Key Account Manager A&D

The Key Account Manager A&D represents AVL in the market within the Business Unit Aerospace & Defence, operating as a qualified partner for strategic clients. The role is planned at affiliates where a significant volume of business is present or potentially developable. The Key Account Manager is responsible for managing strategic A&D clients in Italy, operating transversally on ITS and PTE portfolios in a global account context, ensuring alignment with other Key Account Managers active on the same customer worldwide. The role aims to maximise AVL's market share and corporate contribution (CC) through the achievement of sales targets, customer satisfaction, and development of strategic plans for accounts. The Key Account Manager reports to Sales Directors and collaborates closely with Business Development and global teams to ensure strategic alignment and market performance.

Responsibilities:

• Develop and implement account strategies to achieve market business objectives, exercising autonomy and strategic judgment in planning and execution
• Responsible for sales plans and forecasts for assigned accounts, ensuring alignment with overall corporate objectives
• Identify growth and diversification opportunities for accounts (new areas, markets, products, and services), applying autonomous decision-making, including opportunities at the intersection of ITS and PTE offerings
• Collaborate with the global internal network to provide bespoke solutions, operating with flexibility regarding different time zones
• Align account strategies with overall corporate objectives, in collaboration with Sales Directors (SD) and Business Field Leaders (BFL)
• Ensure consistency in offers, commercial conditions, and contractual terms, ensuring compliance with corporate policies
• Support all commercial activities up to final payment, accompany projects during the order fulfillment phase, and monitor customer satisfaction
• Provide input for the preparation of efficient and lean offers
• Approve and negotiate offers and contracts in accordance with corporate policies, exercising authority within defined limits
• Monitor and analyse account performance, adapting strategies to achieve objectives
• Manage sales support budgets for accounts and ensure completeness and quality of data in CRM systems (Salesforce)
• Ensure compliance with AVL's sales processes
• Coordinate and guide the account team (if applicable), providing direction, training, and support with a high degree of autonomy
• Operate in a matrix organisation without direct hierarchical reporting, serving as a key coordination point between internal stakeholders (Sales, Engineering, Operations) and between BU ITS and PTE, collaborating closely with Global Account Managers to ensure strategic alignment
• Build, maintain, and develop relationships with primary decision-makers at customers, promoting long-term strategic partnerships
• Coordinate the development of relationships and communication between various stakeholders
• Manage complex situations with customers, applying solid negotiation, mediation, and effective communication skills
• Manage interactions with customers, ensuring timeliness and satisfaction, with prioritisation capabilities
• Make trips to customers (approximately 50%), their decision-making centres, and internal stakeholders, operating with organisational flexibility
• Prepare, organise, and conduct meetings with customers, ensuring follow-up and evaluation of customer satisfaction

Profile:

• Bachelor's degree (university or university of applied sciences – FH, or equivalent) with a focus on technical-economic disciplines
• Driving licence
• Experience in sales or sales management in B2B contexts (over 5 years), preferably in the aerospace, defence, or high-tech sectors
• Experience in developing business with aerospace & defence clients (prime contractors/OEM, system integrators, and related supply chains)
• Familiarity with A&D commercial frameworks/contracts and industrial security requirements (e.g., NOSI) is a plus
• Negotiation skills
• People management and coordination skills
• Availability to travel
• Excellent knowledge of English (professional level)
• Knowledge of French (plus)

Salary: €55,000 – €75,000

Contact the HR Manager: Mariele Lo Bianco

If interested, use our online application tool to submit your application to AVL!

Information about AVL Italia S.p.A.: AVL Italia, founded in 1980, provides AVL's entire portfolio of technologies to the Italian market, offering customised and tailored solutions for its clients.

With over 40 years of experience and the support of a solid and highly qualified local team, AVL Italia is committed to making sustainable mobility a reality for everyone. It also supports companies and industrial partners in transitioning to cleaner energy sources and adopting advanced technologies to reduce environmental impact.

About AVL: AVL is a leading company in the development, simulation, and testing of technologies for mobility, both in the automotive sector and in other sectors such as rail, maritime, and energy. The company offers concepts, technological solutions, methodologies, and development tools in the areas of vehicle development, electrification, connected and autonomous mobility (ADAS/AD), software, and artificial intelligence for more sustainable and secure mobility.

Learn more: www.avl.com

If you're interested in working at AVL but don't know how to apply or want to know what happens when you submit your application?

Consult our guide

AVL is not just about cars. It's about changing the future. Together.

Location:

Cavriago, IT

Robassomero, IT

Torino, IT

Company:

AVL Italia S.R.L.

Job Type:

Sales / Business Development

Contract Type:

Permanent

Posting Date:

12 June 2026

Job ID:

39271

About AVL

Apply now »