Commercial Director Italy


Grassobbio - Italy

Company:  Adama Italia S.R.L.
Job ID:  28059






Position Title:


Data Effective:

Report to:

Direct Reports:



Commercial Director



General Manager (GM)

Sales Team

Marketing, Supply Chain, HR





Involved in the overall growth of the business and improving the grow margin, market share beside increasing the top line. Will be responsible for assuring development of sales activities and profit growth of Adama Italy by managing a sales team, performing correct sales forecasts, ensuring sales revenue, and respecting pricing objectives. Must achieve budgeted targets, demonstrating ability to identify business needs, areas of improvement and objectives.


Key Deliverables


  • Responsible for respecting / adhering to the commercial and distribution policies, for allocation, forecast, team organization
  • To set up the Budget
  • Provide input to define the WP (Products, Quantities, Pricing) and 5YP
  • To ensure a good collaboration with the Stakeholders on the definition and implementation of area projects and in general
  • Manage and coordinate sales team, communicating the strategic lines of the company and setting sales targets for individual reps and the team as a whole
  • Accountable for the price list set up, ensure the respect by Sales Team of prices conditions and terms of payments
  • Accountable for achieving and exceeding area’s monthly, quarterly, and annual sales quota, strategic and unit sales mix objectives, profit goal and market share goals, including sales volume and inventories management (customer stock and stock consignment)
  • Responsible for S&OP process and RFC target
  • Ensuring long term sustainable relationships with dealers/customers
  • Work smoothly together with other teams to better on coordination and implementation of company/commercial strategy
  • Responsible for communication between departments and people
  • Develop the GTM approach and build sales culture
  • Evaluate team performance using key metrics (KPIs), running company Performance Management program
  • Ensure compliance with company’s policies and operational guidelines
  • Work with company management tools (JDA, Qlick View, SAP, etc.)
  • Uphold the company image to the highest standards




Measurement Criteria


  • Achievement of period strategic and budget goals
  • Success in developing new target accounts
  • Ability to develop and maintain effective working relationship with other company key departments
  • Success in managing the performance of assigned staff
  • Engage sales teams, dedicate time on their development plans and progression



Competencies and Skills


  • Knowledge of performance evaluation metrics and principles
  • Excellent sales and negotiation skills
  • Ability to manage, motivate and lead a team
  • Ability to work efficiently on a cross functional team to achieve project goals
  • Good planning and organisational skills
  • Ability to work calmly under pressure
  • Flexibility to adapt to deadlines, changing schedules, priorities, and unpredictable events