Technical Sales Manager C&C Italy Job

Mission Details

The position reports to the Sales Manager Italy C&C with a dotted line to Regional Sales Director.
This role, to be held by an experienced technical sales manager with deep knowledge and understanding of construction industry, regulatory requirements and market. This person is overall responsible for business development, technical advice, promotion of building solutions influencing engineers, architects and building professionals, and directly managing key accounts and providing technical advice, distributor relationships including developing and executing sales plans, realizing profitable growth, account long-term retention and ongoing satisfaction of customers with the strong emphasis on the business development.
Expected travel 60%-70%.
Essential Duties & Responsibilities
Health, Safety, Environment and Quality
• Embraces and practices safe work habits in accordance with Arkema guidelines and following Arkema Compliance & Business Ethics and legal regulations.
Business development
• Works as an ambassador of Arkema Adesivi C&C products and solutions, promoting them and increasing knowledge among engineers, architects and building professionals.
• Identifies new trends, new customers, new applications and new market segments for C&C Business Unit (Construction&Consumer) and brings them to the attention of the management.
• Actively monitors the competitive landscape and market dynamics and proposes appropriate response strategies.
• Participates with peers and sales management to develop higher-level sales strategies and help identify target accounts and opportunities within the framework of the business unit strategy.
Technical Support, Industry & Customer Knowledge
• Supervision of customers’ projects, inspection of building sites ensuring the highest standards are achieved for customers in the areas of health, safety, and environmental compliance and correctness of application when using C&C products and solutions.
• Providing customers with technical trainings (theoretical and practical) and technical support.
• Strong theoretical background combined with practical expertise and hands-on experience, ability to apply theoretical knowledge in practice and work with products in real application.
• Assists Marketing in developing necessary technical literature for promotion of products and building solutions.
Account Management
• Sells and promotes products/applications/building solutions to assigned projects/customers/partners/distributors. Plans how to establish and maintain account relationships and meet personal sales, margin and profit targets.
• Build and maintain strong, influential relationships with key stakeholders and decision-makers across customer organizations, ensuring regular head office engagement.
• Effectively interprets and prioritizes customer needs. Aligns product/service offerings to meet customers’ needs.
• Educates customers on proper material handling and safety training and facilitate customer warehouse consultations.
• Maintains a reliable, consistent, positive, technically responsible corporate image positioning C&C as a trusted partner and advisor to customers.

Required Profile

Experience and Profile
• 3+ years of experience in technical sales role in construction industry
• Deep understanding of construction industry
• Degree in Civil Engineering or similar
• Languages (spoken and written) – native Italian, fluent in English, German nice to have
• Proficient with Excel, Word, PowerPoint and a good understanding of SAP
Competencies, Knowledge, Skills & Abilities
• Results and change oriented mindset.
• Strong influencing skills.
• Ability to bring unique knowledge to customers and the industry; formulate and make respected recommendations.
• Excellent representation, interpersonal, listening, communication and negotiating skills at multiple levels within the customers’ organization with customer-focused approach.
• Curiosity and high-level analytical capability to interpret market and customer data for a solution with a creative approach.
• Comfortable putting forth alternate recommendations and challenging opposing views.
• Excellent prioritization and follow-up skills.
• Ability to work independently in a matrix structure and operate effectively within a global, culturally diverse community of professionals.
• Actively learns and improves understanding of other C&C products and solutions.