Key Account Manager – A&D

AVL

Key Account Manager responsible for managing strategic A&D customers in Italy. Driving sales and ensuring alignment with global account performance within AVL.

Posted 6/12/2026full-timeCavriago • 🇮🇹 ItalyMid-LevelSenior💰 €55,000 - €75,000 per yearWebsite

About the role

Key responsibilities & impact

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, business fields, products, and services, applying independent decision-making authority, including opportunities at the intersection of the 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 (SD) and Business Field Leaders (BFL)
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 Organization, Engineering, Operations) and across ITS and PTE BUs, while working closely with Global Account Managers to ensure strategic alignment.
Build, maintain, and grow relationships with key decision-makers at customer organizations, 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 prioritization
Travel to meet customers (approx. 50%), their buying centers, and internal stakeholders as needed, leveraging flexibility in scheduling
Prepare, host, and lead customer meetings, ensuring follow-ups and satisfaction assessments.

Requirements

What you’ll need

Completed university or university of applied sciences (FH) degree, or equivalent, with a focus on technical and economic aspects
Driver’s License
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
Negotiation skills
People management skills
Willingness to travel
English language skills (business fluent)
French language (plus)

Benefits

Comp & perks

Flexible working arrangements
Professional development

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills & Tools

sales managementaccount planningforecastingnegotiationcontract managementCRM systemsbusiness developmentcustomer satisfaction assessmentoffer preparationbudget management

Soft Skills

strategic judgmentindependent decision-makingcollaborationcommunicationrelationship buildingflexibilitypeople managementproblem-solvingautonomynegotiation

Certifications

Driver’s License