Responsibilities

Develop and implement strategic account plans to meet market business targets, exercising strategic judgment and autonomy in planning and execution

Take responsibility for sales plans and forecasts for assigned accounts, ensuring alignment with overall business objectives

Identify account growth opportunities and diversification into new areas, business fields, products, and services, applying independent decision‑making authority, including opportunities at the intersection of the ITS and PTE offerings

Collaborate internally with the global network to deliver tailored solutions, leveraging flexibility to accommodate international time zones

Align account strategies with overall business objectives in collaboration with Sales Directors (SD) and Business Field Leaders (BFL)

Ensure consistent offers, commercial and contractual conditions for assigned accounts, maintaining compliance with company policies

Support all commercial activities until final payment, accompany project work during order fulfilment, and assess customer satisfaction

Provide inputs for efficient offer preparation and lean offers

Approve and negotiate quotations and contracts according to company policies, exercising authority within defined guidelines

Monitor and analyse account performance, adjusting strategies as needed to achieve targets

Manage account sales support budgets and ensure data completeness and quality in CRM systems (Salesforce)

Ensure compliance with AVL sales processes

Lead and manage the account team (if applicable), providing guidance, training, and support with a high degree of autonomy

Operate within a matrix organization without direct reports,



acting as a key coordination point by collaborating cross‑functionally with internal stakeholders (Sales Organization, Engineering, Operations) and across ITS and PTE BUs, while working closely with Global Account Managers to ensure strategic alignment

Build, maintain, and grow relationships with key decision‑makers at customer organisations, ensuring long‑term strategic partnerships

Orchestrate relationship development and communication across multiple stakeholders

Manage complex customer situations, applying strong negotiation, mediation, and effective communication skills to address challenges and drive successful outcomes

Manage customer interactions to ensure responsiveness and satisfaction, applying discretion in prioritisation

Travel to meet customers (approx. 50%), their buying centres, and internal stakeholders as needed, leveraging flexibility in scheduling

Prepare, host, and lead customer meetings, ensuring follow‑ups and satisfaction assessments

Requirements

Completed university or university of applied sciences (FH) degree, or equivalent, with a focus on technical and economic aspects

Driver’s License

Experience in sales or sales management in a business‑to‑business environment (5+ years), ideally in the aerospace, defence or high‑technology industrial sector

Experience developing business with aerospace & defence accounts (primes/OEMs, system integrators and their supply chain)

Familiarity with A&D; commercial/contractual frameworks and industrial security requirements (e.g. NOSI) is an advantage

Negotiation skills

People management skills

Willingness to travel

English language skills (business fluent)

French language (plus)

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📌 Key Account Manager A&D (Cavriago)
🏢 Altro
📍 Cavriago