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Account Director - Automotive Airbag

Company: Lectra
Location: Atlanta
Posted on: April 10, 2021

Job Description:

Account Director, Automotive AirbagsAtlanta, GA
1. Position Summary

  • The Account Director - Airbag's primary function is to increase Lectra's business share in the automotive airbag market by selling solutions that create value for our automotive airbag customers. This includes selling solutions/projects including the Lectra Focus Quantum laser cutting systems. This position will also be responsible for developing and implementing account strategies for existing customers replacement of older systems, scheduling "C" level meetings, converting non-aligned customers, and selling lean manufacturing initiatives thereby maintaining Lectra's market leading position.
    2. DUTIES AND RESPONSIBILITIESWithin a focused select list of automotive accounts, the Airbag Account Manager will:
    • Achieve and exceed objectives by applying the sales strategy of Lectra.
    • Strengthen existing business and aggressively develop new business within assigned accounts in order to increase the share of wallet, create qualified references, and help to create business cases to replace older equipment both from Lectra and competitive suppliers.
    • Build and develop strong relationships and intimacy with the customer's "C" level executives as well as the plant level management.
    • Manage long, complex sales cycles and multiple engagements simultaneously.
    • Complete account plans that proactively assesses, clarifies, and validates customer needs.
    • Collaborate with the Global Account Manager to report on actions that may impact other customer sites located in other parts of the world.
    • Collaborate with management, marketing and professional services to identifying new project opportunities, lean initiatives, and continued contract alignment
    • 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, across Lectra's subsidiaries and with 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 Engineering.
        • 8-10 years of experience in selling to automotive and airbag supplier customers (B to B) and 5 years of experience of managing strategic accounts with global scope.
        • Proven track record achieving sales targets and building strong customer relationships with large, international key accounts.
        • Experience selling capital equipment, annual contracts and consulting projects.
        • Experience with long sales cycle utilizing value selling and total cost of ownership selling techniques preferred.
        • CRM software experience required.
        • Knowledge of Computer Aided Design (CAD) and CAM Software.
        • Knowledge of Lean Manufacturing /6 Sigma.
        • Knowledge of the automotive manufacturing industry is preferable.
          5. POSITION QUALIFICATIONS:
          • Strong sales and negotiation skills
          • Fluent in English and Spanish
          • Proven ability to build strong interpersonal relationships with customers and prospects
          • Proven ability to identify, develop and close project opportunities involving international customer organizations
          • Comfortable talking to all level including top managers and leaders in organizations
          • Strong leadership and business strategy thinking.
          • Displays a high level of energy and sense of urgency to contribute to the company's goals.
          • Excellent written and verbal communication skills, including "C" level sales and presentation skills.
          • Ability to qualify needs and translate into solutions for the customer.
          • Charismatic, bright and analytical with a "can-do" mentality.
          • Well networked in the Automotive industry (Preferable)
            6. TRAVEL:
            • The position is based in Atlanta, Georgia but will require international travel
            • There will be 50% of traveling required to customer sites/Lectra offices.

Keywords: Lectra, Atlanta , Account Director - Automotive Airbag, Executive , Atlanta, Georgia

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