Sales Executive

1. POSITION SUMMARY

The primary function of this position is to develop with dynamism the sales of projects and added-value solutions to Large Account customers in South Vietnam using various combinations of Lectra's comprehensive products and services portfolio (software, equipment, training, consulting, and services contracts…) while respecting the sales internal policy and rules.

2. DUTIES AND RESPONSIBILITIES

On an ongoing basis, the Sales Executive is expected to:

Achieve and exceed sales objectives by aggressively developing the business through a constant pipeline build-up with existing and new accounts

• Farmer spirit : to maintain great relationship with existing Large Accounts of Lectra, to fight against competitors to get repeat orders of Multiply Cutter, Software, SaaS, Services

• Hunter spirit : besides existing Large Account customers, this Sales needs to expand to some mid account prospects if needed

• Develop and manage long-term customer relationships and strengthen the existing business through regular customer reviews.

• Define accurate account plan per customer

• Define and implement sales strategy per account/Opportunities

Manage the sales cycle of added value propositions (including professional services – training and consulting – and recurrent maintenance contracts) from lead to close:

• Opportunity detection

• Opportunity qualification and evaluation,

• Solution definition – Presentation - Quotation - Proposal drafting

• Negotiation and closing, ensuring that all terms and conditions of the contract are defined and respect Lectra's standards.

Work closely with the marketing to develop an extensive knowledge base of all the local apparel/fashion industry, including key players and their current application and technology footprint, buying process, compelling events, political environment, and strategies

With the Sales Team to promote and demonstrate the added value of Lectra's solutions by understanding our customer's strategy, needs, and the environment through analyses, demonstrations, and trials.

Maintain contact with his customers and ensure a regular follow-up on the account he is responsible for:

• Make regular contact with existing customers (visits on-site, phone calls, etc)

• Develop and manage the long term customer relationship and strengthen the existing business through regular customer reviews.

• Define accurate account plan per customer

• Be alert to potential opportunities for existing customers

We are looking for ambitious and curious B2B sales 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 Saas / Manufacturing / Industrial Equipment / 4.0 Industry /Cutting room / CAD operations -

• Vietnam Fashion garment industry experiences and strong networks in South Vietnam, in particular in Large Accounts such as : Viet Tien, Nha Be, Hoa Tho, Alliance One, Saitex…

• Ability to Hunt new opportunities and adaptability to new environments.

• Fluency in English is required & Speaking Chinese Mandarin is a plus

• Capacity to prioritize the most important actions on a short and mid-term perspective to optimize account coverage and maximize the value of the accounts assigned.

• Experience in customer value proposition approach and capacity 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 adoption of a trusted advisor behavior.

• 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.

• Capacity to manage time effectively and coordinate tasks and activities to maximize effectiveness.

• Self-discipline is required to document in detail each step of the sales cycle in our CRM (pipeline and forecast management against targets);

• Good command of MS Office (Power Point, Excel, etc.);

TRAVEL

• The position is based in Ho Chi minh city

• There will be 50%-70% of travel to customer sites in South & Center Vietnam and France (Paris/Bordeaux)