Applications Engineer

Regional Account Manager

Working closely with the Sales Director, Inside Sales Advisors and Technical Consultants, the Regional Account Manager is responsible for the management of the sales process, delivery of contract wins and developing strong customer relationships for long term business gains within their given territory.

This is a consultative role which will rely on using and building upon product knowledge and various client industry expertise. You will act as a conduit between the customer and our in-house Technical Consultants, working together to create technical presentations that use SOLIDWORKS software solutions to solve or customers critical business issue.

This role will involve arranging meetings with new and prospective clients to get under the skin of what they do and understand what products or services we can offer. The Regional Account Manager will also conduct appointments made by the Inside Sales Advisors along with self-generation to secure appointments. Commitment should be made to ensuring that CPD is continuously updated and to understand the nature of our clients, current and targeted, and commit to developing CAD knowledge.

It is also the responsibility of the Regional Account Manager to plan and organise their daily workload in order to meet the company strategy and grow the business, achieve their KPI’s and to complete the CRM to record all daily activity, leads and opportunities.

As an advocate, the Regional Account Manager is responsible for creating a good image at all times and live by the values and expectations of the company.

Duties and Responsibilities:

• Be responsible for business development within the designated territory, including closing sales, working with existing clients to find opportunities to promote product and services and creating new opportunities through self-generation.
• Responsible for following up and actioning leads that are created via SOLIDWORKS directly, the company website and the inside sales advisors.
• Proactively generate new leads, through cold calling, personal networks, events, seminars, conferences, or any other relevant activity.
• Attend appointments with current and prospective clients to present our proposition.
• Follow best practice for each stage of the sales pipeline.
• Influence, persuade, sell to and negotiate with senior management teams of target companies. Extra support may be provided e.g., working closely with the Technical Team and Sales Director who can help you articulate what the customer needs;
  Regional Account Managers must clearly articulate the critical business issues the prospect is facing and how involvement of the wider team, by way of technical validation, may address these issues.
• Executing the sales process and closing business within the expected timeframe, with regular follow up with the client and where required, offering to talk through any terms and conditions or other questions with the client to enable closure.
• Build and maintain an accurate and up-to-date sales pipeline using our CRM system; populate it with contacts, leads, opportunities and account management information.
• Report forecasted sales performance via the company CRM to Sales Director on a weekly basis.
• Fully accountable for business plan and pipeline which should be frequently updated to reflect activity and progress to ensure meeting of targets and to update the Regional Sales Director on a weekly basis.

Experience and Skills / Attributes

Required:

• Demonstrable experience in selling 3D CAD, simulation, technical authoring and any associated PDM tools ideally having sold SOLIDWORKS, CATIA, Autodesk, Siemens PLM (Solid Edge, NX) or PTC/Pro/e software Solutions.
• Strong engineering background preferred.
• Strong ability to retain key information and previous discussions to help build a trusting rapport with the client.
• Highly motivated and enthusiastic to achieve results.
• Resilient, patient and calm in their approach.
• A consummate relationship builder with excellent business networks and contacts.
• Strong team player who shares best practice and builds relationships across the company including with Technical Consultants to prepare client demos.
• Effective…