Global Account Manager Automotive

Job Description

Position summary

The Global Account Manager role is focused on the automotive market to own and grow strategic relationships with customers globally. This role will manage complex accounts, coordinate cross-functional teams to deliver integrated Lectra solutions, and drive recurring revenue and long-term partnership value.

Responsibilities Commercial Mission

• Develop Lectra’s sales activity with Strategic Automotive Accounts and maintain long term and high-level business relationships with their global executives to become their trusted advisor.
• Develop, maintain and execute Strategic Global Account Plans:
• Understand the strategy and needs of the accounts;
• Identify the decision making processes in the accounts, to develop a partnership relationship with the key decision makers and influencers;
• Analyze and document our situation in the accounts and define the commercial strategy;
• Define the Global strategy and action plans, in coordination with the local Account Managers, to develop strong partnerships with the accounts that will allow us to grow Lectra business and sell key projects.
  
  

Coordination and execution of the action plans

• Manage global customer satisfaction and ensure the success of high value project sales:
• Communicate your knowledge of industry trends in the customer segment and highlight the ability of Lectra in order to attract the interest of the client, while positioning yourself as reliable potential partner;
• Develop, in collaboration with the different Lectra teams concerned, adequate project proposals, including our offer of consulting services, software, equipment and services;
• Identify areas of customer satisfaction and dissatisfaction;
• Create the conditions for a consultative selling approach and be able to promote the high value of consulting;
• Negotiate and close large deals and frame agreements;
• Projects follow-up
• Find ways to close gaps between customer expectations and their perception of Lectra product, services and relationship;
• Identify and mitigate risks; resolve problems and escalate if needed;

• Collaborate with multidisciplinary teams (internal and external);
• React quickly and efficiently to eventual changes in customer demands and new specifications;
  
  
Reporting on activities


• Report regularly to the management the status of the business and the progress made on action plans and initiatives;
• Ensure that planning and objectives are being respected through a regular follow-up of the activity in Lectra’s tools (Salesforce);
  
  
Profile Description

Profile


• University Degree, preferably with Business and/or Engineering background – additional Business master is a plus;
• Minimum of 15 years’ experience in global sales, at least 5 years in Automotive market;
• Proven track record selling high value technology and/or consulting projects in B2B environment using consultative selling approach;
• Ideally experience in equipment and/or Software selling on a large enterprise scale;
• Experience in developing new business at global key accounts based on strategic initiatives;
• Ability to close large deals and negotiate future framework agreements including terms & conditions;
• Experience with major CRM software required - expertise in Salesforce preferred;
• English AND Spanish in full professional proficiency required;
• Business and financial acumen, strategic vision and planning capabilities;
• Global team lead with an entrepreneurship spirit and team player within corporate organization;
• Ability to anticipate customer’s trends and needs;
• Being an inspiring leader in complex account environments;
• Cross cultural relationship building skills;
• Excellent communication and presentation skills, including to “C” Level
  
  
Travel

• The position is remote near a major airport in EST or CST, ideally in Atlanta, Mexico City/Monterey, or Detroit
• There will be 50% of travel to customer sites worldwide
• Must have a valid driver’s license and passport