1. POSITION SUMMARYThe primary function is to develop the business in the Fashion, Automotive, Furniture and Industrial markets in America, using various combinations of Lectra's broad products and services: industrial equipment, SaaS solutions, training, consulting and recurrent maintenance contracts. You will find ways to develop our market shares and establish the proper level of relationships at "C" level with the most famous brands and manufacturers in the region. Finally, you will be expected to draw a solid sales action plan and ensure its right execution. This role reports to the President of the region. You will manage a team of 30 collaborators in the United States, Mexico and Brazil.
2. DUTIES AND RESPONSIBILITIES- Develop a regional sales strategy to ensure the group strategy alignment, set sales priorities, allocate the resources and define the best approach for achieving the goals;
- Optimize the allocation of accounts and territories to the sales team in a way that maximizes sales opportunities and supports the overall sales strategy;
- Manage, motivate and engage a team of experienced Sales leaders; create a positive and supportive team culture, recognize and reward individual and team achievements, and foster open communication and collaboration;
- Provide guidance, coaching and support to the sales leadership team to help them improve their skills and achieve their goals;
- Monitor the activities of the sales team, both in terms of quality and quantity and the execution of the strategy by tracking metrics and KPIs, providing feedback and support and ensuring the activities are aligned with the sales priorities;
- Support the sales team to develop and implement a commercial strategy for specific opportunities; identify and understand potential customer needs and challenges, and develop a plan for effectively communicating the value proposition of our offers or services;
- Ensure an effective field sales support to maximize the chances of success, by adjusting the resources, supporting the negotiation of key accounts, and coordinating with other departments to address any customer issues or concerns.
3. PROFILE- Master or Bachelor in Business, Management, Engineering, etc.;
- Proven track record in direct and consultative sales of high added value solutions, preferably in High Technology, Industrial Equipment combined with SaaS and Industrial Intelligence (IIOT, Industry 4.0...);
- At least 20 years of sales management experience (including 5 years of managers' management) and excellent coaching, communication and leadership skills;
- Ability to define and execute a strategy for the sales team that is aligned with the overall company strategy;
- Capacity to allocate accounts and territories to optimize sales opportunities and supports the overall sales strategy;
- Results driven and strong ability to monitor the sales activities (CRM Salesforce);
- Great aptitude to work:
- at a strategic level to identify and understand potential customer needs and challenges, and develop a plan for effectively communicating the value proposition of our offers or services;
- as well as at a field level to provide guidance, ensure joint execution in front of the customer, support the negotiation, and coordinate with other departments.
4. MISCELLANEOUS- Based in Atlanta with Hybrid scheme (3 days office based and 2 days of home office per week)
- There will be 50% of travel to customer sites in the whole US, Canada, and occasional trips to Mexico, Brazil and South America.
