KEY ACCOUNT MANAGER - LARGE SCALE

CAREER PATH: Professional

JOB LEVEL: 8p – Italian Cnel H011-1° Livello

SALARY RANGE: 50.000 – 60.000

DEPARTMENT: Sales Large Scale Project

REPORTING TO: Head Of Project Sales

POSITION TYPE: Permanent

PURPOSE OF THE POSITION

The Key Account Manager is responsible for developing, managing, and growing
strategic customer relationships in the Large Scale and Project Solutions
segment (solar, storage, integrated energy projects).

The role ensures strong positioning of SMA solutions throughout the entire
project lifecycle, supporting customers in the development and execution of
their project pipeline.

This position is designed as a key step within a structured career development
path, offering increasing exposure to international accounts, strategic
projects, and leadership responsibilities over time.

MAIN DUTIES AND RESPONSIBILITIES

Account Management & Business Development

* Build and maintain strong relationships with key decision-makers and
stakeholders within customer organisations
* Understand customer strategies, structures,



and decision-making processes to
effectively position SMA’s solutions
* Identify growth opportunities and support customers in developing their
pipeline of large-scale projects

Sales & Commercial Execution

* Manage the full sales cycle, from early engagement to contract negotiation
and closing
* Analyse customer requirements, specifications, and tender documentation
* Lead or support contract negotiations, ensuring alignment with commercial and
risk guidelines
* Ensure customer needs are translated into tailored and competitive solutions

Pipeline Management & Performance

* Manage and monitor the sales pipeline through Salesforce CRM
* Provide accurate forecasting and reporting
* Drive performance across key metrics, including: Sales (€ / MW), Account
profitability, Customer retention and repeat business

Cross-functional Collaboration

* Work closely with internal teams (engineering, legal, fi

📌 Key Account Manager LS Italy (Milano)
🏢 SMA Solar Technology
📍 Milano