Lectra Systems (Shanghai) Co. Ltd

Contract Sales Representative

Job Description

Contract Sales Representative

INTRODUCTION

Lectra develops premium solutions that give fashion, automotive and furniture companies the means to embark on Industry 4.0 with confidence. We empower brands, manufacturers and retailers by providing them Collection Design, Manufacturing and Management solutions (CAD, CAM, PLM, PIM, DAM), Cutting Room solutions and Competitive Intelligence solutions. Founded in 1973, the company reported revenues of 522 million euros in 2022, is listed on Euronext (LSS) and employs 2500 people.

In June 2021, Lectra acquired Gerber Technology, a USA-based company founded in 1968. Like Lectra, Gerber Technology develops software and automation solutions for fashion, automotive, furniture and other businesses across the globe.

By uniting, Lectra and Gerber Technology has become the ultimate Industry 4.0 partner for their customers. For more information, please visit www.lectra.com.

1. Position Summary:

Reporting to the Contract sales manager, the primary function of this role is to develop and expand Lectra’s service business revenue in China which is a strategic part of Lectra’s business model. It comprises recurring revenue including software service contracts and hardware service contracts. Your main responsibilities will be to draft and execute, in cooperation with the contract admin and services team, the recurring revenue business plan to sell service contracts to existing customers, and renew existing annual agreements in China.

2. KEY RESPONSIBILITIES:

Within our customer accounts, the jobholder will:

• Achieve or exceed sales target for an increase of the service contract base in China:
• Win backs: Creative and aggressive in finding selling service contracts opportunities from our non-contract installed base
• Renewals: Secure contract base to avoid cancellations proactively by conducting service business reviews and enforcing contractual agreements with customers by keeping good customer relationships.
• Value Selling: The ability to effectively communicate and demonstrate the unique value of our solutions by understanding customer needs, articulating benefits, and fostering strong relationships to drive customer satisfaction and business success.
• Negotiate with customer contract type for HW service contract
• Plan and execute service contract business schedule
• Quote service contracts and negotiate with customers for closure and all renewals
• Present contract value to the existing client under contract
• Report regularly on business activity
• In addition, he/she will assist Contract sales manager with day-to-day needs.
• Other job duties assigned by superior

3. PRoFILE

• at least 3 years experience in sales, preferably in the industrial and garment market
• First-class communication and presentation skills
• Good business writing skills
• Negotiates and drives deals to ensure getting service contracts successfully
• Capacity to handle a multitude of ongoing issues and an incisive to ensure focusing on priorities, both operational and business development, long and short term;
• Ability to cope with constant pressure (without comprising standards) by being well organized and planning time well;
• Ability to explain complex things in a simple way
• Aggressively manages new or expanded service business
• Have a winner mentality
• Passion for technology and solution based on customer needs
• Good command of basic computer skills (Word, Excel, PowerPoint)
• Fluent in English

4. TRAVEL:

• The job is based in Shanghai
• Intensive travel (70%) in Domestic China

 Lectra Systems (Shanghai) Co. Ltd

Contract Sales Representative