Account Executive

LECTRA Gruppe; São Paulo; Presencial; BRL 180 000 - 300 000; Tempo integral

Resumo da oferta

Lectra is seeking a results-driven B2B Account Executive to drive solutions sales in Brazil. You will prospect, acquire and close new business using Lectra’s broad product and service portfolio.

Based in São Paulo, you will travel ~50% to customer sites, build account plans, apply consultative selling, and collaborate with Presales to demonstrate value of Lectra’s Industry 4.0 offerings. The ideal candidate has 5+ years in direct and consultative sales of high-value solutions, and fluent

Qualificações

• 5+ years of direct and consultative sales of high-value solutions.
• Experience in High Tech / System Integration / SaaS / Manufacturing.
• Fluent English; strong communication and listening skills.

Responsabilidades

• Promote Lectra’s vision and increase brand awareness through regular visits to accounts.
• Define a plan by accounts assigned to optimize revenue potential and develop the portfolio.
• Apply consultative selling: ensure solutions meet customer needs and engage decisions.
• Manage the cycle of high-value sales including equipment, software, SaaS, services and maintenance contracts.

Conhecimentos

Fluent English

Communication skills

Consultative selling

Descrição da oferta de emprego

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We invite you to embark on a journey. A technological journey towards the evolution of our society and our industries, powered by Industry 4.0 and supported by Lectra. Software, equipment, data and services… At Lectra, as a major player in the fashion, automotive and furniture markets, we contribute to the Industry 4.0 revolution with boldness and passion by providing best-in-class technologies. But it doesn’t stop there. By enabling industrial intelligence solutions, we facilitate the digital transformation of our customers. And we’re always on the lookout for new tech-enthusiasts to join the team! With more than 50 years of experience and a presence in over 100 countries around the world, we are 3000 employees united by passion and driven by innovation. A unique journey awaits you at Lectra, are you ready to craft the future of technology together?

1. POSITION SUMMARY

The primary function of this position is to perform the sales of solutions, by actively prospecting, acquiring and closing new businesses, using various combinations of Lectra’s broad products and services.

2. DUTIES AND RESPONSIBILITIES

• Promote Lectra’s vision and increase the awareness of our brands on the market through regular visits to accounts;
• Define a plan by accounts assigned to optimize the revenues potential: key contact definition, key figures, overall strategy and organisation of the customer, detailed action plan for developing the account, setting up priorities to maximize the value of the portfolio, etc.;
• Apply consultative selling methodology:
  • Ensure the solution proposed is adequate to customers’ needs and that they are satisfied;
  • Understand our customers’ strategy and anticipate their challenges;
  • Create engagement, generate 4.0 needs and expand opportunities to identify and uncover unknown needs;
• Manage the cycle of high added value and technological sales, including industrial equipment, SW, Subscriptions (SaaS solutions), delivery of services, training, consulting and recurrent maintenance contracts.
  • Opportunities detection (in cooperation with marketing), qualification and evaluation, by applying a consultative selling methodology;
  • Solution definition based on customer needs, presentations and demonstrations in close cooperation with Presales Team to promote and demonstrate the added value of Lectra’s solutions;
  • Quotation, proposal drafting, negotiation and closing in compliance with Lectra’s standards terms and conditions of contract;
• Achieve and exceed sales objectives by developing the business through a constant pipeline built up with accounts assigned;

3. PROFILE

We are looking for ambitious and curious B2B account executives with a passion for innovation. Our ideal candidate will have the following profile:

• At least 5 years of experience in direct and consultative sales of high added value solutions, preferably in High Technology / System Integration / Services / Saas / Manufacturing / Industrial Equipment / 4.0 Industry / IIOT / cutting room / CAD operations;
• Experience and network in the Fashion / Automotive industry will be appreciated;
• Ability to hunt new opportunities and adaptability to new environments;
• Capacity to prioritize the most important actions on a short and mid-term perspective to optimize account coverage and maximize the value of the accounts assigned;
• Experience in customer value proposition approach and capacity to engage the customer in meaningful dialogue through consultative selling methodology. Ability to understand customer strategy, ambition, challenges, processes, known and unknown needs and ultimately to build solutions with the customer;
• Strong communication skills, diplomatic, tactful and adoption of a trusted advisor behavior;
• Outstanding listening skills, understanding objectives and desired outcomes of the customers;
• Ability to convince a prospect to accept the offer and close a deal;
• Good command of MS Office (Power Point, Excel, etc.);
• Fluency in English is required;

4. TRAVEL

• The position is based in São Paulo/ Brazil
• The role requires approximately 50% travel to customer sites in Brazil, with additional travel opportunities for professional training.