Senior Sales Director Global Account BMW

3 Months ago • 4-8 Years • Account Management

Job Summary

Job Description

The Senior Sales Director, Global Account BMW, will lead, guide, and motivate a team managing the BMW account. Responsibilities include overall business performance (P&L, revenue, margin, TCV), defining account strategy, driving the account team, and implementing account development plans. The role requires building and maintaining strong client relationships at all levels, focusing on customer satisfaction and innovation. This position demands strong sales management skills, including solution concept creation, negotiation, and contract closure. Furthermore, the successful candidate will manage a multi-functional team and collaborate effectively with internal stakeholders to achieve targets and drive business growth. They will also be responsible for marketing activities, identifying new business opportunities, and ensuring a strong sales pipeline.
Must have:
  • Successful Sales Record
  • Negotiation
  • Communication
  • Relationship Building
  • Account Management
  • Adaptability
  • International Mindset
  • Automotive Embedded SW knowledge
Good to have:
  • Established client relationship
  • Knowledge of Digitalization, Data Analytics, and Cloud Services

Job Details

Project description

Senior Sales Director, Global Account BMW

- Leading, giving guidance, motivating and coaching the account management team
- Responsible and accountable for the overall business performance of the responsible account (P&L in all financial KPIs - revenue, margin, TCV)
- Accountable for the definition of the account strategy, understanding major focus areas in the account and defining DXC Luxoft actions
- Actively driving element in the matrix of the account team
- Defining and implementing an account development plan
- Supporting the account team in developing, implementing and executing a strategy to continuously develop the business within the account
- Building strong positive reputation of DXC Luxoft Automotive in the account - client satisfaction matters
- Focusing on people management and development, leadership, customer satisfaction and innovation
- Maintaining and leveraging existing client relationships and developing new ones on decision making and executive levels
- Creating an environment where people can grow and like working

Responsibilities

Key area #1: SAM Strategy:

Define and implement an account strategic plan with the mindset to include regional specifics and keep the account plan a living document

Take responsibility for the account plan document

Maintain ongoing business

Identify and create new areas of growth

Grow the account in all KPIs (revenue, CM, TCV)

Beat the competition

Increase customer value

Key area #2 P&L:

Accountable for the account profit and loss

Monitor, identify and implement solutions to maintain and improve margins and costs with benefit for the customers and with the help of the account team

Accountable for operational/financial metrics and overall business results of the front-end organization:

Target setting

Annual budget planning

Resource planning

Risk assessment etc.

Key area #3 Sales Management:

Orchestrate and create solution concepts and proposals including winning price identification within the specified Luxoft portfolio

Be able to negotiate creatively and successfully

Turn opportunities into contracts/purchase orders aligned with the overall account strategy and targets

Organize the communication matrix and orchestrate higher management coverage for the account as needed

Key area #4: Customer Management and Interaction

Maintain and leverage existing relationships

Develop new relationships

Be capable of interacting with clients from operational to executive levels

Key area #5: People Management

Leadership and coordination of multifunctional team:

Delivery, finance, contracting, pre-sales, etc.

Work closely with the team and the whole account management processes to achieve targets, continuous customer satisfaction and grow the business

Key area #6: Collaboration

Collaborate with all relevant stakeholders inside DXC

Good network inside the client, the automotive market and the corporation to be leveraged to the benefit of Luxoft business

Organizes weekly account team meetings bringing the account leadership team (SAM, Engineering, Solutions, pre-sales) together

Key area #7: Marketing and Business Development

Promote and tailor DXC Luxoft offering and value proposition

Define and lead customer tailored marketing activities

Proactively and creatively identify new business opportunities within current and new areas in the account

Key area #8: Growth Enablement

Ensure focus on maintaining the whole pipeline (SS1-3 & SS3-6). The pipeline should be 3x unsecured revenue

Ensure the account documents its success in terms of business outcomes as input for case studies

As part of customer negotiations, try to agree to publicly reference the relationship and case studies

Skills

Must have

Successful Sales Record, Negotiation, Communication, Relationship Building, Account Management, Adaptability, International Mindset

Technical: Automotive Embedded SW for Autonomous Driving, Connected Mobility, Digital Cockpit, System Tests and Validation domains.

Nice to have

Established and trusted client relationship

Knowledge of Digitalization, Data Analitics and Cloud Services solutions and technologies a plus but not core.

Other

Languages

English: C2 Proficient,German: C2 Proficient

Seniority

TMR

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About The Company

Luxoft, a DXC Technology Company (NYSE: DXC), is a digital strategy and software engineering firm providing bespoke technology solutions that drive business change for customers the world over. Acquired by U.S. company DXC Technology in 2019, Luxoft is a global operation in 44 cities and 21 countries with an international, agile workforce of nearly 18,000 people. It combines a unique blend of engineering excellence and deep industry expertise, helping over 425 global clients innovate in the areas of automotive, financial services, travel and hospitality, healthcare, life sciences, media and telecommunications.

DXC Technology is a leading Fortune 500 IT services company which helps global companies run their mission critical systems. Together, DXC and Luxoft offer a differentiated customer-value proposition for digital transformation by combining Luxoft’s front-end digital capabilities with DXC’s expertise in IT modernization and integration. Follow our profile for regular updates and insights into technology and business needs.

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