Account Manager - Eplan
Eplan, Phila, PA, United States
Purpose
Sales position covers selected EPLAN customers and prospects in assigned territory. The scope of the position is to maximize profitable revenue through winning new customers and expanding business with our customers through new applications and cross additional departments.
Responsibilities Account Management
Identify, analyze, and prospect new sales opportunities
Develop a strong sales pipeline, turn opportunities into sustainable business
Optimize subscription and services revenue with new and existing customers
Negotiate and close deals
Maintain and establish strong customer retention at an executive-to-mid management level.
Execute our strategy by considering market‐ and customer developments as well as competitive behavior.
Identify chances and risks which have an impact on your business.
Develop accounts and their ecosystem to apply the entire EPLAN‑Platform for achieving highest value and strongest integration and collaboration for our customers.
Promote and represent EPLAN at conferences, fairs and customer events
Develop an efficient network with customers, business partners and associations
Account Planning
Analyze – facts & figures based – short‑ & long‑term opportunities
Develop account plans for your major accounts
Initiate corrective actions if necessary
Sales Reporting
Provide accurate forecasts on a regular basis
Manage customer information in the CRM system
Continuous follow‑up & analyses of sales results, forecast and pipeline
Provide reports & presentations on achievements, forecast and pipeline
Strengthening EPLAN Team
Appear as a team player and orchestrator within the EPLAN environment such as Professional Services, Marketing, Legal, Finance.
Be open and transparent to management about developments, challenges, competitors and threats within your market
Job Dimensions
Customer portfolio: Selection of EPLAN customers and prospects within a regional territory.
Product portfolio: all EPLAN products & services
Job includes responsibility for renewal of EPLAN subscriptions.
Travel to meet customers & prospects and to attend internal meetings and events, appr. 40…50%.
Education, Experience, Knowledge, Skills & Competences Education
Bachelor’s degree in engineering, business administration or marketing. Or similar education.
Experience
Preferably a minimum of 3 years in selling engineering software solutions to senior level executives.
Strong track record in successful development of accounts or sales territory, proved by significant revenue growth.
Knowledge of the electrical automation market within the manufacturing industry is advantageous.
Familiar with account planning tools and execution techniques (Miller Heiman, Solution Selling or Target Account Selling)
Knowledge
Knowledge of the market, CAX/ECAD/PLM engineering applications and a consultative sales approach is desired to generate sustainable business in a complex market environment.
Experienced in the daily use of MS Office & CRM, ideally Sales Force
Good English language skills (written and spoken)
Skills & Personal Competences
Strong organization and negotiation skills
Ability to demonstrate equal business stature at the senior and executive level
An understanding of the business challenges and changes associated with the market
Ability to develop profitable business cases and value propositions to decision makers
Ability to effectively prioritize and manage numerous activities
Advanced interpersonal and presentation skills
Advanced verbal and written communication skills
Result driven team player; perseverance, proactive, initiative taker, problem solver, with a winning and positive drive & attitude
#EplanIND
#J-18808-Ljbffr
Responsibilities Account Management
Identify, analyze, and prospect new sales opportunities
Develop a strong sales pipeline, turn opportunities into sustainable business
Optimize subscription and services revenue with new and existing customers
Negotiate and close deals
Maintain and establish strong customer retention at an executive-to-mid management level.
Execute our strategy by considering market‐ and customer developments as well as competitive behavior.
Identify chances and risks which have an impact on your business.
Develop accounts and their ecosystem to apply the entire EPLAN‑Platform for achieving highest value and strongest integration and collaboration for our customers.
Promote and represent EPLAN at conferences, fairs and customer events
Develop an efficient network with customers, business partners and associations
Account Planning
Analyze – facts & figures based – short‑ & long‑term opportunities
Develop account plans for your major accounts
Initiate corrective actions if necessary
Sales Reporting
Provide accurate forecasts on a regular basis
Manage customer information in the CRM system
Continuous follow‑up & analyses of sales results, forecast and pipeline
Provide reports & presentations on achievements, forecast and pipeline
Strengthening EPLAN Team
Appear as a team player and orchestrator within the EPLAN environment such as Professional Services, Marketing, Legal, Finance.
Be open and transparent to management about developments, challenges, competitors and threats within your market
Job Dimensions
Customer portfolio: Selection of EPLAN customers and prospects within a regional territory.
Product portfolio: all EPLAN products & services
Job includes responsibility for renewal of EPLAN subscriptions.
Travel to meet customers & prospects and to attend internal meetings and events, appr. 40…50%.
Education, Experience, Knowledge, Skills & Competences Education
Bachelor’s degree in engineering, business administration or marketing. Or similar education.
Experience
Preferably a minimum of 3 years in selling engineering software solutions to senior level executives.
Strong track record in successful development of accounts or sales territory, proved by significant revenue growth.
Knowledge of the electrical automation market within the manufacturing industry is advantageous.
Familiar with account planning tools and execution techniques (Miller Heiman, Solution Selling or Target Account Selling)
Knowledge
Knowledge of the market, CAX/ECAD/PLM engineering applications and a consultative sales approach is desired to generate sustainable business in a complex market environment.
Experienced in the daily use of MS Office & CRM, ideally Sales Force
Good English language skills (written and spoken)
Skills & Personal Competences
Strong organization and negotiation skills
Ability to demonstrate equal business stature at the senior and executive level
An understanding of the business challenges and changes associated with the market
Ability to develop profitable business cases and value propositions to decision makers
Ability to effectively prioritize and manage numerous activities
Advanced interpersonal and presentation skills
Advanced verbal and written communication skills
Result driven team player; perseverance, proactive, initiative taker, problem solver, with a winning and positive drive & attitude
#EplanIND
#J-18808-Ljbffr