POSITION SUMMARY
The primary function of this position is to develop with dynamism the sales of solutions using various combinations of the Lectra’s broad products and services portfolio (software, equipment, training, consulting, services contracts…), while respecting the sales internal policy and rules.
DUTIES AND RESPONSIBILITIES
On an on-going basis, the Account Manager is expected to:
- Achieve and exceed his sales objectives by aggressively developing the business through a constant pipeline build up with existing and new accounts
- Find new prospects
- Develop and manage long term customer relationship and strengthen the existing business through regular customer reviews.
- Define accurate account plan per customer
- Define and implement sales strategy per account/Opportunities
- Manage the sales cycle of added value propositions (including professional services – training and consulting – and recurrent maintenance contracts) from lead to close:
- Opportunity detection
- Opportunity qualification and evaluation,
- Solution definition – Presentation – Quotation – Proposal drafting
- Negotiation and closing, ensuring that all terms and conditions of contract are defined and respect the Lectra standards
- Work closely with the marketing to develop an extensive knowledge base of all the local apparel/fashion industry, including key players and their current application and technology footprint, buying process, compelling events, political environment and strategies
EDUCATION AND/OR EXPERIENCE
- At least 5 years of experience in direct sales of high value solutions, preferably in High Technology / IT / software sectors
- A proven track record of sales
- Proven success in large international account management
- Experience and network in the Fashion manufacturing and retailing business will be appreciated
- Good command of basic computer skills (Windows, Microsoft Office) and CRM tool (Siebel-Oracle)
- Fluency in English is required
- Strong Sales and negotiation skills
- Proven ability to identify, develop and sell project opportunities involving international customer organizations
- Comfortable talking to all level including top managers and leaders in organizations
- Have a winner mentality and be goal oriented and driven by a performance based compensation structure that adequately compensates high achievers
- First class communication and presentation skills
TRAVEL
The position is based in Casablanca.
There will be more than 50% of travel in Moroccan cities.
