Job description
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.
Location: Atlanta (Remote)
Responsibilites
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
If you require reasonable accommodation for any part of the application or hiring process due to a disability, you may contact the company’s Human Resources Department at (937) 399-0500.
This option is reserved for individuals who require accommodation due to a disability.
Rittal LLC and Eplan are proud to be an affirmative action/equal opportunity employer. EEO, including Disability/Vets.
