https://www.gavazziautomation.com