- Company Name
- Lefebvre Dalloz
- Job Title
- Commercial Grands Comptes Formation H/F
- Job Description
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**Job Title**
Commercial Account Manager – Large Accounts (Training & Consulting)
**Role Summary**
Drive sales of comprehensive training, education, and software solutions to large corporate, consulting, and public sector clients. Manage end‑to‑end sales cycles, develop account‑level strategy, coordinate cross‑functional teams, and achieve revenue targets.
**Expectations**
- Achieve or exceed quarterly/annual sales quotas in a high‑volume, complex selling environment.
- Build and maintain strong, consultative relationships with decision‑makers in target accounts.
- Demonstrate ownership and persistence through long‑cycle, multi‑stage sales processes.
**Key Responsibilities**
1. **Portfolio Management** – Define and execute a strategic account plan aligned to company goals, targeting consulting firms, IT services, ministries, regional councils, and research institutes.
2. **Solution Sales** – Promote and sell the full suite of Lefebvre Dalloz training and related services to large customers.
3. **RFP & Bid Management** – Lead all proposal activities: capture brief, pre‑sale support, pricing strategy, business review, and negotiation.
4. **Collaboration with Internal Teams** – Coordinate pre‑sale, delivery, and post‑sale stakeholders to ensure seamless customer experience.
5. **Reporting & Forecasting** – Maintain accurate pipeline, account plans, and sales action plans in CRM/ERP; deliver regular performance reports.
6. **Client Knowledge Management** – Keep sales database current, record client insights, and share success stories within the organization.
**Required Skills**
- Minimum 3 years of proven sales experience with large accounts.
- Full cycle sales expertise, including prospecting, needs analysis, solution design, negotiation, and closing.
- Familiarity with training/education, consulting, or professional services sectors is highly desirable.
- Strong analytical, consultative selling, and presentation skills.
- Excellent communication, negotiation, and stakeholder‑management abilities.
- Self‑driven, resilient, and accountable with a “can‑do” attitude.
**Required Education & Certifications**
- Bachelor’s degree in Business, Marketing, Management, or related field.
- Professional sales certification (e.g., SPIN Selling, MEDDIC, or equivalent) is a plus.
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