Strategic Account Manager

Permanent contract  - Atlanta

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?

POSITION SUMMARY

As the sole Key Account Manager focusing on large, enterprise accounts for the furniture vertical, you will be responsible for managing Lectra's relationships with a designated group of large accounts within the furniture space in the Americas. This role is a blend of account management and business development, with a primary focus on farming existing accounts (80%) and hunting for new business (20%).

DUTIES AND RESPONSIBILITIES

• Promote Lectra’s relationship with a designated group of large accounts in the Americas.
• Drive profitable, sustainable growth by building and executing individual account plans.
• Influence clients’ enterprise-wide Lectra portfolio and strategy within the Valia furniture and cutting room ecosystem.
• Create opportunities for value-added solutions and services across the Lectra portfolio.
• Partner with pre-sales to design solutions and workflows that enhance customer productivity.
• Stay aware of industry trends and adapt Lectra offerings to evolving customer needs.
• Consistently strive to achieve high levels of customer satisfaction.

PROFILE

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

• 5+ years of proven experience in sales engagements and negotiations with key and large accounts, and in direct and consultative sales of high added value solutions, preferably in High Technology / System Integration / Services / Saas / Manufacturing / Industrial Equipment / 4.0 Industry / cutting room / CAD operations;
• Experience and network in the Furniture 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, 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);
• Strong background in technology (SaaS and/or furniture industry experience is a significant plus).
• Demonstrated success developing and executing strategies that drive account growth and revenue.
• Deep knowledge of major equipment and IT solutions with the ability to align them to customer needs.
• Understanding of IT market trends and complex enterprise customer environments.
• Innovative mindset with a strong appreciation of client business drivers.
• Sales- and service-oriented with the ability to work cross-functionally and with external partners.
• Good command of MS Office (Power Point, Excel, etc.);
• Excellent writing and presentation skills in English. Spanish is a plus.

TRAVEL

• The position is based in Atlanta, GA or can be remote
• There will be 50% of travel to customer sites in the USA (East Coast mainly), Canada, Mexico and other locations as assigned, and to company office in France (Paris/Bordeaux)