HEAD OF SALES RETRO

(M/F/D)*

 We are looking for an experienced and responsible manager for our italian branch based in Spilamberto (MO). In this position, you will manage relationships with existing TGW customers, you will proactively generate sales leads and effectively manage sales opportunities for retrofits, modernizations and extensions of installed systems, from initial concept to succesful orders. You will be also responsible to manage and further develop the Retrofit sales department according to business growth and internal plans and strategies. 

What you’ll be handling

  • Focus on management and development of Retrofit sales department within the unit:
    building a strong Retrofit team and implementing strategic initiatives
  • Develop customer intimacy and a strong relationship with existing TGW customers, which directly paves the way for future Retrofit projects
  • Create new profitable Retrofit business for the unit, generating sales leads, selecting the right opportunities, setting the right priorities and ensuring the right sales strategies
  • Reach defined goals for order intake and revenues of Retrofit business, as well as margins at defined order intake and revenues
  • Understand the request of customers and cooperate with internal experts from other departments (Solution Design and Realization) in defining an efficient solution for Retrofit opportunities
  • Prepare accurate costing for Retrofit opportunities
  • Prepare offers and presentations in adherence with legal, commercial and economic requirements of TGW and customers
  • Manage the bid process and the correct internal sales gates (Bid / No Bid, Concept Review, Design Review, Offer Review, Handover to Realization)
  • Keep CRM up to date for Retrofit sales opportunities
  • Work closely with other in-house expert departments (Solution Design, Realization, Lifetime
    Services)
  • Lead, in collaboration with the management, the contractual negotiation process with customers for Retrofit sales opportunities in compliance with internal rules and guidelines

What you’ll need

  • Technical University degree (preferable Engineer)
  • At least 5 years of technical sales experience in industrial automation, preferably in intralogistics and material handling industry
  • Experience in selling retrofits of complex automated systems (preferable)
  • Technical understanding of material handling operations and processes
  • Excellent social and communication skills in Italian and English
  • Distinct success and result orientation and high analytical competency
  • Strong teamwork skill. Ability to work with all levels of the company
  • Proactive, independent and flexible person, able to work under stress conditions
  • Excellent presentation skills with ability to communicate and interact effectively with different customer level, including executive, in formal and informal meeting
  • Strong leadership and ability to influence senior management within customer
  • Ability to travel frequently in Italy

What you'll receive

  • A company that is part of a worldwide leading group with around 4.500 employees in Europe, Asia and North America
  • An appreciative working environment as part of a motivated team and an open feedback culture
  • Flexible working hours and a generous smart working model for a maximum of flexibility
  • Responsibility in a successful international company with a strong focus on culture and values
  • Wide range of opportunities for professional and personal development through in-person training and eLearning sessions within TGW Academy program
  • Remuneration commensurate with experience and skills
  • A young, dynamic and growing environment
HR specialist Rachele Monaco
Rachele Monaco
In this position, you can expect the following benefits, among others.

WE ARE LOOKING FORWARD TO YOUR APPLICATION

*TGW is an employer that promotes equal opportunities. We invite everybody interested in this job to apply.

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