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Job Description
DUTIES AND RESPONSIBILITIES
- Promote Lectra’s vision and increase the awareness of our brands on the market through regular visits to accounts;
- Define a plan by accounts assigned 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.;
- Apply consultative selling methodology:
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- 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;
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- Manage the cycle of high added value and technological sales, including, Enterprise SW, delivery of services, training, consulting and recurrent maintenance contracts:
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- 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;
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- Achieve and exceed sales objectives by developing the business through a constant pipeline built up with accounts assigned.