Account Executive (m/w/d)

Lectra; München; Vor Ort; EUR 65.000 - 100.000; Vollzeit

Zusammenfassung

Lectra is seeking an ambitious B2B sales executive based in Munich to actively prospect, acquire and close new business for 4.0 industry and smart manufacturing solutions. You will lead account plans, apply consultative selling and coordinate with Presales to demonstrate value.

70% travel within the DACH region is expected. The ideal candidate has 5+ years in high-value sales, a Fashion industry network, and fluency in English and German.

Qualifikationen

• At least 5 years of experience in direct and consultative sales of high added value solutions.
• Experience and network in the Fashion industry.
• Fluency in English and German.
• Willingness to travel up to 70% (DACH).

Aufgaben

• Promote Lectra’s vision and increase brand awareness through regular visits to accounts.
• Define an account plan to optimize revenue potential and set priorities.
• Apply consultative selling methodology to ensure solutions meet customer needs and satisfaction.
• Understand customer strategy, anticipate challenges, and expand opportunities with Lectra’s solutions.
• Manage high-value sales cycles including equipment, software, services, training, and maintenance contracts.
• Prepare quotations, proposals, negotiate, and close contracts in Lectra’s standard terms.

Kenntnisse

Consultative selling

Account management

Sales leadership

Communication skills

MS Office

German language

English language

CRM

Tools

CRM

Jobbeschreibung

The primary function of this position is to perform the sales of 4.0 industry and smart manufacturing solutions, by actively prospecting, acquiring and closing new businesses, using various combinations of the Lectra’s broad products and services.

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, 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;

PROFILE

We are looking for ambitious and curious B2B sales 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 / Saas / Manufacturing / Industrial Equipment / 4.0 Industry / IOT / cutting room / CAD operations;
• Experience and network in the Fashion industry;
• Both German and English business fluent required.
• 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, to understand objectives and desired outcomes of the customers;
• Ability to convince a prospect to accept the offer and close a deal;
• Capacity to manage time effectively and coordinate tasks and activities to maximize effectiveness;
• Self discipline is required to document in detail each step of the sales cycle in our CRM (pipeline and forecast management against targets);
• Good command of MS Office (Power Point, Excel, etc.);
• Fluency in English and German is required;

The position is based in Munich, Germany. There will be 70% of travel to customer sites in DACH.