Job Description
Job Description
Iveco Defense Vehicles
designs and produces vehicles for military and civil protection applications. Iveco Defense Vehicles, headquartered in Bolzano, provides a product portfolio comprised of four segments: heavy vehicles for logistics, tactical vehicles, protected vehicles, and multi-role vehicles.
Iveco Defense Vehicles are built on cutting-edge anti-ballistic, anti-mine, and other life-saving technology, ensuring maximum mobility in the most difficult environments.
Introduction
The company has an international footprint in the Defense and Security Business with the ambitious target of increasing the order intake and its market share with a wider product portfolio solutions. For this reason, the Senior Sales Manager will ensure effective management and target alignments within the complex Business framework. This is a salary/exempt non-commissions based role.
PRIMARY FUNCTION:
This Senior Sales Manager is responsible for driving the business to achieve the target assigned by the Business. He/she manages the business with the objectives of growing existing market share and breaking into new areas of business (ie. customers, products, technologies). He/she will manage the entire complexity of Defence and Security Business requiring a full understanding of strategies, culture, policies, procedures and relationships. The business model is based on multi-year contracts addressing the entire life cycle of Product Portfolio.
ESSENTIAL RESPONSIBILITIES:
Propose, define and implement the North American Sales Strategy identifying customers, opportunities, relevant stakeholders, key players and main tenders.
Develop account plans that include pipeline and win strategies
Develop and run the appropriate execution plan within the agreed strategy
Build high value networks to better implement strategy and successfully execute within the Defence and Security Business
Introduce the best practices of Defence Sales model approach (ie. KPIs, processes)
Achieve Market sales objectives in terms of market share, volumes and margins assigned
Propose the rolling forecast (PO process) manage the Planning, Forecasting, Ordering & Scheduling processes in connection with the Commercial Logistics Dept.
Develop and implement marketing initiatives (promotional events, demonstrations, open days, factory visits and product presentations)
Provide to central functions input regarding market pricing, development opportunities, service level standard, competitor insights
Explore new business opportunities in Foreign Military Sales / Funding (FMS / FMF)
Assess the market potential and its trends; propose the required actions to further develop the business and monitor competitors' activity in the Market;
50% travel, including international and domestic
QUALIFICATIONS/REQUIREMENTS
(including education & years of experience):
Market knowledge
Existing network within the industry
Financial, Economical or Engineering Degree
Knowledge of sell and negotiation techniques
Experience in similar roles (credit risk control, international business rules and procedures)
Equipment knowledge close to Defence, Security and Trucks
Coaching aptitude and team work
Results-oriented with a strong willingness to improve the presence on the market
Logical approach to Problem Solving
Build Customer relationship and Deliver Customer Satisfaction
Leadership and self-confidence
5-10+ years in defense & sales preferred
Bachelor's Degree, Master's preferred
No direct reports
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