Business Development Sales Lead – Aftermarket & Indirect Sales

Role Purpose

Business Development Sales Lead is responsible for driving revenue growth and market penetration of Vodafone Automotive’s connected product range within the assigned Italian territory. The role executes the Aftermarket strategy, leveraging a combination of field engagement and digital interactions to achieve annual sales targets and strengthen dealer network performance.

Key Accountabilities and Decision Ownership:

Sales & Revenue Generation

• Deliver annual Aftermarket revenue targets within the assigned territory.
• Build, manage, and proactively develop a robust sales pipeline to maximize revenue opportunities.
• Identify and execute upsell, cross-sell, and reactivation opportunities across the dealer network.

Dealer Network Development

• Conduct structured and regular field visits to activate new dealers and grow sales within existing accounts.
• Support dealers in integrating telematics solutions into their sales processes, including F&I (Finance & Insurance), quotations, used car offerings, and digital platforms.
• Deliver product demonstrations and commercial training to enhance dealer capabilities and performance.
• Ensure high levels of dealer satisfaction and long-term retention.

Customer Relationship Management

• Develop and manage strong relationships with key stakeholders across Dealers, Dealer Groups, and Importers.
• Act as the primary point of contact for high-level commercial interactions within assigned accounts.

Brand Visibility & Market Positioning

• Increase the visibility and awareness of Vodafone Automotive solutions within the dealer network.
• Position Vodafone Automotive as a key differentiator and selling point for dealer partners.

Collaboration & Coordination

• Work closely with other Account Managers operating in the same territory to align on activation plans and optimize coverage.
• Leverage CRM insights to prepare and execute targeted field activities.
• Reinforce digital campaigns through coordinated in-person follow-ups.
• Share field insights to enhance overall sales effectiveness and digital engagement strategies.

Market Intelligence & Strategy Support

• Monitor market dynamics, including competitor activities and broader Aftermarket trends.
• Provide insights and recommendations to support the evolution of sales strategies and go-to-market approaches.

Cross-functional Cooperation

• Collaborate with internal teams such as Operations and Technical Support to ensure seamless customer experience and service delivery.
• Support customers throughout the lifecycle of Vodafone Automotive products to ensure satisfaction and retention.

Core Competencies, Knowledge, and Experience:

• Minimum 5 years of sales management in the automotive environment industry (AM, OES is a plus);
• Experience in telematics, insurance, mobility, or connected services
• Ability to manage 80–120 dealers in a structured way
• Negotiation skills
• Proven track record of hitting commercial targets
• Availability to travel 70% of time

Must-Have Technical/Professional Qualifications:

• Degree qualified;
• Advanced user of MS Office applications (word, Excel, Power Point, Outlook)
• Experience with CRM (Salesforce preferred). Other digital literacy (LinkedIn, others) is a plus

Key performance indicators:

• Achievement of AM revenue targets
• Pipeline growth and conversion rates
• Dealer activation and retention rates,

Reward Pacakage:

• Starts from 70 K€ + 35% commision
• Premio di risultato
• Company Car
• 250 € welfare
• Ticket Restaurant - 7€
• Health coverage according to applied CCNL
• Life Insurance
• Smart working policy

We recognize and celebrate the importance of diversity and inclusivity in our workplace so that we are as diverse as the customers and communities we serve. We do not tolerate any form of discrimination especially related to but not limited to race, color, age, veteran status, gender identification, sexual orientation, pregnancy, ethnicity, disability, religion, political affiliation, trade union membership, nationality, indigenous status, medical condition, HIV status, social origin, cultural background, social or marital status.

Worried that you don’t meet all the desired criteria exactly? At Vodafone we are passionate about Inclusion for All and creating a workplace where everyone can thrive, whatever their personal or professional background. So, if you’re excited about this role but your experience doesn’t align exactly with every part of the job advert, we encourage you to apply as you may be just the right candidate for this role or another role, and our recruitment team can help see how your skills fit in.