Q&A with Matheus
Matheus was recently promoted to a key account manager role at Radiall Italia.
Q.What did you do when you first started at Radiall?
A.I joined Radiall nearly a year ago as a Field Technical Engineer. I was part of the Marketing Team and was responsible for ensuring and coordinating the implementation of existing products in conjunction with the BU, the sales team and, eventually, directly with customers. I provided recommendations for optimizing technical and commercial performance by defining the customer’s needs and their application. My job’s primary goal was to support the negotiations between the Sales Team and customers.
Q.Can you tell us more about your current role?
A.In my current role as a Key Account Manager for the Italian railway market, I’m in charge of the development and perpetuation of sales in my area. I am the interface between Radiall and the customer.
Q.What do you enjoy most about your work?
A.I really appreciate how dynamic and challenging my work is. You really need to have a wider view of the whole production and sales process to manage an account with excellence. Consequently, you need to deal with different types of tasks.
I can assure you that in a KAM role, you will not get bored!
Q.What is a typical day like for you at Radiall?
A.As I mentioned in the previous points, the KAM role is really a dynamic one, so my typical day consists of many different activities. A great deal of my role is providing quotes, negotiating conditions and always trying to build a trustful relationship with each customer. Sometimes, I also go out and visit customers directly to better define some project requirements and strengthen our relationship.
Q.What are some of the emerging trends you see in the railway industry?
A.Connections with fiber optic technology are for sure an emerging trend in the railway industry. It is already gaining ground in many European countries and will soon reach Italy as well. It is a good opportunity for us to exercise the synergy between the Heavy Duty BU and Optics BU.
Q.What's the best advice you have for people wanting to pursue a career in this field?
A.Just stay curious, be passionate about your job and practice empathy toward the people within and outside the company. Also, product knowledge and good communication skills are a plus in a role where you need to combine technical aspects with commercial ones.
Q.What’s been the proudest moment in your career thus far?
A.I get really proud every time I am able to promote proactivity and collaboration through the company’s teams to reach customer satisfaction! The fulfillment I have when this happens is priceless.