Inside Sales Representative EMEA - Specialty Fluids & Energy - Italian Speaker

About the role

In this role, you are responsible for the inside sales activities of the SFE EMEA commercial team. You will perform opportunities funnel analysis, project scouting via database and related cold calls and/or face-to-face meetings with new customers and key distributors in EMEA, forecasting analysis for stock demands, and lead generation. You will develop accounts and territory management plans, generate sales leads, and ensure ongoing relations with existing and potential business. Approximately 20% travel in the EMEA region is required for this role.

Close interactions with the EMEA Sales Team and EMEA Sales Manager are required.

Responsibilities

• Manage a defined book of key distributors for stock orders and execute a monthly Territory & Account Plan review aligned to revenue, retention, and pipeline goals.
• Discover new opportunities and technical applications for heat transfer fluids (Therminol & Marlotherm) and acid gas removal solvents (AdapT solvents) through inside sales analysis, regular customer interactions, and international tradeshows.
• Use Opportunity Management processes to capture, prioritize, and progress existing and new business opportunities.
• Produce and maintain ongoing stock demand forecasts and an accurate pipeline forecast for EMEA distributors; lead regular forecast review meetings.
• Develop and maintain account protection plans (renewals, risk mitigation, competitive watch) and run periodic health checks to retain business.
• Contribute to market growth in EMEA by collaborating with Account Managers and following the commercial strategy defined by the Sales Manager EMEA.
• Capture and share customer feedback and market competitive insights with Product, Marketing, and Commercial leadership.
• Manage the full inside sales cycle—discovery, opportunity identification, and lead generation—for multi-segment opportunities across EMEA.
• Proactively engage customers via meetings, phone, email, and digital channels (video calls, webinars) to surface technical/commercial needs, create cross-sell/up-sell and project opportunities, and qualify inbound leads.
• Maintain clean, up-to-date CRM and Opportunity Management records; use analytics to prioritize outreach and improve forecast accuracy.
• Manage lead conversion using SalesForce, PowerBi, and FluidGenius (proprietary tool).
• Generate and analyze market competitive insights, including market intelligence and strategic information.
• Travel up to 20% across EMEA (tradeshows and distributor/key-customer visits).

Qualifications

Required qualifications

• Technical degree in industrial segments.
• 3+ years of B2B sales, inside sales, or account management experience.
• Strong consultative selling skills, technical curiosity, and ability to build relationships remotely.
• Excellent verbal and written English and Italian.

Preferred qualifications

• Proficiency with CRM (Salesforce or equivalent) and analytics tools and sales engagement platforms.
• Experience with EPCs and/or OEMs for international projects; knowledge of project life-cycle (green/brown-field projects).
• Experience with industrial processes in the chemical segment (O&G, petrochemicals, energy and/or polymers).
• Familiarity with commercial terms and conditions for international orders.