Area Manager DACH & Benelux

Reporting Line 

Sales Director IM&P 

Scope 

The Area Sales Manager / Key Account Manager is responsible for managing and developing the Company's business within the DACH and Benelux markets, representing approximately 35% of the International Markets & Partners business. 

The role is accountable for defining and implementing commercial strategies for the assigned area, achieving sales and profitability targets, developing key customer relationships, identifying new business opportunities, and ensuring the effective execution of commercial policies. The position requires a strong field presence and frequent travel throughout the territory. 

Descrizione della posizione

• Define, together with the Sales Director IM&P, the commercial strategy for the assigned territory. 
• Develop and execute short- and medium-term action plans to maximize sales, profitability, and market share. 
• Identify and develop new business opportunities, customers, and market segments. 
• Support the opening of new markets and the expansion of the customer portfolio. 
• Promote and present the Group’s product portfolio to existing and prospective customers. 
• Contribute to new product development activities by providing market and customer insights. 
• Develop and maintain long-term relationships with key customers and business partners. 
• Visit existing and prospective customers according to agreed coverage plans. 
• Understand customer needs and develop commercial proposals aligned with business objectives. 
• Negotiate commercial agreements and manage contract execution in accordance with approved sales plans. 
• Support customers in inventory management and sell-in/sell-out activities. 
• Manage customer complaints and coordinate corrective actions when required. 
• Achieve sales objectives related to volume, revenue, profitability, pricing, overdue payments, and cash flow. 
• Support the preparation of annual budgets and sales forecasts. 
• Ensure the correct application of commercial and financial policies. 
• Recommend and implement pricing, promotional, and marketing actions within the assigned territory. 
• Prepare and maintain regular reporting on business performance and market developments. 
• Evaluate commercial and financial risks associated with customers and contracts. 
• Collaborate with the Finance function to support credit management activities and minimize commercial risk. 
• Escalate potential risks and critical issues to the Sales Director IM&P in a timely manner

Qualifications and Experience 

• University degree in Engineering, Business Administration, Economics, or a related discipline. 
• Minimum 5–10 years of sales and/or key account management experience within an industrial environment. 
• Proven experience within the packaging industry is required. 
• Experience within the bartop closure sector is preferred. 
• Experience managing customers and business development activities across international markets, ideally within DACH and Benelux. 

Languages 

• Fluent German and English are mandatory. 
• French and/or Italian are considered an advantage. 

Technical Competencies 

• Strong analytical and commercial planning skills. 
• Proficiency in Microsoft Excel, PowerPoint, CRM systems, and Business Intelligence tools. 
• Ability to analyze market data and translate insights into commercial actions. 
• Experience in budget preparation, sales forecasting, and performance monitoring. 

Behavioral Competencies 

• Strong business development and customer acquisition mindset. 
• Excellent negotiation and relationship management skills. 
• Results-oriented with the ability to work against defined objectives. 
• High level of autonomy and accountability. 
• Strong communication and interpersonal skills. 
• Ability to work effectively within cross-functional and international teams. 
• Rigorous, proactive, and customer-focused approach. 
• Availability for frequent travel within the assigned territory.