Key Account Manager (Medium&Heavy Trucks

The Key Account Manager will manage the direct sales and commercial activities and deliver the company objectives for Market share, Invoiced units, Company inventory, Product specification and Sales and Marketing activity in the UK +ROI.

• Manage direct sales activity in order to ensure a proper market coverage, exploring and creating New Conquest accounts to add continual Growth.
• Define sales channels and product portfolio in an efficient, insightful way, whilst supporting the business targets towards CO2 CNG / LNG Gas optimisation and electrification
• Prospect and enlarge customer portfolio in both risk and buyback sales, whilst maintaining updated CRM info.
• Deliver a minimum level of sales in line with the agreed Sales objectives for Market Share, Profitability and Invoiced units every month, supporting the sale of company inventory and Pre Owned.
• Collaborate directly and indirectly Iveco Direct Sales team members to maximise use of resources to get results in this channel.
• Exploit opportunities in the leasing channel, supporting RV optimisation strategies and future mobility solutions (GATE)
• When required, Supporting public sector penetration and opening new markets to EV
• Optimise Price realisation in the market place for the range of products. Responsible for Commercial Margin delivered
• Define market strategy and execute with the Team in the market and the Dealer network in conjunction with the Business Line Director
• Work with the Product team to ensure the technical specification of the vehicles are as competitive as possible and fully aligned to the missions specified by the customer base.
• Work with the Commercial and Sales planning team to ensure product availability and company inventory level in order to meet sales objectives.
• Liaise with Customer Service team in order to ensure proper service level to Key account assigned
• Work effectively in a matrix organisation to ensure all functions of the company are aligned and share the common objectives with the Business Line.
• Prepare and define Deal sheet and Deal Pack to an accurate level within DOA.
• Prepare Sales Contract and customer account set-up in accordance with company requirement
• Cooperate with Sales Admin team to order the units for each specific deal Feeding back with timelines to Customers effectively.
• Monitor Logistic flow and ensure smooth and effective invoicing and payment process in liaising with the customer (In case required prepare Variation of Sales contract and obtain customer signature)
• Work with the Product Technical Team and approved Bodybuilders in the market to support and match customer mission
• Support of the marketing initiatives (promotional events, demonstrations, open days, factory visits and product presentations, local commercial and financial campaigns);
• When required, Support the management of the dedicated minibus sales channel, with dealer/customer configurations and quotations, Body Builder engagement and order management with the factory.

The ideal candidate is a professional, with good academic background (University level), solid commercial experience in the Commercial Vehicles Industry (at least 10 Years) and ambition and capability for growing further within the Company

• Excellent communication and presentation skills, both written and verbal, with English proficiency
• A wide knowledge of all aspects of Commercial Vehicles, their uses, specifications and the support services of Repair & Maintenance and Finance options
• A proven experience in account management at 360°
• The ability to manage and deliver the Company’s objectives with full accountability on the results
• The ability to target Customers with an “added value” approach, leveraging on product range, services and bespoke commercial offers rather than “just discounts”
• The ability to drive cross-functional projects and processes, involving the necessary departments without hierarchical leverages
• The ability to establish relations with People at different levels
• IT skills (Microsoft Outlook, Word, Excel and PowerPoint as a minimum requirement)
• A methodical approach, attention to detail, and the ability to work on their own initiative within the Company…