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Key Account Manager for Air Conditioning and Refrigeration

Requisition ID:  20714
Job Location(s): 

Milano, IT Castel San Pietro Terme, IT Vicentino, IT Conegliano, IT

Job Description

Danfoss Climate Solutions is looking for a Key Account Manager based in North-East of Italy (either Lombardy, Emilia-Romagna or Veneto regions). Reporting to Sales Director Italy, the key account manager develops sales and market share for the whole range of Air Conditioning Danfoss Cooling products, at selected key accounts customers, and within the Danfoss strategic scope. Contributes to achieve sales growth, contribution, and fixed costs objectives with the following main tasks:

Job Responsibilities

  •  
  • Secure business development in line with Danfoss Cooling perspective and business plan, driving growth and sustainable profitability. 
  • Define with Management, sales plan for each key account, that is consistent with overall business targets.
  • Develops a deep network within customers decision makers.
  • Develops, maintains and drives customer development plan´s.
  • Develops sales startegies and customer focused value propositions.
  • Provides reporting and forecats.
  • Manages and presents business case for projects and opportunities.
  • Develops relations across the different customer functions from top to bottom.
  • Has a strong focus on Opportunity Pipeline / Key Account Plan / Value Selling.
  • Coordinates activities with Sales Director, Global Key Account Manager, Field System Engineer team, Marketing, Quality, Logistic & Internal Sales.
  • Provides competitive insight to both the marketing and business excellence teams.
  • For accounts having operations in several countries, collaborates with other key account managers of other countries, to contribute to the implementation of global policy decided.
  • Proposes to marketing all evolutions of products or services likely to contribute to increasing profitable growth;

Background & Skills

  •  
  • Should preferably have a Degree in Engineering Mechanics or Thermodynamics
  • 5-10 years previous experience in Air Conditioning, Heat Pump and/or Refrigeration Industry
  • Experience with OEM business relationship
  • Understanding Air Conditioning Business and market needs and drives
  • Knowledge of HVAC&R applications
  • International business experience
  • Customer oriented and proactive communication
  • Fluent in English and Italian language
  • Familiar with the Microsoft software pack (Word, XL, PPT, Outlook…)
  • Travel availability
  • Autonomy
  • Team work oriented
  • Excellent communication, coordination and relationship skills 
  • Work to advance our market share against strong competition
  • Ability to work in global and multicultural environment

Danfoss – Engineering Tomorrow

At Danfoss, we are engineering solutions that allow the world to use resources in smarter ways – driving the sustainable transformation of tomorrow. No transformation has ever been started without a group of passionate, dedicated and empowered people. We believe that innovation and great results are driven by the right mix of people with diverse backgrounds, personalities, skills, and perspectives, reflecting the world in which we do business. To make sure the mix of people works, we strive to create an inclusive work environment where people of all backgrounds are treated equally, respected, and valued for who they are. It is a strong priority within Danfoss to improve the health, working environment and safety of our employees.


Following our founder’s mindset ‘action speaks louder than words’, we set ourselves ambitious targets to protect the environment by embarking on a plan to become CO2 neutral latest by 2030.


Danfoss is an EO employer and VEVRAA Federal Contractor. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, age, disability, veteran status, or other protected category.

Danfoss engineers advanced technologies that enable us to build a better, smarter, and more efficient tomorrow. In the world’s growing cities, we ensure the supply of fresh food and optimal comfort in our homes and offices, while meeting the need for energy-efficient infrastructure, connected systems, and integrated renewable energy.

Our solutions are used in such areas as refrigeration, air conditioning, heating, motor control, and mobile and industrial machinery.

Our innovative engineering dates back to 1933. Today, Danfoss holds market-leading positions, serving customers in more than 100 countries. We are privately held by the founding family.

 

Danfoss engineers advanced technologies that enable us to build a better, smarter, and more efficient tomorrow. In the world’s growing cities, we ensure the supply of fresh food and optimal comfort in our homes and offices, while meeting the need for energy-efficient infrastructure, connected systems, and integrated renewable energy.

Our solutions are used in such areas as refrigeration, air conditioning, heating, motor control, and mobile and industrial machinery.

Our innovative engineering dates back to 1933. Today, Danfoss holds market-leading positions, serving customers in more than 100 countries. We are privately held by the founding family.