ESM Account Executive to Sweden
The Account Executive for ESM is responsible for promoting and selling Lawson products, developing prospective clients, establishing third party relationships and providing follow-up services for clients. The Account Executive will be responsible for managing the sales cycle for their assigned clients, in accordance with the company’s sales management philosophies and achieving regular sales quotas.
- Prospect new business through the identification of targeted accounts and developing business through lead generation, cold calling, trade shows, etc. Maintain pipeline goals.
- Build and maintain an effective personal network to further build access to information, leads, contacts, etc.
- Apply product knowledge, presentation skills and technical understanding to effectively present Lawson products to prospects and customers. Must have product knowledge in order to present high level business processes for all Lawson product suites.
- Establish strategy with the presentation team prior to the demonstration, tailoring the demonstration to specifically address proof of Lawson’s capabilities to solve the prospect’s critical business issues. Provide solution consultants with all relevant information to ensure they are fully aware of client’s needs and business problems.
- Prepare appropriate demonstration data and handouts for presentation. Assist team members in preparation for demonstrations.
- During sales presentations, position product strengths against the competition, handle objectives professionally and adapt presentation style and answers to questions based on the audience.
- Quickly follow up with prospects on outstanding issues. Provide feedback to sales management and product marketing management on any issues.
- Prepare offers and legal documentation for approval by the applicable manager according to the Grant of Authority document.
- Conduct negotiations on behalf of Lawson to secure sales that represent good business within current sales framework, authorities and practices
- Participate in general sales strategy; define specific sales plans with manager.
Requirements:
- Typically 5 – 8 years of directly related sales experience
- Excellent communication and strong interpersonal skills
- Proven track record of achieving sales quotas
- Proven ability to develop and maintain effective internal and external business relationships with various levels of management and non-management
- Proven ability to effectively work with key client executives along with setting appropriate expectations
- Experience in ESM software sales or industry
To apply: Please send a cover letter and CV to jobsweden@se.lawson.com, Reference “Req #43 ESM Account Executive”. If you have any questions, please contact Franck Cohen, at +33 6 08 55 89 08 or Malin Karlsson, HR at +46 733 27 50 04.
|