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Wednesday, September 8, 2010

Full Engineering Jobs Details
New Business Sales - Uk Wide

Corporate Profile Lectra is the world leader in integrated technology solutions (software, cutting systems and associated services) dedicated to industrial users of textiles and leather.

Job Ref. :uker16389 New Business Sales   Job Location: Uk Wide   Qualifications: Dergree   Terms: Permanent only   Salary: Competitive Job Details POSITION SUMMARY: The primary function of this position is to develop with dynamism the sales of Lectra projects and solutions to new and existing nominated accounts using various combinations of the Lectra’s very broad product and services portfolio while respecting the sales policy and rules. On an on-going basis, the Account Manager is expected to: • Develop aggressively the business by increasing market share, creating new reference accounts and carrying out segment penetration. • Strengthen the existing business through regular customer reviews to identify and conclude new solution opportunities. The position also includes establishing account plans respecting Group requirements and in collaboration with the Sales Manager. This requires documenting potentials contributing to the growth of the company and the maintenance of its market leading position. DUTIES AND RESPONSIBILITIES: Within a list of existing accounts and new business account found by traditional sales methods, the Account Manager will: • Develop Business Relationships between customers and Lectra in order to ensure a profitable long-term presence within the Customers’ organizations • Manage the sales cycle from lead to close including 1 Prospecting 2 Organizing demonstrations with pre-sales 3 Proposal drafting, quotations (using Siebel CRM) 4 Negotiation 5 Closing, ensuring that all terms and conditions of contract are defined and respect the Lectra standards 6 Activity and opportunity follow-up/reporting • Maintain an accurate and documented pipeline of opportunities and provide appropriate communication of such to the management team. • Work closely with the different teams (Management, marketing, pre-sales, telesales)… to build and execute the Subsidiary strategy. • Develop an extensive knowledge base of all the local apparel industry, including key players and their current application and technology footprint, buying process, compelling events, political environment and strategies. • Help maximize our markets’ penetration, our service differentiation and the company image The customer’s accounts are existing or new accounts in which new opportunities are regularly identified and pursued. The performance of the position is mainly assessed by his/her ability to achieve or exceed the budgeted order objectives ensuring volume, added value product selling in respect of internal rules and discount policy EDUCATION AND/OR EXPERIENCE: • University Degree preferably in Business or Technical Management • Experience of closing deals, pipeline management and Account Management • A minimum 5 years or above of relevant experience with minimum 3 years in direct sales in High Tech/IT/software/Industrial sectors or Account Management • Industry experience : experience in the motor/Aerospace/Technical Textiles, or closely related industries with ideally an extensive range of contacts within the local domestic market • Experience in negotiating and successfully closing deals of all sizes • Experience in projects sales (including services contracts sales and negotiation) with high level interlocutors within the customer organizations • Proven success in large account management and with international accounts • International experience desirable. POSITION QUALIFICATIONS: • Proven ability to sell high-value solutions including services within existing and new accounts • Ability to both identify new opportunities and develop plans to exploit these opportunities. • Be charismatic, bright, analytical, able to see through business problems and offer workable solutions; • First class communication and presentation skills written and oral, will allow for operating with senior level decision makers; • Ability to challenge tradition with clear and, coherent arguments along with ability to achieve respect from technical colleagues; • Ability to work with different cultures. • Ability to cope with constant pressure (without comprising standards) by being well organized and planning time well; • High level of adaptability and energy; • Capacity to handle a multitude of ongoing issues and an incisive mind to ensure focusing on priorities, both operational and business development, long and short term; • ‘Hungry’ – goal oriented and driven by a performance based compensation structure that adequately compensates high achievers. • Potential to mature into a managerial position • Strong passion to win. • Coaching ability We will not provide UK work permits. Please ensure you are a UK/EU resident or have a relevant permit.

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