Business Development Manager (Italy) - Traka



Business Development Manager

(Milan, Italy)

“Be part of an innovative forward-thinking company”



About Traka

Originally, the manufacturer of one of the world's first electronic key management systems in 1994 - we are now the global leader in innovative technology for sophisticated, intelligent key management systems and asset management solutions. We operate in a wide variety of channel markets such as Government, Transport, Utilities, Fleet management, Healthcare, Logistics & Distribution Centres and Data Centres.

Traka became part of ASSA ABLOY in April 2012, who are a more than 9 billion Euro organisation and the global leader in access solutions. Every day we help people feel safe, secure and experience a more open world. ASSA ABLOY products can be seen and used everywhere you go in your daily life from brands such as Yale, Chubb and HID.

With its continued rapid growth, in January 2019 Traka became part of the Global Solutions division of ASSA ABLOY which allows Traka to grow further globally, and leverage group developments, including Cloud technologies.

We are always looking for diverse, talented, energetic people with integrity and the desire to succeed. We are an equal opportunity employer offering competitive salaries and benefits in a team environment where you can freely speak across teams and departments to seek help and guidance.


The role

The Business Development Manager (Italy) is responsible for building and managing the Italian market through direct project specification sales. Additionally, Business Development Manager (Italy) will develop business through a network of System Integrators, ASSA ABLOY sister companies and close cooperation with local resellers. The position utilizes a multi-faceted approach to drive and influence emerging business opportunities with end-users, specifiers, consultants, resellers and partners.

This is a remote field role based in the Milan region that will involve frequent travel throughout Italy. This role will report to the Regional Director (South East Europe). The ideal candidate will possess a good level of Italian and English language, both spoken and written.




Duties and Responsibilities

The main duties of the Business Development Manager (Italy) will be to:

  • Identify and develop new business opportunities by getting Traka specified on projects, either direct of through specifiers and consultants
  • Engage with regional ASSA ABLOY sister companies to develop networks and to gain leads and project opportunities
  • Develop and manage reseller and channel partner sales opportunities for the Italian market
  • Drive end user engagement and knowledge of all Traka solutions in Italy
  • Successfully close and manage the delivery of all project opportunities
  • Achieve annual sales growth in line with the Traka (South East Europe) strategic plan
  • Define, implement and deliver the strategic action plan for Italian market
  • Any other duties required to assist in supporting the achievement of the Company objectives


The key responsibilities for this role include:

  • Maximise commercial opportunities within the region and drive Traka sales through engagement with customers, consultants, specifiers and through RFP/RFI tender responses
  • Develop, manage and convert a quotation project pipeline to achieve the annual sales target
  • Forecasting of regional project pipeline on a monthly / quarterly / annual basis
  • Attend end customer project meetings to deliver commercial presentations for Key Management and Intelligent Locker solutions
  • Support and develop opportunities through the regional ASSA ABLOY companies, resellers and partner network
  • Co-operate with the Regional Director (South East Europe) to define, implement and monitor the strategic plan for Italy
  • Liaise with the European marketing manager to identify, develop and monitor promotional market sector campaigns
  • Liaise with the European technical support manager to identify training needs, manage projects and anticipate all regional technical support needs
  • Keep all commercial opportunities, projects and customer information up to date in CRM (SalesForce)
  • Be the main point of contact for all Traka enquiries in Italy




Qualifications and Skills

Personal characteristics

You are confident and must have the ability to work on an individual and remote basis and as part of a team and with little supervision. You have excellent verbal and written communication skills. You are passionate about providing outstanding customer service and comfortable working in a highly dynamic environment with the ability to multi-task.

You are self-motivated, with an excellent attention to detail and the ability to prioritize workloads and tasks. You must be driven and passionate. You also have flexibility in tackling new tasks and adapt to changing environments. This role involves frequent travel within Italy therefore the candidate must be flexible to meet the changing needs.


  • Either Bachelor’s degree, Master’s degree or equivalent work experience (business / engineering)


  • The candidate must demonstrate experience in a similar role for a minimum of five 5 years
  • The candidate must be able to demonstrate how he/she has successfully developed business in the region previously
  • Regional knowledge of the security market including major commercial and industrial corporations, government, critical infrastructure vertical markets
  • Working knowledge of the regional security players and consultant community
  • The candidate must be experienced in managing complex project sales


Functional competencies

  • Business development and Account management
  • Project solution sales and management skills at an executive level
  • Ability to have a technical understanding of key management and asset management solutions (both hardware and software)
  • Translate technical requirements or customer needs into a value proposition and specification sales proposal
  • Understanding of SaaS licensing models
  • Excellent presentation, persuasion, and negotiation skills
  • High level prospecting skills
  • Clear communicative skills (spoken and written)
  • Manage regional sales and cost budget
  • Manage regular reports in line with group requirements
  • Accurate project management skills

Excellent collaborative skills cross company


We are the ASSA ABLOY Group
Our people have made us the global leader in access solutions. In return, we open doors for them wherever they go. With nearly 51,000 colleagues in more than 70 different countries, we help billions of people experience a more open world. Our innovations make all sorts of spaces – physical and virtual – safer, more secure, and easier to access.

As an employer, we value results – not titles, or backgrounds. We empower our people to build their career around their aspirations and our ambitions – supporting them with regular feedback, training, and development opportunities. Our colleagues think broadly about where they can make the most impact, and we encourage them to grow their role locally, regionally, or even internationally.

As we welcome new people on board, it’s important to us to have diverse, inclusive teams, and we value different perspectives and experiences.

Origgio, VA, IT, 21040

Sales, Marketing & Product Management
Mid-senior level