Job Description

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

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