Consumables & Parts Sales Manager

1. POSITION SUMMARY:

The primary function of this position is to develop consumables and spare parts sales dedicated to Lectra Manufacturing Solutions in Viet Nam.

The position also includes establishing account plans respecting Group requirements. This requires documenting potentials contributing to the growth of the company.

2. KEY RESPONSIBILITIES:

Within our customer accounts, the jobholder will:

• Develop a strong strategy within the region leading to improved sales of consumables and parts

• Managing the team and bringing it to develop and improve their relationship with customers, through:

 Develop a strong account strategy, leading to the conclusion of the sale of consumables and spare parts.

 Develop Business Relationships between customers and Lectra in order to ensure a profitable long-term presence within the Customers’ organizations.

 Achieve or exceed the budgeted turnover objectives in respect of internal rules.

 Help maximize our markets’ penetration, our service differentiation and the company image.

Activities to be specified:

• Align with the direction from Leadership team and further work with team to create a sales pipeline that is addressing the potential revenue, customers’ segment that are led and covered by Sales representatives in North and South region.

• Manage Existing Accounts within the region, responsible for Cross Sell and Up Sell within existing accounts, as well penetrate insight of churn-out customers to address the strategy for C&P winback.

• Oversee the management, learning, and career development of the Sales representative team.

• Building business plans aiming to sign yearly consumables and spare parts agreement with the high potential customers.

• Work together with the Marketing Department and Initiate and Launch marketing actions specific for consumables and spare parts.

• Monitor the competitive landscape and develop counter strategies and tactics.

• Contribute the effort in term of service contract renewal and win-back to protect and strengthen the customer base.

• Build and nurture strong relationships with existing customers, ensuring their continued satisfaction with our services to maximize retention and loyalty, prevent the churn-out.

• Proactively address customer issues and concerns, resolving them in a timely and professional manner.

• Collaborate with the product development team to relay customer feedback and help shape future enhancements.

• Work closely with cross-functional teams including marketing, sales, and product development, to ensure a unified approach to customer management.

• Foster a culture of open communication and teamwork to drive continuous improvement

• 5 years or above of relevant experience in added value service sales management by approaching customers and underlining the added value of our offer.

• 5 years or above of international sales management within Viet Nam.

• Business oriented with a technical background (engineering degree + MBA is a plus)

• Dynamic, tenacious, autonomous and constant in the relationship

• Computer literate (Word, Excel, Internet…) to be able to find information and master the offer, as well as ensuring reporting

• Ability to cope with constant pressure (without comprising standards or price)

• Organized and planning time well

• Capacity to handle a multitude of ongoing issues and an incisive mind to ensure focusing on priorities, both operational and business development, long and short term;

• Have an ability to challenge tradition with clear and, coherent arguments along with ability to achieve respect from technical colleagues;

• Fluent in English (read, written and spoken)

TRAVEL:

• The position is based in Ho Chi Minh, Viet Nam

• There will be 50% of traveling required to subsidiaries and customer sites

• Travelling to Lectra worldwide Headquarters (France) for training and meetings