Regional Sales Director Italy

Location Italy

Job Mission:

To supervise and motivate the sales team to achieve the established objectives in the commercial strategy. To explore new avenues of growth for the company and seek new markets to increase company revenue.

Responsibilities and Duties:

  • Lead global sales efforts for the organization, focusing on client development and identifying new market opportunities.
  • Advise the General Management on potential needs to create, acquire, or engage in joint ventures or mergers with other companies to expand business in target geographies and sustain growth.
  • In-office Management:
    • Develop annual sales budgets for different geographical areas and ensure compliance in terms of sales units, margins, sales conditions, payment terms, legal aspects, and expense budgets.
    • Set the overall commercial team strategy based on raw material trends, cost implications, and supply-demand dynamics.
    • Organize the team efficiently to cover all target geographies worldwide.
    • Monitor departmental performance, analyze results and ratios, and implement corrective measures as necessary using appropriate management tools.

Meetings:

  • Maintain regular contact with direct sales team members to discuss pricing, volumes, clients, objectives, and motivation.
  • Conduct monthly sales meetings to review the previous month, set expectations for the upcoming month, discuss pricing, address challenges, and share relevant company data, new products, successes, experiences, tactics, and training aspects.
  • Quarterly sales meetings to review geographical area results, analyze the situation, set alternative tactics, and address relevant issues similar to monthly meetings.
  • Monthly meeting with GCR Group’s Management Committee to stay informed about company management aspects and address interdepartmental relations, problem-solving, and improvements.

People:

  • Responsible for motivating personnel, ensuring proper organization, and providing necessary tools for each team member through organizational channels.
  • Foster internal talent identification and development within the organization, promoting behavioral changes, team dynamics, and leadership development.
  • Annually set objectives for each sales team member, focusing on numerical targets as well as improvement in skills, responsibilities management, and training, with corresponding incentivization.

Out-office Management:

  • Allocate 50% of time to in-office meetings and personal matters, and the remaining time to travel for coaching, client meetings, contract closures, public relations, problem-solving, distributor visits, and market trend analysis.

Distribution Relations:

  • Foster a partnership-like relationship with distributors, ensuring mutual trust and close interaction to convey company values and style while respecting local cultures.

International Clients and Key Accounts:

  • Devote attention to large clients, who represent a significant portion of sales and often set market trends, through regular events, meetings, brainstorming sessions, and cyclical visits.

Trade Shows, Technical Journals, Social Media, Events, and Communication:

  • Approve budgets for various activities, define policies for each area, and oversee communication and objectives.

Internal/External Relationship Map:

  • General Management, Production, Logistics, Innovation, HR

Required Experience:

  • 10 years of experience as a Sales Director

Required Education:

  • Bachelor’s degree in Chemistry, preferably with a master’s degree in a related field. Fluent in English, Fluent in Italian.

Competencies:

  • Results Orientation
  • Excellent Communication Skills
  • Customer Orientation
  • Excellent Negotiation Skills
  • Persuasion Ability
  • Business Vision

Job Objectives:

  • Identify new markets
  • Analyze markets
  • Develop the sales pitch in collaboration with product marketing
  • Establish contact and trust with clients
  • Provide presentations (on-site and remote demonstrations)
  • Optimize company KPIs

Responsibilities in the Integrated Management System:

  • Contribute to fulfilling the requirements of the integrated management system for quality, environment, and occupational health and safety.
  • Propose improvements and updates to procedures, instructions, and records. Manage generated waste properly.
  • Efficiently consume energy and water.
  • Adhere to environmental and manufacturing best practices.

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