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Role Purpose:

The primary mission of the Head of Sales Italy is to lead and develop sales activities within the Italian market, in accordance with the strategy and direction defi ned by the Group and the West Europe Sales organisation . This role is responsible for achieving regional revenue, profi tability, and budget targets, ensuring precise sales forecasting, and maintaining an optimal balance between new business development, market growth, and the protection of strategic key accounts. The Head of Sales Italy translates the Group and West Europe sales strategy into concrete local sales action plans and leads the regional sales team with a focus on high-performance and client success.

Key Responsibilities:

- Strategic Cascade & Execution: Translate the Group Sales strategy into concrete regional sales programs and sector-specifi c objectives to ensure the achievement of regional revenue and gross margin quotas.
- Team Leadership: Provide both disciplinary and functional leadership to a team of Key Account Managers (KAMs) and Inside Sales (IS), fostering development and ensuring operational alignment.
- Account Development: Steer the creation and execution of Account Development Plans for strategic key accounts to maximize customer value and market potential.
- Pipeline & Process Governance: Monitor and enforce "Decision Gate" stages throughout the sales pipeline to ensure process quality, accurate risk assessment, and transparent deal closure.
- Digital Sales Transformation: Drive the implementation and utilization of modern CRM systems (e.g., Salesforce) and AI-assisted sales tools to enhance data-driven pipeline analysis and operational effi ciency.
- Stakeholder Management:



Act as the sales representative for the Italian market in international sales meetings, ensuring local market insights infl uence strategic planning and budgeting cycles.
- Business Growth: Conduct high-level negotiations, support the team on complex or disputed fi les, and ensure proactive identifi cation of new growth opportunities through continuous market and competitive intelligence.

Education & Experience:

Bachelor’s or Master’s degree in Business Administration, Industrial Engineering, or a comparable commercial/technical qualifi cation or 6–8 years of relevant B2B sales experience (preferably in technical trade, B2B electronics, or industrial environments). At least 3 years of proven experience in the disciplinary and functional leadership of sales teams. 4–5 years in commercial leadership functions.

Required Skills:

Fluent in Italian and English (C1 level); profi ciency in German is a plus. Proven expertise in AI-assisted sales tools, CRM management (Salesforce), data analysis, sales forecasting, and structured sales process management. Strategic thinking, strong negotiation capability, stakeholder management, solution-oriented mindset, analytical sharpness, and leadership skills focused on mentoring and empowerment.

KPIs:

- Regional Targets: Percentage of achievement against set KPIs for revenue, margin, and gross profi t for the Italian region.
- Pipeline Health: Accuracy of regional sales forecasts in the CRM and conversion rates across the defi ned Decision Gates.
- Account Growth: Successful implementation of Account Development Plans and increased Wallet Share within the region.

We offer:

- Work in a consolidated international organisation with strong expansion in the Italian market
- Be part of an agile and dynamic local working team
- Competitive salary + tickets restaurant
- Laptop + smartphone
- Company car

Location

Milan (you need to be native or fluent in Italian)

📌 Head of Sales - Italy (Bollate)
🏢 Conrad Electronic Italia
📍 Bollate