Account Manager/ Director

Account Manager / Director

Columbus, IN

Job Description:

Role Summary:

Responsible for Digital sales and Engineering sales to new customers in the Industrial Equipment, Commercial Vehicles and Off-Highway vehicles for the EU region.

Dimension of Function:

Will be responsible for new business sales for our Digital and ER&D (Engineering, Research and Development) business areas.

Contacts:

Engineering VP Director and/or Manufacturing IT VP and/or ERP/IT Directors, Procurement, Engineering and/or IT senior level managers

Area of Responsibility:

Create a healthy pipeline of opportunities from new logos and win new business in Digital and Engineering.

Leverage existing global Customer relationships to grow the Business footprint and help build new relationships with Influencers and decision-makers at all levels

Identify and develop viable prospects creating new business relationships

Be the Brand Ambassador for Tata Technologies in the region and actively engage with local ecosystem of Partners, Advisors, Influencers to generate new opportunities and drive growth

Create plans to drive Sales Pursuits and ABM initiatives for targeted Must Have Accounts (MHA)

Plan, build, & implement Pursuit strategy to achieve sales targets for the individual Target Accounts.

Work Collaboratively with own Sales, Delivery and Practice teams to develop and implement the strategy to meet growth targets including assisting with putting the building blocks as necessary.

Develop and deliver compelling sales presentations to potential clients, highlighting the value of the company's products or services.

Ability to uncover pertinent information and underlying concerns and motivations in order to successfully position our service offerings

Monitor, track, and report on the region's sales performance, ensuring that targets and KPIs are met or exceeded.

Ability to shape large deals and demonstrate financial acumen with customer: Analyse, use, and discuss financial business drivers and metrics to advance the sales cycle. Translate sales pursuit elements into financial terms is critical to successful Knowledge / Experience:

Significant demonstrable sales experience in digital sales and Engineering sales in Commercial Vehicles, Off-highway, Industrial and Construction Equipment Manufacturers.

Experience would ideally include new business development experience in PLM, SAP/MES, AI/ML, Customer Experience, and ER&D

Experience in the Industrial, Off-highway and Construction equipment market would be preferable

Significant knowledge about the EU market is needed Competences:

Customer Centricity - Ensures the delivery of exceptional customer service

Business Acumen - Applies appropriate strategic logic to decisions and initiatives in one's area

Decision Making - Identifies and analyses information to make decisions and solve problems

Lead Courageously - Takes personal and organizational risks to do what is right and achieve organizational success, and supports others who do so

Developing & Managing Relationships - Develops and maintains constructive, open and honest relationships with others

Mindset: Lead business with a Account Manager / Director mindset

Execution Excellence - Plans, executes and improves work processes to ensure achievement of business goals

Drive for Results - Demonstrates and fosters a sense of urgency and strong commitment to achieving goals