Sr. Direct Sales Executive (Benelux + France)

The organisation

Our client is one of the world's leading developers and suppliers of industrial software with strong positions in visualization and supervisory control, process design, simulation and optimization, real-time operations management, information management and asset management.

The process simulation process division has a strong position with Dutch and French corporate clients. Traditionally a strong position in the Oil refining and Upstream markets, for which the territory is one of the strongest in Europe.

The position

The Senior Direct Sales Account Executive will enable its growth targets for the process simulation software business in the Benelux and France territory. As such the direct sales executive will identify opportunities for growth and lead the organization to capture it. The Senior Direct Sales Executive will be supported by Business Development Managers, Technical Sales Consultants and engineers from Delivery and Technical Support for technical domain expertise. He/She will lead their engagement with clients to maximize the franchise and profitable revenue impact.

The Senior Direct Sales Executive is directly responsible for driving profitable growth and maximize the revenue potential for the portfolio into the Benelux and France territory.

Tasks & responsibilities

• Maintain relationships with existing names accounts:
  • Direct sales to end users
  • Maintain up-to-date knowledge of the accounts and engage subject matter experts to provide thought leadership
  • Open new accounts
  • Support Client Sales Executives in major controls & safety pursuits
• Provide business acumen:
  • Ability to understand and apply industry/market knowledge in client communications and dialog in terms of macro drivers, significant trends and strategic directions
  • Understand and communicate to the team the competitor’s strategies
• Sales process control and forecasting:
  • Analyse client business objectives, operations, and current environment, to propose a technical, business and financial solution that addresses requirements
  • Understand where the client is in his purchasing decision process and provide accurate forecasts of the business
  • Support proposal development with Engineering and Proposal Manager
  • Monitor competitor activity in each account and ensure that appropriate response strategies are formulated and communicated
  • Represent the business case of a proposal for management approval
  • Complete “autopsies” of all sales campaigns - wins and losses
  • Work with Marketing and Sales to identify target accounts and opportunities within the framework of organization wide sales strategy
  • Monitor competitor activity in each account and ensure that appropriate response strategies are formulated and communicated

Candidate profile

• University degree in engineering. Chemical or process engineering would be an advantage, but not a requirement.
• Experience and proven track record of selling technical software solutions or enterprise software solutions that have a service component
• Comfortable to manage senior decision makers. The successful candidate will have the intellectual capacity and standing to feel comfortable to communicate with VPs of Engineering, Production Directors and other customer executives.
• Knowledge of the business drivers and needs of the players in our target industries.
• Deep domain knowledge of at least two of the following industry sectors: Upstream Oil & Gas. Hydrocarbon Processing Industries. s/a, Chemicals industry. s/a. Power industry. s/a. Our emphasis is on power generation of any kind (nuclear, fossil, as well as newer carbon capture technologies and biofuels)
• Knowledge of the Sales process and a highly entrepreneurial attitude, clear understanding and support of sales process; knowledge of at least one solution selling technique
• Proven success in developing and executing matrix or multi-level selling strategies to businesses of all sizes
• High tolerance for rejection, obstructions, delays and other frustrations and the ability to execute against commitments
• The successful candidate will speak and write Dutch and English fluently and have a conversational level of French
• Excellent presentation and communications skills, both written and oral
• High level of energy and passion, a tolerance for extensive travel and extra work hours as needed
• Flexible attitude and excellent organizational skills with the ability to plan and execute a variety of tasks on a timely basis and as the situation requires
• Uncompromising integrity with the highest degree of accountability internally to the company and externally to the customer

Interested?

You can apply to this position by using the form below. For more information about the position, please contact Jan Koster at +31 (0)6 24 28 85 98.