Sales Executive, Furniture

SUMMARY

The primary function of this position is to perform the sales of solutions, by actively prospecting, acquiring and closing new business, using various combinations of Lectra’s broad products and services.

DUTIES AND RESPONSIBILITIES

• Promote Lectra’s vision and increase the awareness of our brands in the market through regular visits to accounts;
• Define a plan, by accounts assigned, to optimize the revenue potential: key contact definition, 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, etc.;
• 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, delivery of services, and consulting;
• 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

We are looking for an ambitious and curious B2B sales executive with a passion for innovation. Our ideal candidate will have the following profile:

• At least 5 years of experience in direct and consultative sales of high added value solutions, preferably in High Technology / System Integration / Manufacturing / Industrial Equipment / 4.0 Industry / cutting room / CAD operations;
• Experience and network in the Furniture 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;
• Capacity to manage time effectively and coordinate tasks and activities to maximize effectiveness;
• Self-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.);
• Fluency in English is required;

TRAVEL

• The position is based in California, preferably
• There will be 50% of travel to customer sites in California and Lectra offices, domestically and internationally