Account Executive SaaS Fashion Industry

Overview

Position summary:

The primary function of this position is to perform the sales of solutions by actively prospecting, acquiring and closing new businesses, using various combinations of Lectra’s broad products and services. The primary focus is the sale of our next generation solution, a cloud-based digital product development platform.

• Promote Lectra’s vision and increase brand awareness in the market through regular visits to accounts.
• Define a plan by accounts assigned to optimize revenue potential: key contacts, 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.
• Apply consultative selling methodology:
  • Ensure the solution proposed meets the customer’s needs and that they are satisfied.
  • Understand the customer’s strategy and anticipate 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 software and delivery of services:
  • Opportunities detection (in cooperation with marketing), qualification and evaluation using a consultative selling methodology.
  • Solution definition based on customer needs, with presentations and demonstrations in close cooperation with the Presales Team to promote and demonstrate the added value of Lectra’s solutions.
  • Quotation, proposal drafting, negotiation and closing in compliance with Lectra’s standard terms and conditions of contract.
• Achieve and exceed sales objectives by developing the business through a constant pipeline built with accounts assigned.

We are looking for ambitious and curious B2B Account Executives 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 SaaS, High Technology and Product Development.
• Bachelor’s degree in Business Administration (BBA) or engineering (B.S.)
• Experience and network in the fashion industry will be required.
• Ability to hunt new opportunities and adapt to new environments.
• Capacity to prioritize the most important actions on a short and mid-term perspective to optimize account coverage and maximize value of the accounts assigned.
• Experience in a customer value proposition approach and the ability 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 able to adopt a trusted advisor role.
• 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.
• Entrepreneurial mindset and autonomous personality.
• Good command of MS Office (PowerPoint, Excel, etc.).
• Fluency in English is required;
  French is a plus.

• The position is ideally located in Atlanta, Eastern time zone, with a hybrid schedule (3/2) when not travelling or remote in EST time zone, ideally in the New York area.
• There will be 50% travel to customer sites in the US, Canada and France (Lectra offices in Paris/Bordeaux).