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B2B Account Manager (Italy)
TPV Technology is an internationally renowned PC monitor, TV and Digital Signage Displays manufacturer. TPV serves as an original design manufacturer for some of the best-known TV, PC and Digital Signage Displays brands in the industry and distributes its products worldwide under its own brands AOC and Envision. In addition, the company designs, produces and sells Philips-branded monitors, TV's and AVA products, Digital Signage Displays and mobile phones through a license agreement with Philips via its subsidiaries TP Vision and MMD. As an example, the company brings high-quality TV sets to the market: smart and easy to use with sophisticated styling. TPV believes in creating products that touch the human senses and are within reach of all consumers in the markets they operate in. As a leader in the hotel industry, their hospitality TV division serves most the world's major international and national hotel groups, as well as individual hotels, hospitals, cruises and other professional facilities.
About the company
MMD
MMD is a wholly-owned company by TPV, established in 2009 through a brand license agreement with Philips. MMD exclusively markets and sells Philips-branded LCD displays worldwide. Taking advantage of Philips brand image and TPV’s manufacturing expertise, MMD uses a fast and focused approach to bring innovative products to consumers. MMD serves worldwide markets from major regional offices including Amsterdam, Shanghai, Singapore, São Paulo and Fremont (EPI). Through its network of local sales teams MMD works with all major IT distributors and resellers.
MMD business is steadily growing year by year since 2009. In the last few years, we have successfully benchmarked ourselves in the area of gaming, big-size monitors. Furthermore, with successful business expansion in the past few years, we are rapidly growing peripheral accessory into a standing alone product category!
AOC
AOC is a subsidiary of TPV Technology Limited and one of the global top brands in the display market. High quality, first-rate service, attractive designs as well as environmentally friendly, ergonomic and innovative products at competitive prices are the reasons why more and more consumers, corporate decision-makers and distribution partners trust in AOC. AOC offers displays which cater to every type of user, be it for professional, home, entertainment or gaming use.
Main purpose of the job
- Key Account / Sales Manager is responsible to drive sales and support B2B customers on the day to day operations within company.
- You will be responsible for building and maintaining strong customer relationships and driving excellence at the point of sale.
- You will ensures proper implementation of company Commercial Policy.
Scope
Location is Rome – you will be responsible for a group of accounts in Corporate/SMR channel. You will report to Country Sales Director and in full alignment with MMD and AOC Sales Managers. This position has no direct reports. You will be managing the accounts for strategic customers in Corporate/SMR channel.
Responsibilities
- Accountable for achieving sales volumes, price realization (negotiated price vs target) with the defined B2B customer group.
- Increase the cooperation with existing B2B customers, establish long term relationships and actively seek new customers.
- Be on the field and do regular visits to customers. Provide trainings, presentations.
- Quote according to prices agreed by AOC/MMD Sales managers and country commercial policy
- Respond to customers in the fastest way possible. Defining products to offer and creating offer/quotations.
- Preparation for the tenders and projects, creating overview including participants, products, benchmark.
- Communication with HQ on technical matters and documentation.
- Is the primary commercial contact for the customer, ensures continuity of the relationship with the accounts, documenting agreements and interactions.
- Is the voice of customer inside MMD/AOC, mobilizing resources where needed to achieve plan/strengthen the relationship with relevant accounts.
- Systematically analyzing and reporting of market, competition and trends.
Education and knowledge requirements
- Minimum Bachelor degree level
- Minimum 5 years of sales experience of which at least 3 years in the B2B channel
- Knowledge of the market, channels, customers and competitors
- Selling skills and ability to influence at all levels within external customers
- Understanding of relevant supply chain
- Excellent negotiation & communication skills
- Ability to run commercial partnership
- Ability to manage problem solving
- Sense of responsibility, speed, energetic, practical and focus on achieving goals.
- Ability to understand optimal product and manage customer P&L
- Excellent team player
- Advanced in English; native Italian language
Other requirements
- Seasoned expert in Sales with proven track record in Italian B2B channel.
- Able to understand and implement commercial policy and processes that comes with it. (e.g Salesforce, Ship and debit, forecasting)
- Knowledge of IT products, able to understand product range, system behaviour of products / platforms and features.
- Good understanding of the end-user needs, channel partners and the national business landscape.
- Needs good insight to integrate Quality processes in the business processes.
- Good analytical skills.
- Capable of convincing, motivating and inspiring accounts to optimize their business with MMD/AOC.
- Able to present for big group, senior audience, demonstrate overall understanding of his/her area of responsibility
Problem Solving:
- Pro-actively seeks business opportunities.
- Mid- to Long-term horizon.
- Stakeholder Management.
- Differentiate the and prioritize strategic partners to achieve goals.
Accountability:
- Supports in defining sales and distribution strategy within relevant accounts and also implements this in practice.
- Defines, together with sales management, the account budget for tailor made actions for strategic account.
- Strategic customer management
What are we offering?
If you enjoy working with knowledgeable, success-oriented people, for a company that both challenges and respects its professionals, and you've got what it takes to be a great B2B Account Manager based in Italy, then apply today.
In case of any questions please contact Robert Jan Verwaal via [email protected] (please include your CV and a short motivation).
Acquisition as a result of this vacancy posting is not appreciated.