Descrizione:
I'm currently supporting a leading global PV and Energy Storage (ESS) manufacturer in the search for a Sales Team Lead – Italy to drive the growth of their distribution solar business in Italy.
Position Summary
We are seeking an ambitious and results-driven Sales Team Lead to accelerate our growth in the Italian residential energy storage market. The primary mission of this role is to establish and expand strategic partnerships with Tier-1 distribution customers, increase market share, and position the company as a leading provider of residential energy storage solutions in Italy.
The successful candidate will be responsible for driving sales performance, developing market strategies, leading and coaching the sales team, and building long-term relationships across distributors, installers, EPCs, and key industry stakeholders.
Key Responsibilities
Business Development & Sales
- Develop and execute the sales strategy for the Italian residential ESS market.
- Identify, engage, and secure partnerships with Tier-1 distributors and key channel partners.
- Build and maintain a strong sales pipeline to achieve revenue, volume, and profitability targets.
- Negotiate commercial agreements and framework contracts with strategic customers.
- Drive customer acquisition and retention through value-based selling and relationship management.
- Collaborate with marketing and technical teams to support product launches and market penetration initiatives.
Market Share Growth & Strategic Planning
- Develop and implement market expansion strategies to increase brand presence and market share in Italy.
- Analyze market trends, competitor activities, pricing dynamics, and customer needs.
- Identify new growth opportunities, channel strategies, and partnership models.
- Provide regular market intelligence and strategic recommendations to senior management.
- Establish annual and quarterly business plans aligned with company objectives.
Team Leadership & Management
- Lead, mentor, and develop the Italian sales team to achieve individual and team performance goals.
- Set clear KPIs, sales targets, and performance expectations.
- Conduct regular pipeline reviews, coaching sessions, and performance evaluations.
- Foster a high-performance, customer-centric sales culture.
- Support recruitment, onboarding, and talent development initiatives.
Key Account Management
- Develop executive-level relationships with strategic distributors and major channel partners.
- Act as the primary escalation point for key commercial matters.
- Ensure high customer satisfaction and long-term partnership development.
- Coordinate cross-functional resources to support strategic accounts and large opportunities.
Forecasting & Reporting
- Deliver accurate sales forecasts and business performance reports.
- Monitor KPIs including revenue growth, market share, pipeline health, distributor engagement, and customer acquisition.
- Ensure CRM discipline and data accuracy across the sales organization.
Qualifications
- Bachelor's degree in Business, Engineering, Renewable Energy, or a related field.
- 7+ years of B2B sales experience, preferably within energy storage, solar PV, renewable energy, electrical products, or related industries.
- Proven track record of acquiring and managing Tier-1 distribution partners in Italy.
- Experience leading and developing high-performing sales teams.
- Strong understanding of the Italian residential solar and energy storage ecosystem.
- Demonstrated ability to develop and execute commercial strategies that drive market share growth.
- Excellent negotiation, communication, and stakeholder management skills.
- Strong analytical and business planning capabilities.
- Fluent in Italian and English.
Preferred Qualifications
- Existing network within major Italian distributors, installers, EPCs, and renewable energy stakeholders.
- Experience working in a fast-growing international renewable energy company.
- Knowledge of residential ESS technologies, battery systems, energy management systems, and grid-related applications.
Key Performance Indicators (KPIs)
- Number and quality of Tier-1 distribution partnerships secured.
- Revenue and gross margin achievement.
- Residential ESS market share growth in Italy.
- New customer acquisition and channel expansion.
- Sales pipeline coverage and conversion rates.
- Team performance against sales targets.
- Customer satisfaction and retention metrics.