Account Manager, Senior

General information

Country Germany City Remote Location Job ID 46890 Department Sales Experience Level MID_SENIOR_LEVEL Employment Status FULL_TIME Workplace Type Hybrid

Description & Requirements

Job Location: Germany or Austria - home or office based 

• Generate healthy pipeline through cold-calling according to MEDDPICC, reaching out to CXOs building long-term relationships based on value-selling into net new accounts in the Retail & Distribution, Building Materials, Rental & Services industries.
• Collaborate with Demand Generation peers to prepare, launch and follow-up on campaigns such as industry events, webinars, global shared center initiatives etc.
• You will have a BDR assigned to you to help with prospecting on targeting accounts. Alignment and educational support is expected. This should drive 30-50% of your pipeline.
• Build yourself up as an industry expert to help generate marketing content.
• Build a network of advisory consultants to secure inbound leads.
• Lead complete sales cycles teaming up resources from Solution Consulting, Value Engineering, Consulting, Industry Strategy, Sales Leadership and many more. Sales cycles are around 9-12 months or longer.
• Your main focus areas will be Enterprise Resource Planning, Product Lifecycle Management and Supply Chain Planning. Potentially Warehouse Management and Manufacturing Execution Systems.
• Spearhead commercial and legal SaaS and Service contract negotiations in line with forecast accuracy and linearity.
• Build a continuous knowledge base of industry and account insights as well as market changes and potential business opportunities.
• 30-50% of your time might be dedicated to travel depending of the time of the year.

Basic Qualifications:

• Lead a best-in-class structured sales process leveraging all value adding capabilities across the international organization.
• 3-5 years of net new sales experience in the Retail (ideally wood, glas, cement, parquet and any other construction materials), Rental and Services (ideally construction equipment) industries and understand their challenges to be able to do value selling.
• Detail oriented, making sure obtain the highest quality of deliverables from the deal team.
• Hands on mentality, self-motivated to set and achieve short term goals following a long-term vision.
• Team player, wanting to share know