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Country:  Italy

Milano, IT

Location details: 
Employment type:  Undefined term
Full-time/part-time position:  Full time
Job Code USA/CA: 

Distributor Sales Specialist



Country: Italia (IT) 
Location: Milano,  
Location details:  

At Konecranes, we believe that great customer experience is built on the people behind the Konecranes name – people committed to providing our customers with lifting equipment and services that lift their businesses. Everything we do, we do with passion and drive. 

We believe diversity drives business success and is the foundation for our growth. We welcome different backgrounds and skills that enrich our community and we promote a place where we can ALL be ourselves. This is what makes Konecranes a unique place to work.



As a Distributor Sales Specialist for Donati Sollevamenti srl you will support the growth of our business across distributors within France, Belgium, Austria, Germany, Netherlands and Switzerland.
You will be responsible for driving the business in the assigned region, managing our partnership with distributors.
As Distributor Sales Specialist you will be responsible developing sales and technical knowledge of our distributors and coaching them by influence.
Resident in Italy or available to be resident in Italy.
This position involves travelling throughout the territory for about 80% of the working time.
  • Support the growth of our business with acquisition of new Distributors within the assigned regions   
  • Establish sales targets with the distributors in agreement with Donati’ managers, consistent with sales growth, product volume and discount goals.
  • Provide leadership and support to the distributor teams, coach and mentor to help improve skills.
  • Conduct regular customer visits with distributors and provide feedback to help improve performance.
  • Provide and/or coordinate technical sales training on new and existing Donati’products and related tools to build technical competency.
  • Ability to work with marketing/product management.
  • Maintain professional awareness of relevant external technical or business developments, including competitor activity and sales volumes by product and market segments.
  • Liaise with sales managers in the other territories in order to gain the benefits of common best practice processes, competitive strategies and to exploit cross-selling opportunities.
  • Support Financial department in keeping under control customers payments
Education / Qualifications:
  • Preferable a degree in engineering.
  • Fluent French and English, preferable German too.
  • Technical and commercial sales experience.
  • Demonstrable experience of successfully managing and motivating distributors.
Professional Skills/ Abilities:
  • Experience in managing and coaching distributors' sales teams.
  • Experience in sales techniques including qualifying prospects, identifying key decision influencers, managing bids, negotiation, closing and related commercial contract activities.
  • Compelling and effective presentation skills.
  • Ability to develop and communicate effectively with colleagues,
Personal Qualities:
  • Excellent and proactive communicator
  • Commitment to business success
  • Innovative and creative problem solver
  • Act with a sense of urgency, accountability and focus
  • Passion for sales,
  • Be an innovative thinker and somebody that turns ideas into actions


Reporting to the Export manager, dotted line France area manager 


Konecranes is a world-leading group of Lifting Businesses™, serving a broad range of customers. We are truly a global company with 16,900 employees at 600 locations in 50 countries. For over 80 years, we have been dedicated to improving the efficiency and performance of businesses in all types of industries. We believe that sustainable growth is a result of a strong responsible performance. Konecranes is committed to ensuring that all employees and job applicants are treated fairly in an environment which is free from any form of discrimination.

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