Account Director, Furniture

AMERICAS
UNITED STATES
Account Director, Furniture
Reference:
REC11434

Field of activity:
Sales

Location:
Los Angeles, California

Contract type:
Permanent

Experience required:
6-10 years

Languages required: English

1.Position Summary

The Account Director’s primary function is to increase Lectra’s business share by selling solutions that create value for our customers.  This includes selling solutions/projects using various combinations of the company’s broad product and services portfolio.  This position will also be responsible for developing and implementing account strategies and plans, scheduling “C” level meetings, converting non-aligned customers, and selling lean manufacturing initiatives thereby maintaining Lectra’s market leading position.

2.DUTIES AND RESPONSIBILITIES

Within a focused select list of Furniture and other manufacturing accounts, the Account Manager will:

  • Develop a strategy and relationship network, leading to the sale of Lectra solutions and services across multiple customer organizations (including the US, Canada, Mexico, and Central America).

  • Achieve or exceed the budgeted margin, turnover and volume objectives.

  • Complete account plans and develop the business aggressively by increasing wallet share, creating qualified references, and carrying out horizontal penetration of Lectra solutions.

  • Strengthen the existing business through “C” level relationships, regular customer reviews, identifying new project opportunities, lean initiatives, and continued contract alignment.

  • Collaborate with Lectra head quarters, marketing, and professional services to review strategies for existing customers while also identifying new customer opportunities and establishing relationships.

  • Utilize a formal CRP process which includes listening and probing skills to identify and assess customer needs.  Exercise sound judgment to analyze and identify solid opportunities in line with our strategy while completing a toll gate process.

  • Use a CRM on a weekly basis to manage opportunities, develop overall pipeline, forecast quarterly business closures, and provide opportunity updates & activities. 

3.Internal & External Relations

Works extensively with external clients.  Interacts frequently with Lectra Headquarters and the North America Sales, Marketing, and Professional Services teams.

4.EDUCATION AND/OR EXPERIENCE:

  • Four-year Degree and/or equivalent relevant experience, preferably in Business or Technical.

  • 10 years’ experience in the sale of software & machinery sales employing consultative, solution based, and capital equipment sales methodology.

  • Proven track record achieving sales targets and building strong customer relationships with current and new accounts.

  • Experience with long sales cycle preferred - use of a sales process.

  • Management experience in the production of durable goods preferred

  • CRM software experience required

  • Knowledge of Computer Aided Design (CAD) and CAM Software.

  • Textile Industry/sewn product experience preferably in the Furniture market.

  • Lean Manufacturing /6 Sigma experience a plus

  • Experience selling capital equipment and annual contracts.

  • Value selling and total cost of ownership selling experience.

5.POSITION QUALIFICATIONS:

  • Excellent written and verbal communication skills, including “C” level sales and presentation skills.

  • Proven ability to generate new business within new and existing accounts and drive specifications with influencers/decision-makers and/or C-level executives.

  • Ability to qualify needs and translate into solutions for the customer.

  • Demonstrated ability to work well under tight deadlines and pressure without compromising standards.

  • Must be computer literate (Windows, Microsoft Office including Word, Excel and PowerPoint.)  Proven competency in creating and delivering effective PowerPoint  presentations

  • Displays a high level of energy and sense of urgency to drive sales to closure.  Relentless commitment and passion to the company and our clients.

  • Charismatic, bright and analytical with a “can-do” mentality.

  • The ability to challenge tradition with clear and coherent arguments while achieving respect from technical colleagues

6.TRAVEL:

  • There will be 70% travel required to customer sites and Lectra offices, domestically and internationally.

  • A 10-day Lectra sales training orientation in Bordeaux, France is required.



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