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 (Emilia-Romagna)
🏢 Jobtailor
📍 Emilia-Romagna