C&P Sales Manager (Channel Partner Management)

INTRODUCTION

We invite you to embark on a journey. Atechnological journey towards the evolution of our society and our industriespowered by Industry 4.0 and supported by Lectra. Software, equipment, data andservices… At Lectra, as a major player in the fashion, automotive and furnituremarkets, we contribute to the Industry 4.0 revolution with boldness and passionby providing best in class technologies. However, it doesn’t stop there. Byenabling industrial intelligence solutions, we facilitate the digital transformationof our customers. And we’re always on the lookout for new tech-enthusiasts tojoin the team! With more than 50 years of experience and a presence in over 100countries around the world, we are 3000 employees united by passion and drivenby innovation. A unique journey awaits you at Lectra, are you ready to craftthe future of technology together?

1. Position Summary

The primary function of this position is to developConsumables (sharpening belts, blades, drills, cutting supports, rolls such aspaper or polyethylene) and Parts sales (C&P) and establish account plansrespecting Group requirements. Enabling the Channel Partners inSouth-West-Asia  or South-East-Asia to perform their task.

2. KEY RESPONSIBILITIES

·       Executing the strategy within the region leading toimproved sales of consumables and parts

·       Developing business relationships between customersand Lectra to ensure profitable and long-term partnerships in collaborationwith our Channel Sales Partners

·       Building and implementing frame supply agreementsacross the major strategic accounts in coordination with the corporate C&Pteam

·       Achieving or exceeding objectives in respect ofinternal rules

·       Optimizing our market penetration, promoting ourservice differentiation and a positive company image

·       Drafting proposals, quotations and leadingnegotiations

·       Collaborating with Customer Success, FieldServices, Marketing and Logistics teams

·       Monitoring, following up and reporting onactivities (spare parts/consumables, technical activities)

3.    PROFILE

• Technical education in mechanical, electrical or electronical fields

• 5 years or above of relevant experience in direct B2B sales in an industrial environment, ideally within consumables and parts

• Experience in selling premium products and services, with a customer value proposition and consultative selling approach

• Ability to understand customer’s strategy, ambition, challenges, processes, known and unknown needs

• Strong communication, presentation and listening skills with a business partner mindset

• Persistent and resilient, capacity to manage long sales cycles and outstanding negotiating and closing skills

• Organized and well-structured to optimize schedules, customers’ facing time and prioritize actions

• Excellent team player and ability to collaborate with multi-disciplinary teams

• Computer literate (CRM, Power BI, Microsoft Excel) to be able to find information and prepare documents and report

• Fluent in English,other local languages are a beneficial

4.    TRAVEL

• There will be at around  50% of travel to customer sites