Job Purpose工作目标 Area Sales Managers are fully accountable for the sales performance of centers of responsibility. Need to ensure sales performance and KPI’s are exceeding expectations by handling the full sales cycle, from identifying a new sales opportunity until closing successfully a deal: execute perfect prospect visits, offer the right solution, follow up and close the deal. To develop customers through executing customer meetings. 区域销售经理全程负责中心的销售工作。为确保销售业绩超额完成，工作内容涉及整个销售周期，从识别出新销售机会到成功完成订单：完成客户带看，提供合适的方案，跟进并完成交易。通过一系列客户会议活动来发展客户。 Key Accountabilities工作职责 1. Core Sales Activities核心销售活动 - Conduct tours (Pre-booked, same day, walk in (if in center) and close /follow up 带看客户（提前预定的，同一天的，以及直接拜访中心的客户跟进和完成订单） - Generate tours / sales by owning, managing and calling the total “reservoir” of the city 产生客户带看，通过城市的自由客户资源，并电话开发客户池 - Visit existing customers to identify export/expansion opportunities 拜访现有客户去挖掘更多销售机会 2. Proactive Sales Activities (Business Development) 主动销售活动（业务拓展） - Generate enquiries by networking (attend center events, attend broker events, attend external events/expos etc) 通过人脉网络产生销售需求（参加中心活动，参加中介活动，参加外部其他活动） - Generate enquiries by undertaking proactive sales with neighbors / local companies (call/visit them) 通过主动拜访临街其他公司（电话/陌生拜访）产生需求 - Call local brokers to add new brokers to the network and generate more leads and deals from brokers 电话当地中介，在新的人脉网络中增加新的中介商，去产生更多需求 3. Planning策划 - Plan with Community Manager Team Leads to ensure expansion / export opportunities are identified and maximized 与社区经理沟通，开发挖掘更多销售机会 - Identify cross selling and revenue maximization opportunities 识别交叉销售和营业额提升的机会 4. Quality Control of activities that impact sales 确保服务质量，提升销售业绩 - Tours done by Community Manager Team Lead and / or Community Managers 资深社区经理或社区经理的带看 - Maintain high standards of others on all sales activities 确保销售活动保持高质量标准 Key Performance Indicators / Job Performance Expectations 关键核心指标 - Revenue growth 营业收入增长 - Deal volume – Deal / Day 订单数量-每日成交订单数 - Conversion: Enquiry to Deal 转换率-从需求到成交订单 - Center(s) Occupancy 中心入驻率 - Client Retention rate 客户留存率 - Net promoting score 净推荐值 - Self-generated leads 自有渠道的销售订单数 - Discount rate: % of deals done using a discount 折扣率：使用折扣的订单所占比 Skills and Attitude技巧和态度 - Sales skill set, presentation and negotiation skills 销售技巧设立，演讲和协调技巧 - Time Management 时间管理 - Strong written and verbal communication skills in Chinese and English 优秀的中英文书面和口语能力 - Achievement – highly competitive, driven to achieve and exceed specific goals 斗志昂扬-始终保持竞争力，力求超越自己的目标 - Enthusiastic – always has a positive attitude for your customers 热情洋溢-面对客户，始终保持积极鼓励的态度做每一件事 - Resilient – enjoys challenges and adapts to change; consistently demonstrates energy and passion 坚韧不拔--在追求挑战之余，致力提高自己的能力，以适应不断变化的环境 - Influential – confident and approachable; delivers results by building strong relationships with customers 平易近人、影响他人-与所遇之人建立密切联系 - Pride – pays attention to detail; takes responsibility for maintaining high standards 勤奋努力并以此为傲-注重细节，明白在细节处追求高标准亦可引起大变革 - Motivated – takes ownership and acts decisively to solve problems and deliver results. Makes every minute of every day count 积极进取-在解决问题时，能够主动承担，果断行事，争分夺秒，力求创造非凡的成果。
