Key Account Manager A&D; (KAM)

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AVL Italia S.p.A. offers a role in Italy (IT) as the Key Account Manager A&D; (KAM) who represents AVL within the Aerospace & Defence Business Unit. The KAM serves as a competent partner for significant business accounts, establishing relationships at affiliate organizations where substantial volume exists or can be achieved. The role is responsible for managing strategic A&D; customers in Italy across both the ITS and PTE portfolios, operating within a global account environment and ensuring alignment with other Key Account Managers worldwide.

Responsibilities

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- 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, businesses, products, and services, including opportunities at the intersection of 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 and Business Field Leaders.

- 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, Engineering, Operations) and across ITS and PTE Business Units, 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.

Profile / Qualifications

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

- Driver’s licence.

- 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.

- Willingness to travel.

- English language skills (business fluent).

- French language (plus). xysqume

- Salary range: €55,000 – €75,000 gross per year (based on experience).

Location

Cavriago, Torino, Robassomero – Italy

Job Details

Contract Type: Permanent

Job ID: 39271

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📌 Key Account Manager A&D (Italia)
🏢 Avl Software And Functions
📍 Italia