Territory Manager Italy

About this role

Responsibilities

• The Territory Manager, with full P&L responsibility for business operations, will lead the territory team (sales, technical support, customer service, etc.) to expand Annual Recurring Revenue (ARR), improve existing customer retention, and lead new customer acquisition within the identified region. This role is a critical resource responsible for positioning Mastercam as the leading CAD/CAM solution provider in the territory while ensuring the seamless execution of our Mastercam’s global strategy at the territory level.
• The Territory Manager will build and manage customer relationships, identify new business opportunities, ensure customer satisfaction through effective account management, and proactively develop strategic plans to increase market share and ensure the achievement of established sales targets.
• This role will also oversee the successful execution of Mastercam’s sales strategies through adherence to Mastercam’s processes and the development of a high-performing sales culture.  Additionally, this role will be the champion of innovation an drive the team's adoption of advanced sales technologies and AI tools to enhance productivity, market intelligence, and customer satisfaction while working collaboratively across the internal functional teams in the achievement of territory goals and global strategies.
• Key performance areas
• SALES EXECUTIVE & STRATEGY
• Manage the territory P&L, develop and execute a territory sales plan to achieve or exceed sales targets, ensure Account Managers meet or exceed individual sales quota and deliver their agreed upon financial targets.
• Identify and pursue new business opportunities within the territory, supports AMs in navigating the full sales cycle, including prospecting, qualifying, negotiating, and closing deals.
• Build and maintain strong relationships with existing customers and key stakeholders such as local (in territory) Technical Partners, works to build a strong and positive network to create positive sales dynamics in territory.
• Conduct regular customer visits to understand needs, provide solutions, and ensure commitment to Mastercam, drives sales processes including effective use of Salesforce CRM and accurate forecasting.
• Collaborate with internal teams (Marketing, Product, Education, Strategic Accounts, etc.) to support customer needs, ensure customer satisfaction and adherence to Mastercam standards.
• Monitor market trends, competitor activities, and customer feedback to inform strategy, conduct regular market analysis, stay up to date on industry trends and customer needs.
• Prepare and deliver presentations, proposals, and product demonstrations, ensure accurate sales records, sales metrics, and KPI updates, provide timely submission of performance reports on territory profitability and growth.
• TEAM LEADERSHIP
• Provide leadership, day-to-day management, and ensure alignment with Mastercam’s goals and values.
• Support and train Account Managers, conduct regular one-on-one meetings, team check-ins and business reviews, track progress, address challenges, and identify opportunities for growth.
• Foster a culture of continuous professional development, improvement, accountability, and collaboration among Account Managers, promote the consistent application of best practices across the team to reduce sales cycle length, improve win rates, and focus efforts on high-potential opportunities.
• Partner with the Regional Executive Director to align regional strategies and priorities.
• Develop unique selling propositions (USPs) tailored to the region's market nuances to strengthen competitive positioning, enable AMs to execute value-driven negotiations that secure long-term customer relationships.
• Leverage AI tools to enhance sales productivity, identify market opportunities, and create data- driven strategies, such as competitive analyses, proposal generation, and customer segmentation insights.
• ACHIEVEMENT OF ARR GROWTH & RETENTION GOALS
• Drive Annual Recurring Revenue (ARR) growth through consistent renewal of existing maintenance agreements and new subscription sales.
• Implement strategies to improve customer retention, focus on delivery of consistent value built on strong relationships.
• Collaborate with marketing and product teams to support campaigns to drive ARR growth and customer loyalty, focus on expansion of ARR growth in both new markets and within current customer segments, address customer challenges proactively.
• CUSTOMER ENGAGEMENT
• Function as an open conduit, work to secure new account acquisition, remain open for the escalation of customer issues and opportunities for improvement and increased Mastercam usage/offerings.
• Align Account Managers with Mastercam’s value-based selling principles, to ensure the seamless delivery of an exceptional, customer-focused experience.
• Collaborate with internal teams (e.g., marketing, customer success, technical pre-sales) to support Account Manager delivery of tailored solutions to regional or global customers.
• Leverage customer insights to refine sales strategies and improve overall customer satisfaction.
• Incorporate customer advocacy programs or case studies within the sales cycle to strengthen customer loyalty and demonstrate Mastercam’s value.
• PERFORMANCE MONITORING & REPORTING
• Inspect and validate the sales pipeline to ensure consistent focus on high-quality opportunities, identify and remove obstacles to accelerate the sales cycle.
• Track team performance metrics, especially revenue growth, customer retention, and pipeline health, and report regularly to the Regional Executive Director.
• Identify and address performance gaps within the team, coach and provide resources as needed.
• Ensure an accurate forecast and adherence to Mastercam’s standards through effective Salesforce CRM use.
• Foster a culture of transparency, use insights to celebrate/motivate the team and identify areas to improve.
• Ensure adherence to relevant governance and compliance standards within the territory.
• MARKET AWARENESS & OPPORTUNITY DEVELOPMENT
• Stay informed of territory trends, customer needs, and competitive dynamics.
• Provide the Regional Executive Director with feedback on market conditions to inform the overall strategy.
• Leverage AI tools for market research, competitive intelligence, and opportunity for prioritization in the expansion of Mastercam’s presence in emerging industries and underpenetrated markets.
• Proactively network at regional industry events and build partnerships with local associations/institutions.
• CROSS-FUNCTIONAL COLLABORATIO
• N
• Manage and facilitate cross-selling opportunities with other Mastercam regions, Sandvik SMF Business Units, and OEMs to expand Mastercam’s market presence and drive additional revenue streams.
• Collaborate with product, marketing, and customer success teams to integrate customer feedback into product development, service improvements, and market expansion initiatives.
• Work with Channel Managers to align direct sales efforts with partner-driven opportunities while avoiding channel conflicts.
• Leverage Mastercam’s ecosystem to deliver integrated manufacturing solutions across the value chain.
• Other duties as assigned and required by the Executive Director or the Head of Commercial Sales.
• Your profile
• EDUCATION
• Bachelor’s degree in business, marketing, engineering, or a related field or equivalent professional experience (10+ years).

Requirements

• Minimum of 10 years in a sales capacity, with 5+ years managing regional or territory-based teams.
• Proven leadership and management capabilities in a CAD/CAM or hardware sales environment.
• Prior success growing Annual Recurring Revenue (ARR), subscription-based revenues, or perpetual revenue coupled with the ability to improve customer retention.
• Solid communication (written and verbal) and proven negotiation skills.
• Excellent analytical and problem-solving ability coupled with the awareness needed to manage sophisticated customer interactions and deliver complex sales solutions.
• Excellent time management and organizational skills, with the ability to lead and prioritize objectives in a fast-paced and chaotic environment that is ever changing.
• Familiarity with Salesforce CRM and value-based selling techniques, including advanced sales tools and methodologies, is required.
• Experience managing distributed or hybrid teams across a regional geography.
• Experience leading teams through the change management cycle, enabling the adoption of new tools, processes and strategies.
• Track record of success in the achievement of revenue targets through innovative sales approaches.
• OTHER SKILLS & EXPECTATIONS
• The ability to inspire, coach, and develop a team of high-performing sales professionals.
• Commitment to delivering an exceptional customer experience and driving loyalty programs.
• Proven ability to analyze sales data and develop actionable strategies to improve team performance.
• Experience with Salesforce CRM or equivalent platforms for pipeline management and forecasting.
• Proficiency with Microsoft Office 365 Suite, including Excel, Word, and PowerPoint.
• Familiarity with collaboration tools such as Asana, Slack, or Microsoft Teams for managing workflows.
• Exposure to AI-enabled sales tools for proposal creation, competitive analysis, and decision-making.
• Experience with Business Intelligence (BI) tools such as Tableau, Power BI, or equivalent platforms to analyze and visualize sales and market data.
• Experience with sales enablement solutions such as Gong.io, Seismic, HubSpot, Salesforce, or similar tools.
• Proficiency in AI-driven insights for customer behavior prediction and territory planning.

About Sandvik

At Mastercam, we do not just keep pace with manufacturing—we set the pace. For over 40 years, we have been the name behind the breakthroughs, the partner for those who refuse to settle. When the industry says “too complex,” we say, “challenge accepted.” We are more than software. We are a movement of makers, innovators, and problem-solvers driving transformation across the globe. Backed by a network of 400 Channel Partners and a thriving developer community, Mastercam delivers the tools and expertise to turn ambitious ideas into flawless reality. From aerospace to automotive, medical to education, we empower manufacturers to push boundaries and redefine what is possible. As part of Intelligent Manufacturing and the Sandvik Group, we are leading the charge in digital transformation. Our team of 350+ professionals is united by a single mission: to help achieve precision, productivity, and performance without compromise. Our Core Values? They are not just words. They are how we win: Winning Together : Collaboration is not optional—it is the engine that drives us. Curiosity : We question, we explore, we innovate. Every day. Responsibility : Safety, integrity, and sustainability aren’t boxes to check—they are the foundation of trust. Customer-Focused : We listen. We adapt. We deliver. Always. Innovation. Collaboration. Growth. That is the Mastercam way. Explore more at www.mastercam.com , connect on LinkedIn , and join the conversation with #mastercam. The next big challenge is waiting—are you ready to accept? Location This role requires working from the Vicenza office based on business needs. Sandvik ensures and promotes equal opportunities. All qualified applicants will be considered without regard to sex, gender identity, sexual orientation, race, skin color, religion, nationality, disability, age, or any other characteristic protected by law. Before the first interview, Sandvik will inform candidates of the initial base salary level, along with other compensation details such as bonuses and benefits (the so‑called “compensation package”). The base salary level serves as a starting point for discussion and may be adjusted during the recruitment process. Compensation is determined by several factors, including the type of position, role responsibilities, experience, skills and abilities of the candidate, as well as internal pay equity and market benchmarks.