Corporate Account Manager

MICHELIN; Milano; In loco; EUR 50.000 - 80.000; Tempo pieno

Descrizione del lavoro

A leading company in sustainable mobility seeks a Senior Sales Executive for MICHELIN Connected Fleet in Milan. The successful candidate will be responsible for client engagement, contract negotiations, and achieving sales targets. Candidates should have a strong background in software sales and fluency in English and Italian.

Competenze

• Senior sales executive with a minimum of 6 years in software sales.
• Full proficiency in English and Italian is mandatory.
• Track record of continuous professional growth.

Mansioni

• Identify key targets and secure appointments with decision makers.
• Negotiate and close profitable contracts.
• Manage the sales process and build a sales pipeline.

Conoscenze

Sales Management

Negotiation Skills

Strategic Selling

Communication Skills

Attention to Detail

Formazione

University Degree

Strumenti

Salesforce

Descrizione del lavoro

We know our planet is at risk and we urgently need to find innovative ways to protect it. At Michelin, pioneering is what we do : We are innovating constantly, to explore new opportunities, with, around and beyond tires to lead the way in sustainable mobility. Our people act for change, with respect, and as leaders. We care about giving people a better way forward. Our dream is rooted in a single purpose : by 2050, Michelin will be recognised as a critical innovation leader that helped humanity conquer new frontiers. And we all work hard every day to realise this dream.

At MICHELIN Connected Fleet, agility is not a word - it’s a lifestyle. We gather entrepreneurial minds who are not afraid to fail fast and learn quickly, every day. We think long term and act short term, we grow fast and love what we do. We believe in an inclusive working environment, building teams with a variety of backgrounds, skills, views and opinions. Among our 400 employees in Europe, we proudly benefit from around 30 nationalities. We thrive because of the diverse background and talent of our people. We nurture our team's growth with several company wide development programs - including our Diversity, Mentoring and Sustainability programs.

Identify key prospective targets within assigned prospect accounts and implement a contact strategy to secure appointments with the decision makers

Present MICHELIN Connected Fleet solutions to key contacts through direct communication in face to face meetings, telephone calls and emails

Gain a thorough understanding of MICHELIN Connected Fleet competences and credentials, recognising vertical market priorities, industry issues and hot topics, in addition to potential solutions and the ROI opportunities to be delivered.

Provide feedback to the business on any key customer pinch points or issues relevant to our software

Prospect for potential new clients and turn this into increased business within the vertical market

Negotiate and close profitable contracts with new customers in line with MICHELIN Connected Fleet's pricing policy and that any variations are duly authorised

Prepare and present proposals and presentations to corporate standards, ensuring these are accurate and are tailored to the specific opportunity

Actively and successfully manage the sales process; lead generations; needs analysis, value proposition, proposal negotiating, close and hand over to the Deployment Team

Build and manage sales pipeline, ensuring diligent and comprehensive utilisation of Salesforce to record account progress, business pipelines and order progress.

Ensure all contact records and account plans are maintained and kept current using Salesforce

Submit weekly & monthly sales forecast and reports as required

Ensure all productivity and performance KPI’s are met and reported on in a timely and accurate manner

Work in close cooperation with colleagues from other cross functional teams to leverage skills and seek buy in where appropriate to maximise sales success

Maximise revenue and margin generation achieving monthly, quarterly and annual sales targets

Present a professional and positive image of the business at all times

Achieve individual sales target and seek for over performance

Live in Milan area and willingness to travel on business 3 days per week

English and Italian full proficiency is mandatory

University degree, and a track record of continuous professional growth

Senior sales executive with a minimum of 6 years software or specific vertical market sales experience (demonstrable track record of success) working with large corporate

New business success essential

Possessing drive, motivation and acute attention to detail in ensuring all sales opportunities to MICHELIN Connected Fleet are captured and explored

Highly developed strategic selling skills, comfortable engaging with board directors of all disciplines to establish understanding of requirements and buy in

Excellent all round interpersonal and communication skills with the capacity to manage / influence all levels (internally and externally)

Demonstrable commercial experience commensurate with structuring high value contracts (from inception to close)

Strong negotiation skills, with the tenacity to push back where a deal is not suitable for the business

Clear approach to sales forecasting with track record of accurately able to predict quarter by quarter revenue backed up with clear pipeline management

Excellent presentation skills with an inherent ability to close business opportunities

High levels of planning, organisation, motivation, creativity and results focus

Strong written and presentation skills