Serco is a specialist at delivering vital services on behalf of European, National and Local Governments.
Serco Europe employ’s a large workforce in Belgium, Luxembourg, France, Switzerland, Germany, Holland, Spain, Italy and the UK.
Our European operations have ca. 2,000 employees delivering critical services to public institutions throughout Europe.
Serco’s space heritage over the last 40 years has placed us in the Space News Top 50 Space Industry Manufacturing and Services Companies - We work alongside EUMETSAT and the European Space Agency, where we are the largest on-site service provider with ca. 300 staff.
What connects the ever growing Serco workforce is a passion for delivering great service – To keep ahead we have to constantly evolve and enhance the way we deliver our services and everyone in Serco has a role to play here.
Serco provide the right environment to encourage ideas and a comprehensive Best Practice support network that enables them to put their ideas into action.
If you share our values then join with over 60,000 colleagues globally who are equally as passionate about delivering great service as you.
Full details on application.
1. Identifying business opportunities at Country level
Prospect for new clients by networking, advertising or other means of generating interest from potential clients
Align with the European Business Development structured process to continuously scan business opportunities in terms of public Tenders
Engage in a virtuous feedback loop with the rest of the organization to keep organizational capabilities and products in close alignment with customer/market demands
Identify opportunities for new initiatives, products and services that will lead to an increase in sales
Develop and implement strategies and actions to close sales funnel opportunities.
Work closely with the Italian sales team to maximize the profitable growth of the Country.
Manage the pipeline in his/her segment
Support the proposal preparation as appropriate
Support the marketing material generation
Support the new opportunities governance process
2. Building key customer
Support the Country GM to develop strategies to ensure existing customer retention
Support the Country GM in the definition of growth strategies and plans
Support the Country strategy for the key rebids
Manage appropriately the key stakeholders
3. Maintaining extensive knowledge of current market conditions
Generate and maintain information regarding market players, competitors and possible partners (size, products, objectives, main business deals, …)
Attend events and conferences, and provide feedback and information on market, industry players and trends
Present to and consult with European Business Development Director and Segment BD Lead on business trends with a view to developing new business strategies, services, products, partnerships
Using knowledge of the market and competitors, identify and develop the company’s unique selling propositions and differentiators
4. Actively support the executive management in the pursuit, negotiation, and closing of business deals
Facilitate the planning of persuasive approaches and pitches that will convince potential clients to do business with the company
Participate in pricing the solution/service to ensure that Company’s proposals are in line with customer’s expectations and underlying business plans
Direct involvement in opportunity ownership of the deals untill final bid awarding
Define and work with partners to identify appropriate alliances or temporary grouping for answering key Tenders
Assess risks and potentials and develop mitigation plan and/or exploitation actions
The ideal candidate should have the following skills and experience:
Proven track record of consistent successful achievements of sales targets and business objectives
Excellent knowledge of the Italian market and in particular on how to operate in selling services to Italy Publid Administration (Local and Central Government, Agencies), including solid experience of winning deals within “Codice degli Appalti” regulations
Proactive team player with strong relationship building qualities
Leading personality with ability to communicate effectively and drive results
Good analytical and problem-solving skills
Negotiation ability and acume
Ability to formulate sound commercial strategies based on understanding of market dynamics
Excellent communication skills at executive management and governmental level
Ability to handle pressure and meet challenging deadlines
Qualifications & Experience
At least 7 years of successful (track record) sales of Outsourcing Services to Public Organizations and/or Agencies
Good knowledge of IT as an enabler to develop and sell new services
Project Management experience (minimum 3 years)
Proven experience in business development in international context
Proven experience in customer/country account management
Experience in the following areas is considered an asset: knowledge of major Italian IT ecosystem (key players, partners, distributors), security services, virtualization, cloud, artificial intelligence.
Fluency in English and Italian is a must; other languages being an asset
Ability to work and interface with a multinational team
Methodical and structured work-approach
If candidates with equally relevant experience are identified, preference will be given to candidates within "Categorie Protette (Law 68/99)" or registered in “lista di mobilità” (only applicable in case of Italian candidates).
Any offer of employment is contingent upon you providing documents to verify your identity and employment eligibility, as required by law.
Applicants are reminded that they will be requested to produce such documentation during the recruitment process.
Please contact a member of the recruitment team if you require further details of acceptable types of documentation required for verification of identity and work authorization.
When creating a profile on the Serco Career Centre you agreed to the Data Protection policy, a copy is available upon request.
You may submit a written request revoking your consent to this agreement at any time.
About the company
Serco Italia Spa, part of the Serco group, A FTSE250, Multi-national Service Provider with over 50,000 employees worldwide.