Senior Sales Director Global Account

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.