head of large accounts int-0435

Intellectica is recruiting an experienced Head of Large Accounts on behalf of its client, a leading provider of secure mobility and telematics solutions with 20+ years of experience across Europe, the Middle East, and Africa. The company delivers an integrated stack of hardware, connectivity, SaaS platforms and 24/7 monitoring through Secure Operations Centers and a pan-European Control Tower, serving secure logistics, automotive OEMs and leasing/rental, video telematics and personal safety. The company is seeking an experienced and commercial -driven professional, based in Athens, Greece, to join the leadership team and report directly to the Interim General Manager. This role is pivotal in driving commercial success, managing large-scale projects and ensuring profitability through strategic account management and operational excellence.

Key activities and responsibilities of this role include:

• Shape and execute commercial strategies for large-scale projects in sectors such as energy and telecommunications, ensuring alignment with corporate objectives

• Drive profitability and growth through pricing optimization, contract negotiation, and proactive risk management

• Assume full P&L accountability for assigned projects, monitoring revenue streams, cost structures, and margin optimization

• Oversee cash flow management, factoring processes, and financial forecasting to maintain liquidity and project sustainability

• Act as the primary liaison for major clients, building trust-based relationships and resolving complex issues promptly

• Manage subcontractor relationships and ensure seamless coordination with partners across diverse ecosystems

• Ensure adherence to contractual obligations, SLAs, and legal frameworks, mitigating risks and safeguarding company interests

• Lead negotiations on contract variations and commercial terms to secure favorable outcomes

• Coordinate internal teams and external subcontractors to deliver projects on time, within scope, and budget

• Provide accurate commercial reporting and analysis to senior management, offering insights for strategic decision-making

• Any other task that may be required from time to time

Professional experience & qualifications of a successful candidate:

• Bachelor’s degree in Business Administration, Finance, Engineering or related field; MBA or equivalent postgraduate degree preferred

• Minimum 8-10 years in a senior commercial leadership role with proven P&L responsibility for large-scale projects

• Experience in telematics, IoT, mobility, security systems or tech-enabled operations with integrated hardware/software/service and 24/7 monitoring

• Proven track record in B2G negotiations, RFP/tender management, and strategic account leadership

• Strong knowledge of financial operations, including factoring, cash flow management, and cost control

• Familiarity with contract law, SLAs, and compliance frameworks in complex B2B environments

• Comfortable operating in cross-border European markets and managing international clients and partner networks

• Excellent command of Greek and English, written and spoken

Core competencies of a successful candidate:

• Strategic thinker with hands-on execution capability and readiness to dive into detail when required

• Excellent negotiation, influencing and stakeholder-management skills

• Collaborative, trust-building leadership style, inspiring confidence through change and transition

• Entrepreneurial mindset, integrity and a strong sense of ownership and accountability