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 & AGEVOLAZIONI 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.

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