Global Account Manager Automotive

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.

Permanent contract - Atlanta, US

• 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.

• Coordinate and execute the action plans
• Manage global customer satisfaction and ensure the success of high value project sales: communicate knowledge of industry trends, highlight Lectra's capabilities to attract client interest, and position yourself as a reliable potential partner; develop, with different Lectra teams concerned, adequate project proposals, including consulting services, software, equipment and services; identify areas of customer satisfaction and dissatisfaction; create conditions for a consultative selling approach and promote the high value of consulting;
  
  negotiate and close large deals and frame agreements; project follow-up; find ways to close gaps between customer expectations and Lectra’s 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 changes in customer demands and new specifications.

• Reporting on activities: report regularly to management the status of the business and progress on action plans and initiatives; ensure planning and objectives are respected through regular follow-up in Lectra’s tools (Salesforce).

• 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

• 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

Nearest Major Market: Atlanta