Lectra

Sales Director Manufacturing Northern Europe (m/w/d)

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 3,000 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?

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

POSITION SUMMARY

The primary function is to develop the business in the Fashion and Furniture markets in Northern & Eastern Europe, using various combinations of the Lectra’s broad products and services: industrial equipment, value-added SaaS solutions, training, consulting and recurrent maintenance contracts. You will manage a team, find ways to develop our market shares, establish the proper level of relationships at “C” level with the most famous fashion and furniture brands and manufacturers in the region. Finally, you will be expected to draw a solid sales action plan and ensure its right execution. This role reports to the President of the region EMEA.

DUTIES AND RESPONSIBILITIES

• Develop a regional sales strategy to ensure the group strategy alignment, set sales priorities, allocate the resources and define the best approach for achieving the goals;
• Optimize the allocation of accounts and territories to the sales team in a way that maximizes sales opportunities and supports the overall sales strategy;
• Manage, motivate and engage a team of experienced Sales Experts; create a positive and supportive team culture, recognize and reward individual and team achievements, and foster open communication and collaboration;
• Provide guidance, coaching and support to the sales team to help them improve their skills and achieve their goals;
• Monitor the activities of the sales team, both in terms of quality and quantity and the execution of the strategy by tracking metrics and KPIs, providing feedback and support and ensuring the activities are aligned with the sales priorities;
• Support the sales team to develop and implement a commercial strategy for specific opportunities; identify and understand potential customer needs and challenges, and develop a plan for effectively communicating the value proposition of our offers or services;
• Ensure an effective field sales support to maximize the chances of success, by adjusting the resources, supporting the negotiation, and coordinating with other departments to address any customer issues or concerns.

PROFILE

• Master or Bachelor in Business, Management, Engineering, etc.;
• Experience and network in the Fashion and Furniture industry will be appreciated;
• Proven track record in direct and consultative sales of high added value solutions, preferably in High Technology, Industrial Equipment combined with SaaS and Industrial Intelligence (IIOT, Industry 4.0…);
• At least 10 years of sales management experience and excellent coaching, communication and leadership skills;
• Ability to define and execute a strategy for the sales team that is aligned with the overall company strategy;
• Capacity to allocate accounts and territories to optimize sales opportunities and supports the overall sales strategy;
• Results driven and strong ability to monitor the sales activities (CRM Salesforce);
• Great aptitude to work:
  • at a strategic level to identify and understand potential customer needs and challenges, and develop a plan for effectively communicating the value proposition of our offers or services;
  • as well as at a field level to provide guidance, ensure joint execution in front of the customer, support the negotiation, and coordinate with other departments;
• Fluent in English and German

TRAVEL

• The position is based in Germany, ideally Munich  
• There will be 50%+ of travel to customer sites in Northern and Eastern Europe