COMMERCIAL MANAGER – HARDWARE BUSINESS UNIT
Europe, Asia & Africa

Company: Confidential industrial automation company
Business Unit: Hardware / Industrial Automation
Location: Rovereto (Trento), Italy
Model: Hybrid – office and field
Reports to: Global CEO of the Hardware Business Unit
Territory: Europe, Asia and Africa

Compensation & Benefits:
Competitive fixed salary, benchmarked against market references, plus commission and company car.

Business Expenses:
Full coverage of fuel, tolls, vehicle maintenance, laptop, mobile phone and business travel expenses.

ABOUT THE COMPANY

Our client is an established international industrial automation company serving the textile and apparel industry, with operations across multiple regions.

The Italian operation, based in Rovereto, serves Europe, Asia and Africa and combines commercial, manufacturing and technical-support activities in the same location.

The Hardware Business Unit develops industrial equipment and technologies used to automate textile cutting-room operations, including spreading and cutting solutions. Customers typically adopt the technology progressively, automating individual stages and expanding their investment as they achieve results.

This position will lead the commercial operation for this business line across Europe, Asia and Africa.

THE ROLE

This is a management position where success is measured by the performance of the team and commercial channels.

The business operates with relatively low deal volume but high contract values. Sales cycles typically take four to eight months, with several negotiations progressing simultaneously.

The focus is therefore not on activity metrics, but on forecast discipline, pipeline management and close involvement in strategic negotiations.

Two elements are particularly important.

First, you will manage two different commercial models:

Direct salespeople, who are part of the internal team and focus on selling, while installation and after-sales are handled internally.

Distributors, who manage the complete customer lifecycle themselves, including prospecting, sales, installation, warranty, parts and user training.





Managing the first requires strong sales leadership. Managing the second requires partnership and influence. The role requires both capabilities.

Second, this is a market-development role, not simply an existing portfolio to maintain. The company is looking for someone with a strong demand-generation mindset who actively drives prospecting and new business.

WHAT YOU WILL MANAGE

The role oversees approximately six to eight commercial channels:

Two direct salespeople in Italy.

One Country Manager in Asia, who also manages two distributors in the region.

Four direct distributors operating across different markets.

The distributor network is already established. The priority is managing the relationships, strengthening performance and sustaining the sales process rather than creating the channels from scratch.

RESPONSIBILITIES

Manage the direct sales team through clear cadence, routines and commercial discipline, including pipeline reviews, forecast accuracy and hands-on support in active negotiations.

Manage distributors and resellers as strategic partners, maintaining strong relationships beyond monthly performance reporting.

Drive new business throughout the territory and establish a proactive prospecting agenda.

Own the commercial plan for the territory, including quotas, forecasting and conversion targets.

Contribute to and challenge the route-to-market and territory coverage strategy.

Design and implement a structured enablement programme for commercial channels, including sales, tools and product training.

Negotiate directly with clients, with autonomy over commercial terms and discounts.

Represent the company at trade fairs and industry events across the territory.





Present monthly market results to the broader commercial organization.

Run the team's weekly commercial cycle, including objectives, progress and planned-versus-actual reviews.

WHAT WE ARE LOOKING FOR

Fluent Italian and English.

Proven experience managing a sales team.

Experience managing both direct salespeople and distributors or resellers.

Strong command of commercial fundamentals, including prospecting, funnel management and closing.

Experience with high-value, long-cycle sales. The company is more interested in the candidate's sales methodology than prior knowledge of the exact product category.

Strong relationship-building skills and the ability to operate independently across geographically distributed markets.

A proactive, self-driven approach to generating demand.

Based in, or willing to relocate to, the Rovereto area, with regular physical presence at the office.

NICE TO HAVE

Experience working in Asian or emerging markets, particularly through distributor-led commercial models.

Experience in industrial machinery, capital equipment or other environments where the sale involves a production process rather than a standard product.

These are advantages, but they are not mandatory requirements.

WORKING MODEL

Hybrid position based in Rovereto, combining office and field activity.

In practice, the typical schedule has been Monday and Friday at the office, with Tuesday through Thursday focused on the market.

The position involves significant travel, particularly during the first months. Initial onboarding lasts approximately three to four weeks, followed by an intensive field period alongside salespeople, customers and distributors.

Travel is expected to decrease as the commercial organization develops under the new manager.

The company views travel as a means to achieve commercial results rather than an objective in itself. Given the value and complexity of the sales process, many negotiations still vantaggi from face-to-face interaction.

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