上海招聘

Mission:

-       Lead, direct and control the day-to-day activities of Strategic Account at Zone Level so that it achieves its short/long term financial and operating objectives (e.g. sales revenue, productivity, market share, managing partnership).

-       To develop, create demand and implement the business plans for assigned Strategic Account to deliver growth in line with Global/BU Strategic Account/KA objectives.

-       Ensure strategy, plan structure, information is in place to deliver the sales budget for this customer including quantity, value, SAP, product mix and after sales.

-       Achieve personal and team sales budget (Equipment + S&S)

Roles & Responsibilities:

1. Follow up, control and manage the daily activities and performance of local Key Account team.
2. Participate to the budget process and monitor the budget achievement
3. Make sure that the Strategic account performances indicators are properly managed, reported and analyzed.
4. Control the profitability and productivity of the local KA team.

2.       Perform directly activity towards Strategic Accounts.

-       Achieve sales target, develop and create sales opportunities and sign sales contract in assigned accounts (Equipment, S&S)

-       Understand the market and local strategic account.

-       Keep a constant link and follow up with the field activities and results: visit Strategic accounts, check frequently sales

-       Look for new business opportunities and keep aware about competitor action and market needs to act consequently to develop market share and company market awareness according to Global/BU strategic account strategy.

-       Support closing deals in case of difficulties

3.     Manage & coordinate the team

-       Make sure that Strategic account teams are optimized and well coordinate.

-       Lead, coach and measure his direct collaborators:

1. Monitor the activities, set objectives & measure achievement level regularly
2. Set up dedicated action plan : train the collaborators on their weak points, help and support them
3. Motivate his team & ensure a strong leadership to get a full commitment

-       Participate to recruitment selection of new team member

4.       Implement Global/BU GSA strategy at District level

-       Make sure the company and GSA strategies (policy&tools), rule and process are properly implemented and followed locally.

MI Leadership Competencies:

*Change Leadership:

Aligns an organization and its people to drive for improvement and adopt new, challenging directions. Energizes a whole organization to want to change in the same direction. Influences others in a mature and empowering manner.

*Results Driven:

Produces results that exceed Dover's strategic objectives via a combination of planning and implementation, while living the Dover Values.

*Attracts, Develops and Retains Talent:

Creates a learning environment that recognizes and maximizes the potential of all employees. Develops high potential individuals for future strategic needs.       

                           

Functional Competencies：

Becoming a Business Advisor

Adding Customer equity by creating valued business partnership with customers; proactively identifying business opportunities for customers; conveying a firm understanding of the customer’s business and political drivers.

Broaden Business Value

Exploring customers’ underlying issues and needs that suggest broader solutions; maximizing the productiveness of sales interactions by building on customer cues to gain commitment to products, services, and solutions; articulating and promoting a path forward.

Guiding Sales Opportunity

Developing strategic sales solutions and courses of action for customers that appropriately consider available facts, constraints, competitive circumstances, strategic priorities, And probable consequences, clearly connecting solutions to business needs.

Market orientation and customer knowledge

Anticipates possible developments at competitors and takes timely decisions to protect and/or strengthen the market position; gathers information on the actions of competitors and colleagues; has good insight into the market position of own product and service; takes an innovation approach and dares to take risks in own actions and proposals to gain a larger market share.

Strategic Decision Making

Obtaining information and identifying key issues and relationships relevant to achieving a long-range goal or vision; committing to a course of action to accomplish a long-range goal or vision after developing alternatives based on logical assumptions, facts, available resources, constraints, and organizational values.

Raising the Bar

Driving expectations of salespersons’ performance; Motivating and supporting their efforts to achieve goals while upholding organizational values and standards; providing timely guidance and feedback to help salespersons strengthen specific knowledge/skill areas needed to accomplish a task or solve a problem

 Stress resistance 

Continues to act calmly, makes a relaxed impression, even when the other person makes things difficult; remains calm and relaxed when facing negative feedback or resistance; remains controlled in situations in which the pressure is higher for a limited amount of time; remains optimistic, constructive and result-oriented in difficult circumstances.

Qualifications and Experience:

1.       Bachelor degree, major in Mechatronics/engineering

2.       >10 years of sales working experience in B2B industry, >=3 years team/people management experience

3.       Skillful on MS Office: PPT, Excel etc.

4.       Good English skill in oral and written

5.       Sound business acumen and has long-term vision ability.

6.       Aggressive & independent, willing to accept challenge to acquire new account.

7.       High-impact communication skill with internal colleague and external customer/partners.

Self-motivated & flexible to travel 

马肯依玛士
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