Lediga jobb Escenda Engineering AB i Göteborg

Scope of Role


The Key Account Manager is responsible for day to day sales activities within Flagship/Key accounts of Escenda. A Key Account Manager is responsible for developing new opportunities within these accounts and work collaboratively with delivery engagement/program managers to help farm these accounts. The accounts should have services business with a good balance of staffing and projects business across our DES (Digital Enterprise Solutions) business.


Dimension of Function


Broad Areas covered by the job


I. Business development for a specific key account- Identify and develop viable prospects creating new business relationships. Work with Marketing and Strategic Demand / Lead generation teams to maximize the funnel of prospective business opportunities


II. Key Account Management – Penetrating current client accounts by leveraging internal relationships. Build & enhance relationships with key contacts, build awareness of the company’s services, assess competition and analyse their relationships.


Must perform at least one weekly sales pipeline review with their Manager.


Weekly Sales Pipeline Review includes following:
i. Quarter to Date sales results
ii. Progress towards monthly and annual goals
iii. Previous week’s activities
iv. Pipeline Management
v. Weekly activity report
vi. Corrective plan for inadequate result


III. Execution of CRM processes: Complete required activities and verifiable outcomes/actions for each stage of the sales process in a timely manner. Execute towards closures, tracking & reporting in the CRM system and follow the Deal to Delivery process


IV. Probe: Ability to uncover pertinent information and underlying concerns and motivations in order to successfully position our offering


V. Ability to 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


Area of Responsibility


• Revenue growth within the account
• Value creation in terms of acquiring new deals and the Customer Satisfaction score
• All described sales activities must be documented daily in the corporate CRM
• Must continually monitor pipeline movement, add new opportunities to the pipeline and maintain the offshore opportunities at or above target level
• Must maintain a Key Account Planning document with monthly updates. The development plan must be created and maintained within the corporate intranet
• Greater than 95% adherence to forecasts
• p360 Business review: Forecast, Financial results, Services, Resource Planning, Debt Review, and Action Plan.


Quantitative parameters of the job (Metrics):


• Total invoice revenue
• Account Gross Margin
• Onshore, offshore revenue mix
• Growth in offshore revenue
• Spread of Lines of business sold into the customer
• Days Sales Outstanding
• Customer testimonials & Case Studies
• NPS – Net Promoter Score
• Adherence of CRMs: More than 95% of the opportunities accurately entered in CRM for every sales person including WIP stage definitions
• Schedule and adherence of pipeline booster sessions and account planning sessions


Knowledge / Experience


· Sales professional with proven experience of 12+ years in selling offshore Digital Enterprise Solutions / IT Consulting Services.
· Ability to focus on Revenue targets, build business by identifying opportunities and selling to various Units in Key Account. Increasing top-line while managing costs & risks
· Ability to build, maintain and leverage CXO relationships with various Customer organisations of Key Account in the Digital/ IT areas
· Strong record of success in creating robust Sales Strategy & Pipeline, managing multiple complex Proposals, proven abilities to comprehend Customer business issues related to Technology
· Experience of Selling by creation of Value Proposition in competitive environment while being focused on industry trends, latest IT Trends, creating and winning large deals
· Experience in collaboration with Alliance Partners to target opportunities and win IT/ Digital transformation business
· Maintains professional and technical knowledge by attending Webinars/workshops; reviewing professional publications; establishing personal networks
· Contributes to team efforts by accomplishing related results on Quarterly revenue targets efficiently.


Competences
a) Execution Excellence: Plans, executes and improves work processes to ensure achievement of business goals. - Proficient
b) Drive for Results: Demonstrates and fosters a sense of urgency and strong commitment to achieving goals. - Expert
c) Lead Courageously: Takes personal and organizational risks to do what is right and achieve organizational success and supports others who do so. - Proficient
d) Developing and Managing Relationships: Develops and maintains constructive, open and honest relationships with others. - Expert
e) Business Acumen: Applies appropriate strategic logic to decisions and initiatives in one’s area. - Expert
f) Display Global Perspective: Establishes and promotes effective business operations across multiple countries and/or regions and coordinates appropriately with the broader global business. - Proficient Visa mindre

Escenda Engineering’s Design department is expanding in Gothenburg. We are now looking for Surface designers to be a part of this growing journey. You will be part of a team of professional individuals from different part of the world and will work closely with our colleagues abroad to sync our integration efforts.  


Job description
We are looking for a surface designer with skilled in Alias Surface. The task will be to develop component surface models from sketches and rough alias models, combined with technical input from our studio engineers. We expect you to be a self-going modeller with at least 3 years of experience from modelling within the automotive business working on class A surfaces.


Required qualifications
• Alias Surface
• Structured digital modelling with low math and theoretical intersection
• At least 3 years of modelling experience in the automotive industry
• Class A capability
• Good technical understanding with high interest in exterior light design and technology
• Fluent in English (written and spoken).

Personal qualities
• Structured with an eye for details
• Patient with a positive attitude
• Self-driven, result oriented and flexible.
• Team player Visa mindre

Escenda Engineering is expanding in Gothenburg. We are now looking for Test engineers to our Electrical and embedded systems department.ResponsibilitiesAt Escenda you will have both great responsibility and freedom. You will be involved in several aspects such as extensive contacts with suppliers, writing/ updating specifications, identifying/ finding problems and monitoring the solutions. It is an advantage if you are self-motivated and a quick adaptor to new contexts, hence you will feel comfortable in the high tempo that exists in the automotive industry. As Test Engineer, you collect data, analyse, come up with solutions, define needed test tools and environments, design test methods, virtual as well as physical. You also participate in expeditions and perform tests in vehicles and as a team member, you also take part in function requirement design and customer requirements. Your profileAt least 5 years of experience as a Test engineer from the automotive industry (preferable within Infotainment or Active safety area).Excellent knowledge in English, both spoken and written.Our consultants work both in projects with customers and within our offices. It is therefore important to have a driving license. Meritorious competences are:CANalyzer / CANoeC / C # / C ++ / Python / JavaCAN / LIN / MOST/FlexRayElektra / System Weaver / SE-ToolPersonal attributesYou are enterprising, positive and self-independent in your work of improvement. If you also have a deep understanding of product development, understanding the importance of innovation and a commitment to team performance, you are the perfect match. Visa mindre

We are looking for a person who can perform durability simulations within the automotive industry. The person need to have a holistic view from a durability point of view of the project she/he will be involved in. Furthermore, be able to suggest design changes to secure the durability attribute. Requirements: - Having at least 7-9 years of experience within relevant field - Software requirements: Abaqus, Nastran, ncode, ANSA, Metapost, Hypermesh, hyperview- Expert in Linear, Non-Linear, Quasi-static Analysis and Dynamic Analysis.- Ability to identify key issues with product geometry and make necessary changes to provide a more robust design.- Identify process automation scope for the day-to-day activities, make and execute plan for automation activities.- Expert in full vehicle integration, weld study and validation.- Good team player, hardworking, excellent work ethics, enthusiastic and high adaptability to new technology.- Pragmatic approach towards problem resolution. Ability to quickly identify problems and come up with innovative solutions.- Having good knowledge in car styling technique, concept design and optimization techniques.- Good knowledge in Proving Grounds and load extraction. Visa mindre