上海招聘

职位描述：
KEY ACCOUNT MANAGER – China

Findel Background – Candidate/Agency Brief

Findel is a public company in the UK. Findel Asia Sourcing Limited SRO is a subsidiary of Findel.

Findel Education, based in the UK is a subsidiary of Findel. It's one of the largest independent suppliers of educational resources and commodity products to schools and other educational establishments in the UK. The business operates through two distribution centers and a Head Office. The Head Office is based in Hyde, Manchester.

With brands that are over 180 years old, the business provides schools, colleges, academies and nurseries with everything from stationery to curriculum and special educational needs resources. Findel Education has grown in recent years, both organically and through a number of historic acquisitions, and now offers over 30,000 resources through three distinct brand propositions: School (GLS, A-Z and WNW), Classroom (primarily Hope Education) and Specialist (Davies Sports, Philip Harris Scientific and Learning Development Aids – LDA).


In 2016 it reported revenues of circa £91m, an estimated 8% share in a fragmented £1.5bn market. It also includes an international unit which distributes to over 130 countries. Our International turnover value is around 10% of total business but the ambition is to double this within the next 3 years. Findel’s international business comprises of some of the most well established brands in the UK education market and therefore the expat of teachers are mostly familiar with these brands, which include Hope Education, Philip Harris, Davies Sports and LDA. Each of which offer a large variety of educational supplies; from innovative curricular products to specialist equipment.


For our International Division there are three different channels to market; direct, distributors and consolidators. All of which target the 8,500+ international schools across the globe.


The Role

There is an opportunity for a professional, customer and commercially focused Key Account Manager to join our International Sales team.

International Strategy in relation to North Asia – Findel Education recognizes the need to fully support our Findel Distributor network with ‘on the ground’ support full time. The British, Bi-Lingual & International schools in our core region of China, Hong Kong, Japan, Vietnam, Korea benefit from having a direct employee of Findel Education supporting them with brand awareness, product suitability, as well as forging and maintaining commercial relationships at a corporate level with some of the world’s largest International school groups.


The purpose of the role is to achieve a targeted level of sales performance by selling designated products and solutions based on Findel Education’s product range into educational establishments / Distributors / Agents and organizations within defined geographical region.


The Key Aspects of the Role

? To identify & penetrate new accounts, new areas within existing accounts and defined regions

? Be able to identify and manage project/tender business through from conception to completion.

? Complete detailed account plans with distributors and influencers to maximise business potential.

? Develop effective territory relationships with the ability to forecast & articulate sales to the business to allow measurements and reporting of the territory.

? Responsible for appointing and managing distributors within a geographic area

? Build effective business relationships at senior level with proven skills in high value negotiations and with a re seller.

? To take ownership for decisions and actions you make on your sales Territory.

? Ensure that Findel Education Ltd is kept informed of key market Developments.

? Ensure the maintenance of an accurate and up to date customer data base supported with agreements for a geographical area.

? To identify and work with Ministries of Education and key organisations such as the United Nations within the geographic area.


Experience

In terms of experience we are looking for:

Strong business to business sales management background with a significant track record in growing and developing a customer base within a defined territory, whilst working to exceed the customer expectation

The proven ability to build strong relationships across a business, and with third parties is essential and working closely with various external and internal stakeholders is critical to success.

Experience of forecasting and operating within agreed expense budgets


Requirements/Personal Attributes

Ability to see market opportunities through analytics and instinct and then deliver them through effective us of deal closure techniques

Highly motivated and driven to succeed

High presentational and analytical skills/behaviours

Results driven and tenacious, with a focus on delivering profitable growth

Commercially astute with excellent communication and presentation skills, able to engage and influence at all levels

Confidence, drive, energy, and tenacity to deliver success in a challenging business and market environment

An Ambassador for Findel Education who will drive the transitions needed with partners to be best in class

The communication skills and gravitas to support, present to and influence internal and external stakeholders 举报 分享

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