Lectra Deutschland GmbH

Sales Executive Fashion (m/w/d)

POSITION SUMMARY

The primary function of this position is to develop the sales of Lectra projects and solutions to key accounts in the Fashion industry with a focus on the sales of Industry 4.0 solutions, Retviews and KubixLink, using Lectra’s very broad products and services portfolio (PLM solutions, Market Intelligence and CAD/CAM solutions, training, consulting, maintenance…), by following Lectra’s strategy, policies and rules.

DUTIES AND RESPONSIBILITIES

• Achieve and exceed sales objectives by developing the business through a constant pipeline built up with accounts assigned in line with Lectra strategy
• 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.
• Strengthen the existing business through regular customer reviews and meetings to identify and conclude new sales opportunities
• Apply consultative selling methodology
• Dynamically increase market share through creating new reference accounts
• Manage the sales cycle of high added value and technological solutions KubixLink and Retviews (including professional services – training and consulting – and recurrent maintenance contracts) from lead to close
• Competition analysis & benchmarking
• Work closely with different teams (management, marketing, professional services) to build and execute the EMEA strategy

PROFILE

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

• BA degree or equivalent experience required
• At least 5 years of experience in direct and consultative B2B sales of high added value solutions, preferably in High Technology / System Integration / SaaS / 4.0 Industry / Industrial Background / Market Intelligence / CAD / PLM
• Experience and network in the Fashion industry and PLM will be appreciated, but not mandatory
• 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)
• Fluent in German and English (written and spoken)
• Travel of 50 - 80% across the territory (DACH, Benelux)