Elementis Global
Area Sales Manager Italy, Coatings EMEA
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Job Summary
This role is responsible for driving growth and business development for the Coatings business in Italy. This high-impact role focuses on both strategic planning and hands-on execution, with an emphasis on building ongoing business relationships with customers (senior managers, technical supervisors, purchasing managers, and chemists) and managing distributors to deliver substantial and sustainable growth. The position will ensure seamless alignment across multi-functional teams to achieve ambitious sales and revenue objectives. A critical priority for this position is to aggressively develop and accelerate growth within the direct customer market, while simultaneously supporting and optimizing the distributor network to ensure comprehensive market coverage.
Responsibilities
- Design and execute a comprehensive sales and pricing strategy for the region aligned with global business objectives, targeting sustainable revenue and margin growth.
- Set and deliver on regional growth targets (volume, revenue, margin), translating the strategic plan into operational action plans.
- Identify high-value market opportunities, uncover New Business Opportunities (NBOs), and prioritize business development efforts.
- Build a winning, compelling Customer Value Proposition for the region, identifying costs and benefits across the total value chain.
- Build and maintain a robust sales pipeline and forecasts, ensuring the successful conversion of opportunities into long-term, revenue-generating partnerships.
- Foster trusted partnerships with Global Key Accounts (GKAs) and distributors, serving as the senior point of contact and implementing GKA strategies in the region.
- Lead by influence, working closely with Technology, Finance, Customer Service, and Supply Chain to ensure alignment and resolve technical or commercial issues.
- Provide regular performance reports, market insights, and strategic updates to regional leadership and the Coatings team.
- Ensure that customer information, meetings, and agreements are recorded properly, in time, and in full in the agreed CRM systems.
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Job Competencies
- Leadership excellence: Demonstrates dedication, passion, and an ability to lead and inspire cross-functional teams and drive high performance without direct reporting lines.
- Customer focus: Exceptional ability to assess, clarify, and validate customer needs, providing innovative, results-driven solutions.
- Strategic vision: Deep understanding of market dynamics, competitor positioning, and the ability to translate insights into actionable regional strategies.
- Execution orientation: Relentlessly focused on delivering measurable outcomes, targets, and critical milestones under high-pressure, changing environments.
- Collaboration: Builds strong, productive relationships across functions, regions, and global structures, ensuring alignment and shared success.
Decision making
- Exercises sound judgment in balancing immediate tactical sales actions with long-term strategic regional growth.
- Manages complex negotiations with regional key accounts and distributors, ensuring mutually beneficial outcomes.
- Guides cross-functional teams (Marketing, Technical Service, Supply Chain) to resolve challenges and ensure alignment with business goals.
- Evaluates and prioritizes investment opportunities, creating and presenting business cases that maximize return.
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What will it take
Knowledge And Skills
- Extensive understanding of the coatings, adhesives, sealants, construction industry, including market trends, customer needs, and technical requirements.
- Strong expertise in strategic sales planning, distributor management, account management, and value-added contract negotiations.
- Strong project management skills with the ability to manage multiple NBOs and customer projects simultaneously.
- Outstanding communication and presentation skills, with the ability to influence internal and external stakeholders and handle resistance.
- Ability to lead cross-functional teams in a matrix organization without direct reports.
Position Requirements
- Education: Bachelor’s or Master’s degree, preferably in Chemistry, Chemical Engineering, or equivalent.
- Experience: Minimum of 4 years of experience in B2B sales; experience in Coatings, Adhesives, Sealants, Construction, Ceramic, Plastic, and Composite is a strong plus. Proven track record in developing and growing business.
- IT Skills: Microsoft 360 and CRM tools (SalesForce.com).
- Language Skills: Fluency in English is required; additional languages are a plus.
- Working arrangements: Include any expectations on hybrid working
- Traveling required: Willingness to travel regularly across the region.
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