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Campaign Manager

2 months ago

Edinburgh, Edinburgh, United Kingdom Leonardo Full time
{"Mission": "Maximise sales, achieving commercial goals regarding revenues, market share and customer loyalty

Key Responsibilities:

- Estimate and define sales plan and profitability target
- Finalise budget including sales program/campaign expenses
- Develop sales approach to ensure the right customers are targeted and sales goals are met
- Optimise sales processes to support defined approach
- Periodically set and revise sales plans and objectives to direct performance and to achieve intended outcomes and allocate overall budgets to individual targets or quota
- Define sales partner strategy and program architecture

- Analyse and evaluate commercial opportunities, ensuring their alignment with business strategy and objectives
- Identify potential competitive scenarios carrying out competitive analysis
- Develop a winning strategy (so-called win strategy), through actions that meet the needs of the customer, mitigate critical issues and enhance the strengths necessary to consolidate the competitive position of the Company
- Identify the potential offers, in line with the win strategy, and the most suitable commercial offer to be presented to Customer
- Negotiate with the customer in order to obtain the contract
- Analyse and take decisions on whether or not to continue with a campaign (transition to the next phase)
- Monitor the plan of each campaign and the achievement of the main milestones
- Manage commercial campaigns including the maintenance of campaign status reports

- Define the preliminary Commercial Budget Plan
- Select the commercial initiatives that are included in the final Commercial Budget Plan

- Support the monitoring of the progress of the acquisition of orders, in order to:
* Verify consistency with the objectives planned in the budget year
* Highlight the differences between the orders acquired and those forecast in the periodical budget
* Address corrective actions and update the forecast on the basis of risk / opportunity analysis and emerging commercial campaigns

- Negotiate with the Customer
- Support to manage any contractual changes
- Accept the order and sign the contract

- Collect intelligence information, by identifying future operational needs and acquisition plans in the medium to long term, budgets, and the competitor situation
- Make information available in a timely manner, organise periodic meetings, share and discuss key topics and potential problems through supporting documentation
- Report requests from customers regarding unexpected specific questions, coordinating and agreeing the appropriate responses to the customer
- Provide information about the general situation of the current contracts, the situation of existing and/or planned industrial and commercial collaboration agreements, the status of offers in progress and/or in preparation and related contractual negotiations including the potential involvement of other parts of the business, and any technical and commercial criticality or problem that may influence reputation

- Coordinate any visit to the customer, guaranteeing adequate sharing of messages and feedback
- Involve others in meetings with customers whenever it is feasible and useful, with full transparency
- Provide timely feedback for appropriate sharing and support in any actions agreed with the customer in the event in which joint visits are not possible
- Inform in advance of a customer meeting the names of the participants, the objectives, and the meeting logistics
- Involve others in meetings with the customer in which it can be expected to address specific issues relating to the order/product/service

- Support in the identification of Sales Promoters and Commercial Advisors and ensure their correct management, also taking into consideration any reputational aspects

Key Skills and Qualifications:

- Strong commercial acumen and sales strategy development skills
- Excellent negotiation and communication skills
- Ability to work in a fast-paced environment and adapt to changing priorities
- Strong analytical and problem-solving skills
- Ability to work collaboratively with cross-functional teams
- Strong business acumen and understanding of commercial operations

Leonardo is an equal opportunities employer and welcomes applications from all qualified candidates.

If you are a motivated and results-driven individual with a passion for sales and commercial operations, we encourage you to apply for this exciting opportunity.

Please note that only applications submitted through our website will be considered.

We look forward to hearing from you