KEY ACCOUNT MANAGER - LARGE SCALE
CAREER PATH:
Professional
JOB LEVEL:
8p – Italian Cnel H*****° Livello
SALARY RANGE:
***************
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 & Benefit
The remuneration package includes:
Annual performance premio 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.
Applications will be assessed based on skills, qualifications and experience.
Your Recruiting Contact
Vanessa Maria Colombo | SMA Italia S.r.l.
SMA is committed to equal opportunity and diversity – regardless of gender, age, origin, religion, disability, or sexual orientation.
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📌 Key Account Manager Ls Italy (Milano)
🏢 sma italia
📍 Milano