Regional Sales Manager – Italy & Slovenia

Territory: Italy & Slovenia
Contract: Permanent, Full Time
Travel: Regular travel across the territory

About the Role

We are looking for an experienced Regional Sales Manager to develop sustainable commercial growth across Italy and Slovenia for an established building-technology business.

The role combines new business development, partner management, specification sales and market development. You will work with distributors, integrators, consultants, designers, contractors and end users to develop new opportunities and strengthen existing commercial relationships.

You will be responsible for identifying potential projects, influencing purchasing decisions at an early stage and supporting channel partners through the sales process.

This is an autonomous, field-based position suited to someone who enjoys developing markets, building long-term relationships and taking ownership of a regional territory.

What We're Looking For

• Strong sales experience within lighting controls, lighting technology, building automation, smart buildings or a related technical sector.

• Proven track record of developing new business and managing partner or channel relationships.

• Excellent relationship-building skills with consultants, designers, contractors and end users.

• Strong technical and commercial understanding of building-control and automation technologies.

• Demonstrable experience delivering against sales, revenue and commercial targets.

• High levels of initiative, ownership and self-motivation.

• Comfortable working independently across a geographically dispersed territory.

• Strong presentation, communication and influencing skills.

• Structured approach to CRM, opportunity management, forecasting and account planning.

• Native-level Italian and fluent professional English – mandatory.

• Willingness and ability to travel regularly throughout Italy and Slovenia.

Desirable Experience

Experience with one or more of the following would be advantageous:

• Lighting control systems

• Digital lighting protocols

• Wireless control technologies

• Hybrid wired/wireless solutions

• IoT and connected-building systems

• Building automation

• Energy-management technologies

• Smart-building solutions

Experience working for a manufacturer, distributor, technology provider or systems integrator within the lighting or building-automation sector would also be beneficial.

An established network of consultants, lighting designers, integrators or other relevant stakeholders in the Italian market would be advantageous.

Key Responsibilities

Partner & Channel Development

• Manage and develop relationships with existing channel partners across Italy and Slovenia.

• Support partners in improving sales performance, technical capability and market reach.

• Conduct regular business reviews covering pipeline, forecasts, commercial performance and strategic opportunities.

• Identify partner training and development requirements.

• Provide technical and commercial guidance to help partners develop greater independence.

• Identify opportunities to expand or strengthen the regional partner network.

• Support partners on significant projects and strategic opportunities.

Specification Market Development

• Develop and implement a regional strategy targeting consultants, lighting designers, architects, engineers and major end users.

• Establish relationships early in the project lifecycle and influence technology decisions during concept and design stages.

• Identify construction, refurbishment and development opportunities across the territory.

• Build relationships with key influencers within the construction and building-services ecosystem.

• Position appropriate technical solutions according to customer requirements, market conditions and regulatory developments.

• Deliver customer presentations, technical workshops and professional education sessions in Italian and English.

Sales Growth & Pipeline Management

• Develop a healthy and qualified sales pipeline across Italy and Slovenia.

• Identify, qualify and progress new opportunities through the full sales cycle.

• Manage strategic opportunities and coordinate the activity required to maximise commercial outcomes.

• Achieve agreed revenue, margin, pipeline and forecasting objectives.

• Monitor project progress and ensure appropriate follow-up at each stage of the sales process.

• Work closely with technical, product, marketing and project teams to support major opportunities and bids.

• Maintain accurate and timely CRM records covering accounts, opportunities, contacts, activities and forecasts.

Market Sectors

The role will cover opportunities across a broad range of applications, potentially including:

• Commercial offices

• Healthcare

• Education

• Hospitality

• Residential developments

• Industrial and logistics facilities

• Public-sector buildings

• Data centres

• Cultural and institutional environments

Market Presence & Business Development

• Increase awareness of the organisation and its technology solutions throughout the territory.

• Develop relationships with relevant industry bodies, professional networks and market influencers.

• Represent the business at exhibitions, conferences, trade events and customer activities.

• Work with marketing colleagues to support regional campaigns, webinars, customer events and other market-development initiatives.

• Identify new market segments, applications and customer groups with growth potential.

Market Intelligence & Strategy

• Provide regular insight into customer requirements, competitor activity, pricing, technology developments and market trends.

• Monitor relevant regulatory and industry developments affecting building technology and energy efficiency.

• Communicate customer and market feedback to internal teams.

• Contribute to regional sales strategy and annual commercial planning.

• Identify emerging opportunities and recommend areas for future investment and growth.

What You'll Bring

You will be a commercially driven technical salesperson who combines strong relationship-building skills with the confidence to engage with technical and senior stakeholders.

You should be comfortable discussing technology with consultants and designers while also understanding the commercial priorities of distributors, contractors, developers and end users.

The successful candidate will be organised, proactive and comfortable taking ownership of a territory with a high degree of autonomy.

You will enjoy developing relationships from the ground up, identifying opportunities before they become formal tenders and working collaboratively with partners to convert those opportunities into successful projects.

The Opportunity

This is an opportunity to take ownership of an established but developing Italy and Slovenia sales territory, with responsibility for growing both direct market engagement and partner-led opportunities.

The position offers a broad combination of strategic sales, channel development, specification influence and new-business generation, with significant exposure to customers and industry stakeholders across the region.

A competitive salary and benefits package is offered, alongside professional development opportunities and the autonomy to shape the growth of the territory.