天津招聘

Travel Request：50%

Job Category：Sales

Sub-Job Category：Strategic Sales / Key Account Management

Role Synopsis

The Industrial Business in the AIME organisation is aggressively augmenting its route to market strategies in order to drive growth through distributors. Distributor is identified as a strategic driver and a key success factor in growth markets and this role is pivotal to that success. This role is planned to focus on China in current business strategy.

The key purpose of this role is to：

Expand the distribution coverage in China, rapidly acquiring the Small & Medium Enterprises (SME’s) in this fast growing economy.

Transform the role of the distributors from passive to active, playing greater role across the value chain, through development of a world class distributor network.

Key Accountabilities

Primary Responsibilities:

Provide strong leadership to build a strong HSSE culture. Fully align with company Code of Conduct regulation.

Continue to formulate distributor strategy and network plan in service of the overall China Industrial business strategy

Develop & update distributor selection, assessment & renewal guideline / process and ensure flawless execution in the field

Own distributor business planning process and support Distributor Sales team to implement (including template creation and update of annual distributor business plan and quarterly review)

Develop & implement distributor incentive programs (e.g. Distributor rebate, DSR incentive, business development fund etc.)

Develop distributor training framework and coordinate different levels of distributor training events (initial on-board, DSR Energizer, DSR professional selling skill, DSM/DP management training)

Coordinate the execution of cross-functional Sales / Marketing activities/communications to support distributor sell-out (includes distributor SME program, customer seminars, distributor promotion, general sales collaterals & sales kits etc.)

Work with Cross function sale / market to develop and implement the distributor offer.

Work with marketing team to develop distributor market promotion plan according to the market trend

Monitor market trends and competitor activity, work with Marketing to conduct research and analysis of Tier 2 core customer segments, share relevant information and best practices with distributor sales team

Provide input to Marketing department to ensure incorporation of the distributor perspective (e.g. distributor offer development, distributor pricing review etc.)

Support other distributor special projects as needed (e.g. Distributor Conference, Distributor contracts, Distributor COC & HSSE, Distributor Standard Offer etc.)

Essential Education

Graduate degree in Engineering or Business Management.

Essential Experience and Job Requirements

More than 8 years of Distributor Management experience, preferable in a B2B environment.

Deep understanding of Distributor landscape and dynamics in China.

Demonstrable track record of developing, launching and implementing programs & offers to distributors.

Leading projects and effective implementation.

Demonstrates effectiveness in cross-cultural teams and builds networks to enhance effectiveness and knowledge sharing.

Self-motivated and team player – able to work well with multi-function teams.

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