Lectra
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Sales Executive - Industrial Markets
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Note: This description has been reformatted to improve clarity and remove irrelevant boilerplate while preserving original content.
Overview POSITION SUMMARY The primary function of this position is to perform the sales of solutions by actively prospecting, acquiring and closing new businesses, using various combinations of Lectra’s broad products and services, focusing on customers in the Industrial Markets: aerospace, defense, aviation, etc., covering the west coast of the USA.
Responsibilities
Promote Lectra’s vision and increase brand awareness on the market through regular visits to accounts.
Define a plan by accounts assigned to optimize revenue potential: key contacts, key figures, overall strategy and organization of the customer, detailed action plan for developing the account, setting up priorities to maximize the value of the portfolio.
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.
Manage the cycle of high added value and technological sales, including industrial equipment, software, delivery of services, training, consulting and recurrent maintenance contracts.
Opportunities detection (in cooperation with marketing), qualification and evaluation by applying a consultative selling methodology; 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.
Achieve and exceed sales objectives by developing the business through a constant pipeline built up with accounts assigned.
Profile / Qualifications
At least 5 years of experience in direct and consultative sales of high added value solutions, preferably in High Technology / System Integration / Services / SaaS / Manufacturing / Industrial Equipment.
Experience and network in the Industrial Markets (Aerospace, defense, aviation) industry will be appreciated.
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.
Good command of MS Office (Power Point, Excel, etc.).
Fluency in English is required. Spanish is a plus.
Travel
The position is remote and covers the US Western Coast.
There will be 50% travel to customer sites on the West Coast, to Lectra offices in the US and France (Paris/Bordeaux), and other locations as assigned.
Seniority level
Mid-Senior level
Employment type
Full-time
Job function
Sales and Business Development
Industries: Aviation and Aerospace Component Manufacturing, Defense and Space Manufacturing, and IT Services and IT Consulting
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Sales Executive - Industrial Markets
role at
Note: This description has been reformatted to improve clarity and remove irrelevant boilerplate while preserving original content.
Overview POSITION SUMMARY The primary function of this position is to perform the sales of solutions by actively prospecting, acquiring and closing new businesses, using various combinations of Lectra’s broad products and services, focusing on customers in the Industrial Markets: aerospace, defense, aviation, etc., covering the west coast of the USA.
Responsibilities
Promote Lectra’s vision and increase brand awareness on the market through regular visits to accounts.
Define a plan by accounts assigned to optimize revenue potential: key contacts, key figures, overall strategy and organization of the customer, detailed action plan for developing the account, setting up priorities to maximize the value of the portfolio.
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.
Manage the cycle of high added value and technological sales, including industrial equipment, software, delivery of services, training, consulting and recurrent maintenance contracts.
Opportunities detection (in cooperation with marketing), qualification and evaluation by applying a consultative selling methodology; 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.
Achieve and exceed sales objectives by developing the business through a constant pipeline built up with accounts assigned.
Profile / Qualifications
At least 5 years of experience in direct and consultative sales of high added value solutions, preferably in High Technology / System Integration / Services / SaaS / Manufacturing / Industrial Equipment.
Experience and network in the Industrial Markets (Aerospace, defense, aviation) industry will be appreciated.
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.
Good command of MS Office (Power Point, Excel, etc.).
Fluency in English is required. Spanish is a plus.
Travel
The position is remote and covers the US Western Coast.
There will be 50% travel to customer sites on the West Coast, to Lectra offices in the US and France (Paris/Bordeaux), and other locations as assigned.
Seniority level
Mid-Senior level
Employment type
Full-time
Job function
Sales and Business Development
Industries: Aviation and Aerospace Component Manufacturing, Defense and Space Manufacturing, and IT Services and IT Consulting
#J-18808-Ljbffr