KEY ACCOUNT MANAGER - LARGE SCALE

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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, finance, business development, contract management) to support project execution
Contribute to the preparation of tenders and commercial proposals
Collaborate with international stakeholders when relevant

Strategic Contribution

Support the development and execution of account strategies
Contribute to market insights and identification of new opportunities
Gradually increase involvement in international and strategic initiatives

PROFESSIONAL EXPERIENCE

Solid experience (8-10 years) in Key Account Management, Sales, or Business Development in renewable energy, infrastructure, project-based industries
Proven experience in managing complex sales processes and customer relationships
Experience in contract negotiation and commercial management

REQUIRED EDUCATION
Education: Master’s degree in Engineering, Business. Postgraduate Certificate is a plus
OTHER COMPETENCIES AND SKILLS

Strong commercial and negotiation skills
Ability to understand technical solutions and translate them into customer value
Excellent stakeholder management and communication skills
Ability to work in cross-functional and international environments
Structured and data‑driven approach to sales pipeline management

EXTENT OF RESPONSIBILITY
International travel to SMA HQ or customer offices required.
LANGUAGES
Fluent in English (C1) and Italian required. Native Italian is preferred.
OTHER USEFUL LANGUAGE SKILLS
German is an advantage
DRIVER’S LICENCE
Valid driving licence required
COMPENSATION & VANTAGGI
The remuneration package includes:

Annual performance bonus according to company incentive scheme
Company car

Remuneration is determined based on:

Relevant professional experience
Technical and functional skills (including multi‑country experience)
Scope and complexity of the role

EQUAL OPPORTUNITIES
We are committed to equal opportunities. xysqume Applications will be assessed based on skills, qualifications and experience.

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