Account Manager Automotive

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 3000 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? Position Summary The primary function of this position is to perform the sales of solutions, by actively identifying, developing and closing businesses within our portfolio of automotive customers and prospects, using various combinations of the Lectra’s broad products and services. Duties and Responsibilities Achieve and exceed sales objectives by developing the business through a constant pipeline built up with our automotive accounts (customers or prospects); Promote Lectra’s vision and increase the awareness of our brand on the market through regular prospects’ visits; Define an account plan per customer 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.; Manage the sales cycle of high added value and 4.0 industry solutions (including industrial equipment, SW, delivery of services, training, consulting and recurrent maintenance contracts): Opportunities detection (in cooperation with marketing), qualification and evaluation; 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; 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; Profile At least 10 years of experience in CAD/CAM & mechanical automation industry, with a strong background in direct and consultative sales of high added value solutions. MBA master degree from SJTU or Jilin University, or ME/Auto Eng Bachelor degree from SJTU or Jilin University Finance background will be a plus. Extensive network and strong relationships within the automotive supplier chain, including key players in car seats, interiors, airbags, and tanneries (e.g., Yanfeng, Fawer Group, CFAA, Lear, Adient, Magna, Jifeng, Faurecia). Ability to engage with C-level executives. Ability to develop accounts and network; Capacity to prioritize the most important actions on a short and mid-term perspective to optimize account coverage and maximize the value of the portfolio; Strong 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; Strong ability to close a deal and convince a prospect or a customer to accept the offer; Capacity to manage time effectively and coordinate tasks and activities to maximize effectiveness; High discipline is required to document in detail each step of the sales cycle in our CRM (pipeline and forecast management against targets); Good command of MS Office (Power Point, Excel, etc.) and CRM tool (Salesforce); Fluency in English is required; Travel The position is based in Shanghai… There will be 50% of travel to customer sites in Domestic and France (Paris/Bordeaux) #J-18808-Ljbffr