01 · International markets - DACH · Automotive · Industry
Business Development & Key Account Management
To develop and strengthen commercial relationships with international Tier 1 suppliers and OEMs through a methodical, continuous approach that delivers success.
The work
We work alongside companies and commercial partners wishing to grow their business in international markets, with a particular focus on Europe and the DACH region. We help define a strategy to acquire and retain international accounts, assessing commercial and organisational aspects.
Areas of intervention
An engagement can start here.
Positioning and scouting
Before opening conversations, we clarify where to compete, with what proposition and towards which stakeholders.
- Analysis of the market, competitors, targets and supply-chain dynamics
- Definition of the value proposition for the local context
- Scouting for customers, industrial partners and opportunities
- Mapping of decision-makers, stakeholders and routes to access
Business development and RFQs
We turn the chosen direction into structured commercial work and follow opportunities without losing the decisive steps.
- Preparation of presentations and technical and commercial offers
- Opening and developing relationships with selected customers and partners
- Coordination of technical requests, RFQs and negotiations
- Commercial follow-up through the decision or next stage
Key Account Management
Methodical management of strategic accounts, from relationships inside the customer to the opportunities in progress.
- Stakeholder mapping and account development plans
- Monitoring opportunities and agreed actions
- Coordination between the Italian company, partner and German customer
- Management of follow-ups, escalations and internal decisions
Programmes, launch and SOP
After nomination, we keep the commercial and operational sides aligned through the start of production.
- Technical-commercial coordination during development and industrialisation
- Alignment of requirements, milestones, responsibilities and communication
- Dialogue between customer, supplier and internal functions at critical stages
- Programme, launch and start-of-production monitoring
Supplier qualification and development
We prepare organisations and partners for OEM and Tier 1 expectations before qualification becomes an obstacle.
- Search and pre-qualification of partners or suppliers within the mandate
- Organisational, documentary and compliance alignment
- Supplier enablement, development and corrective plans
- Preparation of evidence and the functions involved
Temporary and fractional KAM
Continuous senior commercial coverage for companies that do not yet have a dedicated function for the DACH market.
- Temporary management of strategic customers and opportunities
- Regular presence with customers, partners and plants
- Operating cadence, reporting and internal alignment workshops
- Structured handover to an internal or permanent role
tangible goals
01
Sharper positioning and market access
02
RFQs and programmes with clear ownership
03
Strategic accounts covered with continuity
For whom
Italian industrial SMEs targeting the German market
Automotive Tier 1 and Tier 2 suppliers
Companies coordinating an international RFQ or programme through SOP
Companies without a dedicated KAM presence for DACH customers
How we can work together
- Market assessment, positioning and scouting
- Business development on selected targets and opportunities
- RFQ and programme support through SOP
- Temporary or fractional Key Account Management
The other service
Sustainability & ESG Consulting