Account Manager/ Director

Role Summary

Responsible for Digital sales and Engineering sales to new customers in the Industrial Equipment, Commercial Vehicles and Off-Highway vehicles for the EU region. Dimension Of Function: Will be responsible for new business sales for our Digital and ER&D (Engineering, Research and Development) business areas.

Area of Responsibility

• Create a healthy pipeline of opportunities from new logos and win new business in Digital and Engineering.
• Leverage existing global Customer relationships to grow the Business footprint and help build new relationships with Influencers and decision-makers at all levels.
• Identify and develop viable prospects creating new business relationships.
• Create plans to drive Sales Pursuits and ABM initiatives for targeted Must Have Accounts (MHA).
• Plan, build, & implement Pursuit strategy to achieve sales targets for the individual Target Accounts.
• Develop and deliver compelling sales presentations to potential clients, highlighting the value of the company’s products or services.
• Ability to uncover pertinent information and underlying concerns and motivations in order to successfully position our service offerings.
• Monitor, track, and report on the region's sales performance, ensuring that targets and KPIs are met or exceeded.
• Ability to shape large deals and demonstrate financial acumen with customer: Analyse, use, and discuss financial business drivers and metrics to advance the sales cycle. Translate sales pursuit elements into financial terms is critical to successful

Competences

• Customer Centricity - Ensures the delivery of exceptional customer service.
• Business Acumen - Applies appropriate strategic logic to decisions and initiatives in one’s area.
• Decision Making - Identifies and analyses information to make decisions and solve problems.
• Lead Courageously - Takes personal and organizational risks to do what is right and achieve organizational success, and supports others who do so.
• Developing & Managing Relationships - Develops and maintains constructive, open and honest relationships with others.
• Mindset: Lead business with a Account Manager / Director mindset.
• Execution Excellence - Plans, executes and improves work processes to ensure achievement of business goals.
• Drive for Results - Demonstrates and fosters a sense of urgency and strong commitment to achieving goals.