Account Manager/ Director

Account Manager / Director

Columbus, IN

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