Lectra Technologies India Private Ltd.

Account Manager, Automotive

INTRODUCTION

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 2,500 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?

Automotive industry for Lectra’s solution, covers OEM and related Tiers involved with car seat covers (fabric and leather), airbag and interior trims design and manufacturing.

For more information, please visit www.lectra.com.

1. POSITION SUMMARY

The primary function of this position is to perform the sales of solutions, by actively identifying, developing and closing businesses within our portfolio of automotive customers and prospects, using various combinations of the Lectra’s broad products and services.

Lectra is already the market leader for automotive industry in India, and majority of main industry players have positive engagement with Lectra. The major stake is to nurture customer intimacy with large accounts (international and local).

2. DUTIES AND RESPONSIBILITIES
   • Achieve and exceed sales objectives by developing the business through a constant pipeline built up with our automotive accounts (customers or prospects);
   • Promote Lectra’s vision and increase the awareness of our brand on the market through regular prospects’ visits;
   • Define an account plan per customer 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.;
   • Manage the sales cycle of high added value and 4.0 industry solutions (including industrial equipment, SW, delivery of services, training, consulting and recurrent maintenance contracts):
     • • Opportunities detection (in cooperation with marketing), qualification and evaluation;
       • 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;
   • 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;
   • Facilitate coordination with Customer Success team, to maximize satisfaction from implementation and services, and ensure renewal of annual maintenance contracts.

3. PROFILE

We are looking for ambitious and curious B2B account management experts with a passion for industry 4.0. 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 Industrial Equipment and 4.0 Industry
  • Experience working in Tier 1/Tier 2 automotive companies and network in the automotive industry will be appreciated.
  • Ability to develop accounts and network;
  • Capacity to prioritize the most important actions on a short and mid-term perspective to optimize account coverage and maximize the value of the portfolio;
  • Strong 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;
  • Strong ability to close a deal and convince a prospect or a customer to accept the offer;
  • Capacity to manage time effectively and coordinate tasks and activities to maximize effectiveness;
  • High 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.) and CRM tool (Salesforce);
  • Fluency in English is required;

4. TRAVEL

• The position is based in Bangalore
• There will be 50% of travel to customer sites in India