广州招聘

Role Purpose

In consultation with the Commercial Director, to develop and deliver long term key account management plans, across all products in the Chinese market. To build strategic relationships so that customer retention is of value to Airdri. The focus of this role is to own client relationships (often as an ambassador at the highest level) and orchestrate customer and Airdri activities to ensure customer needs are met.

Whilst the focus of this role is on managing key accounts, the Commercial Manager will also develop and deliver sales plans for new business development, across all products in the Chinese market.

Role Details

Hours: Full Time
Base: Guangzhou, with national and some international travel
Reports to: Group Commercial Director

Key internal relationships: Operations Manager-Airdri Guangzhou and team

Accountabilities

Key Account Management

- To develop and implement long term key account management plans to maximise growth for both Airdri and the customer and ensure customer retention across all products in the Chinese market.
- To develop and build relationships with key account customers in order to better understand customer needs and service these.
- To identify opportunities to maximise our value to key account customers and implement innovative solutions to build customer loyalty.
- To undertake forward planning and partnering activities with key account customers which are mutually beneficial to both parties.
- To work across and with the business to ensure that all key account customer needs are met, from product development to marketing or technical support
- To implement and follow account management processes to ensure customer information is accurately recorded in Airdri systems.
- To review own account management progress and report on this (both written and in person) to the Commercial Director.

Sales

- To develop and implement short to medium term sales plans that deliver effective growth over a 12 month period (in line with overall Sales Plans) for all products in the Chinese market.
- To develop and build relationships with new customers in order to understand the business of new customers and identify their requirements.
- To conduct sales and negotiate the terms of an agreement based on agreed limits of authority.
- To follow up new client business opportunities, setting up meetings, preparing briefs, responses to tender etc.
- To ensure effective new sales support, for example, liaising with the operational team to check on the progress of existing orders.
- To implement and follow standard sales processes to ensure customers and sales are accurately recorded in Airdri systems.
- To review own sales progress and report on this (both written and in person) to the Commercial Director.

Marketing & Communications

- To attend international and national exhibitions and trade shows, working with the Commercial Director and commercial team to ensure a consistent key account presence.
- To work with the Commercial Director and Marketing & Communications Manager to support the delivery of marketing plans and activities.
- To work with the Commercial Director and Marketing & Communications Manager to support the delivery of communications plans and activities
- To work with the MD, Commercial Director and Marketing & Communications Manager to build the Airdri and FSNA brands.

Business Intelligence

- To capture client and competitor/ product intelligence as part of the market research plan led by the Marketing & Communications Manager and support market research activities.

Company Accountabilities

- To act as an ambassador for Airdri and Formula Systems both internally and externally.
- To build, manage and maintain strong team relationships and maximise communication across the business.
- To provide outstanding customer service.
- To maintain a good working knowledge of Airdri and Formula Systems products and services and industry developments.
- To share ideas and make suggestions about Airdri and Formula Systems products and services.
- To use the systems and processes relevant to role and create documentation and provide reports as required.
- To follow all Company policies and procedures especially those regarding health and safety and equal opportunities.
- To undertake any other reasonable duties to support the business as required.

Person Specification

Knowledge:

- Educated to degree level
- Knowledge of key account management methodologies and tools
- Good commercial awareness, including an understanding of relevant markets, products, competitors etc
- Knowledge of customer service principles and own perception of what this means

Experience:

- Sales experience, from within the Chinese elevator industry
- Experience of short to medium term sales plan development and implementation
- 3 to 5 years key account management experience, from within the Chinese elevator industry
- Experience of long term key account management plan development and implementation
- Experience of building and maintaining strategic relationships with key account customers
- Experience of working with key account customers on forward planning and partnering activities
- Experience of working across and with the business to implement innovative solutions to meet key account customer needs
- Experience of using CRM/ key account management systems
- Experience of managing people and working as part of a multi-disciplinary/ operations team eg supply chain, warehousing etc

Skills:

- Good written and spoken English
- Excellent communication, presentation and reporting skills
- Excellent project management and organisational skills
- Excellent budget management skills
- Excellent negotiation skills
- Proven IT skills (Word, Excel, Powerpoint, email etc)

Competencies:

- Strong cultural awareness and the ability to deliver solutions which build on customer differences
- Working as part of a team
- Resilient, results-focussed
- Initiative and enterprise
- Commitment to Airdri

The Airdri Group

Based in Oxford, Airdri is internationally recognised as a world leader of warm air hand dryers and elevator door detection systems, which it distributes under the brand name of Formula Systems.

Sales, marketing, finance, product design, engineering, customer service and logistics are all controlled from our UK office, whilst we continually monitor both from the UK and in China the quality of our products which are manufactured at our Chinese partner’s Guangzhou factory which we are a shareholder of.

We have also recently set up Airdri Guangzhou, our own office and warehouse in China which will service our current customers, work with our production partner and look at new business opportunities in the region.

Formula Systems North America, a wholly owned division of Airdri, is based in Chicago and services our elevator customers in this market as well as acting as a logistics hub for our largest US dryer customer.

The Airdri Group sell products worldwide through distributor partnerships as well as directly.