Area Manager - Poland

Company Description

Founded in Pianoro in 1974 from an innovative intuition of Massimo Marchesini, the company has grown from a small local workshop into a major industrial group through a continuous process of mergers and acquisitions of complementary businesses.

Despite its multinational scale, the company has preserved the human spirit and artisanal approach of its origins, now combined with the latest advances in robotics and digital technologies.

We design and manufacture automatic machines and complete lines for the pharmaceutical and cosmetics industries, offering solutions that range from standard requests to highly customized projects.

Position

For our headquarters in Pianoro, we are looking for an Area Manager.

The Area Manager is responsible for developing and managing commercial relationships within the assigned territory, contributing to business growth and to the achievement of sales and margin targets, in full alignment with the Group’s commercial strategies.

The role combines strong technical-commercial expertise, excellent interpersonal skills, and a solid attitude toward cross-functional coordination.

Following an initial training period at the headquarters and main Group production plants, the Area Manager - in collaboration with the Head of Sales - will begin a structured territory coverage plan through customer visits, aimed at strengthening existing relationships and developing new business opportunities.

Key Responsibilities

1. Achievement of sales objectives

• Manage and develop sales of pharmaceutical processing and packaging machinery within the assigned area.
• Translate sales and margin targets into specific territorial action plans.
• Monitor performance against targets, identifying gaps and proposing corrective actions.
• Apply pricing and discount policies defined by the Commercial Management.
• Collaborate with the sales network to update forecasts and sales data, reporting to the Head of Sales.

2. Management and development of customer relationships

• Oversee the entire sales cycle, from needs analysis to deal closure.
• Coordinate agents, sales representatives, and branch managers, and where required directly manage key customers.
• Provide technical-commercial consulting, ensuring alignment of proposed solutions with production requirements and industry regulations.
• Conduct negotiations on offers, contracts, and medium- to long-term partnerships.
• Manage customer communication in case of delays or critical issues, collecting structured feedback.
• Promote customer loyalty through regular visits and continuous support.

3. Coordination with internal functions

• Work closely with Engineering, Project Managers, and Product Managers to define appropriate technical and commercial solutions.
• Verify offer feasibility by involving Planning and technical departments.
• Ensure proper activation of customer care for after-sales activities.
• Ensure effective use of shared tools (CRM) and consistency of offers and contracts with company guidelines.
• Transfer relevant market and territory information to Marketing, Commercial Management, and the Head of Sales.

4. Development of new business opportunities

• Identify new potential customers and growth opportunities in the assigned area.
• Promote cross-selling and up-selling activities with existing customers.
• Carry out market analysis and competitor monitoring, reporting trends and strategic developments.
• Participate in trade fairs and local events to expand the commercial network.
• Share opportunities and insights with Management and colleagues.

Key Stakeholders

Internal: Head of Sales, Commercial Management, Business Sales Directors, Project Managers, Product Managers, Marketing, Production, Technical, After-Sales, Legal, Finance, Plant Management.

• External: Customers in the area, agents, distributors, local partners.

Requirements

• Bachelor’s or Master’s degree in Mechanical Engineering, Industrial Engineering, Automation Engineering, or related technical disciplines.
• Solid knowledge of pharmaceutical manufacturing technologies and related regulations is highly valued.
• Previous experience in technical sales, project management, or international business development in the machinery or industrial equipment sector.
• Excellent command of the English language (C1 level).
• Excellent command of the Polish language (C1 level).

Technical / Professional Skills

• Knowledge of industrial and automated products and solutions (preferably in the pharmaceutical sector).
• Proven experience in managing complex commercial negotiations.
• Strong command of offer and order processes and CRM systems.
• Knowledge of pricing, discount, and margin management policies.
• Ability to analyze sales data and commercial reporting.

Soft Skills

• Strong customer orientation and relationship management.
• Negotiation, influence, and effective communication skills.
• High level of autonomy and priority management.
• Structured problem-solving approach.
• Team-working mindset and cross-functional collaboration attitude.

Other information

• Dynamic and continuously evolving environment
• Focus on people and their growth
• On-site canteen
• Health insurance
• Welfare plan