The Key Account Manager A&D; (KAM) represents AVL within the Aerospace & Defence (A&D;) Business Unit in the market, serving as a competent partner for significant business accounts. The KAM should be established at the affiliate organizations, where significant business volume is given or can be achieved. The role will be responsible for managing strategic A&D; customers in Italy, operating across both the ITS and PTE portfolios, within a global account environment and ensuring alignment with other Key Account Managers active on the same customer worldwide.
The job maximizes AVL’s market share and corporate contribution (CC) by achieving sales targets, fostering customer satisfaction, and developing strategic account plans. The KAM reports to the Sales Directors and collaborates closely with Business Development and global teams to align strategies and ensure optimal market performance.
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
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