The overall role of the Client Account Executive is to deliver profitable long-term sales across companies target markets and clients in the assigned territory and to ensure that she/he and the company meet and exceed revenue targets. The Client Account Executive will report to the Senior Vice President Sales, Europe.
The Responsibilities
* You will identify, lead and manage business/sales opportunities requiring a consultative approach to selling.
* Meet or exceed annual sales target; consistently perform according to weekly forecast/pipeline reports.
* Cold calling/ Canvassing/New business drivers
* Develop & execute lead generation campaigns.
* Identify, qualify, pitch, negotiate & close opportunities for a variety of solution areas.
* Negotiate commercially sound contracts of varying value and composition.
* Drive collaboration with technical implementation and sourcing services delivery teams to ensure program execution and to manage client service issues, actions and escalations.
* Provide proactive planning and active management oversight for account management excellence and high client satisfaction across your clients.
* Ability to manage client escalations and resolve issues with the support of senior management or technical staff.
* Knowledge and ability to negotiate contracts not only commercially but in consideration and understanding of basic legal aspects.
* Demonstration of ability to build account plans in both high strategic level as well as tacit Solutionstical aspects needed to manage the account penetration and growth targets.
* Active participation in the client governance processes.
* Interfacing with multiple levels of client management, ability to adapt according to the management level at account.
* Leading renewal efforts for existing, long-term client service agreements, ensuring profitability of accounts.
Experience and Skills Required:
* An understanding of Supply Chain and/or Procurement processes (including Sourcing) in manufacturing industries, preferably Process (e.g., Chemicals) and/or Tire Industries
* Demonstrable a successful track record of selling complex B2B IT Solution, preferably Supply Chain Management and/or e-commerce Solutions (minimum of 4 years solutions sales experience with a proven record of achievement)
* Experience of selling cloud-based IT solutions (SaaS model) to global corporate accounts in the manufacturing industry (chemical industry experience is a plus)
* Demonstrable track record of overachievement and growth
* Able to operate at all levels within your customers, taking a business solution as opposed to product-based approach.
* Excellent business development, sales, customer relationship and account management skills
* First class communication and presentation skills
* Fluent in English and/or German, additional languages would be valued.
* Technical skills or experience in B2B selling/process may be an advantage.
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