Key Account Manager A&D

Key Account Manager A&D (KAM)

AVL Italia S. p.

A. offers a role in Italy (IT) as the Key Account Manager A&D (KAM) who represents AVL within the Aerospace & Defence Business Unit.

The KAM serves as a competent partner for significant business accounts, establishing relationships at affiliate organizations where substantial volume exists or can be achieved.

The role is responsible for managing strategic A&D customers in Italy across both the ITS and PTE portfolios, operating within a global account environment and ensuring alignment with other Key Account Managers worldwide.

Responsibilities

• Develop and implement strategic account plans to meet market business targets, exercising strategic judgment and autonomy in planning and execution.
• Take responsibility for sales plans and forecasts for assigned accounts, ensuring alignment with overall business objectives.
• Identify account growth opportunities and diversification into new areas, businesses, products, and services, including opportunities at the intersection of ITS and PTE offerings.
• Collaborate internally with the global network to deliver tailored solutions, leveraging flexibility to accommodate international time zones.
• Align account strategies with overall business objectives in collaboration with Sales Directors and Business Field Leaders.
• Ensure consistent offers, commercial and contractual conditions for assigned accounts, maintaining compliance with company policies.
• Support all commercial activities until final payment, accompany project work during order fulfilment, and assess customer satisfaction.
• Provide inputs for efficient offer preparation and lean offers.
• Approve and negotiate quotations and contracts according to company policies, exercising authority within defined guidelines.
• Monitor and analyse account performance, adjusting strategies as needed to achieve targets.
• Manage account sales support budgets and ensure data completeness and quality in CRM systems (Salesforce).
• Ensure compliance with AVL sales processes.
• Lead and manage the account team (if applicable), providing guidance, training, and support with a high degree of autonomy.
• Operate within a matrix organization without direct reports, acting as a key coordination point by collaborating cross‑functionally with internal stakeholders (Sales, Engineering, Operations) and across ITS and PTE Business Units, while working closely with Global Account Managers to ensure strategic alignment.
• Build, maintain, and grow relationships with key decision‑makers at customer organisations, ensuring long‑term strategic partnerships.
• Orchestrate relationship development and communication across multiple stakeholders.
• Manage complex customer situations, applying strong negotiation, mediation, and effective communication skills to address challenges and drive successful outcomes.
• Manage customer interactions to ensure responsiveness and satisfaction, applying discretion in prioritisation.
• Travel to meet customers (approx. 50%), their buying centres, and internal stakeholders as needed, leveraging flexibility in scheduling.
• Prepare, host, and lead customer meetings, ensuring follow‑ups and satisfaction assessments.
• Profile / Qualifications
• Completed university or university of applied sciences (FH) degree, or equivalent, with a focus on technical and economic aspects.
• Driver’s licence.
• Experience in sales or sales management in a business‑to‑business environment (5+ years), ideally in the aerospace, defence or high‑technology industrial sector.
• Experience developing business with aerospace & defence accounts (primes/OEMs, system integrators and their supply chain).
• Familiarity with A&D commercial/contractual frameworks and industrial security requirements (e. g. NOSI) is an advantage.
• Willingness to travel.
• English language skills (business fluent).
• French language (plus).
• Salary range: €55,000 – €75,000 gross per year (based on experience).
• Location
• Cavriago, Torino, Robassomero – Italy
• Job Details
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