客户集中在新能源行业（风电 锂电池 氢能行业） 大客户经理（央企招投标，有央企、国企客户资源） 有机械行业公司工作背景较为匹配（机械仪表自动化） Base在上海或北京 岗位目标/Purpose of the position The Key Account Manager position is primarily responsible for managing national key customers in 1) multi-national chemical companies or 2) State/Government-owned Enterprises (GOEs) in oil& chemical industries. His/her main objective is to work closely with sales teams to obtain maximum growth and profitability for national key customers as well as to develop and maintain high levels of customer satisfaction. He/she has responsibility for profitable growth and furthermore develops and implements policies and procedures to meet the objectives of the company’s sales strategy. The Key Account Manager will work closely with sales teams to grow local and international knowledge. 主要任务/Main tasks Strategic sales plan - Maximize the sales development through strategic business plans particularly MNC’s and develop and implement sales (channel) strategies that enable the company to achieve its corporate objectives, in line with the Safety Sales/ Company’s strategy - Contribute to the development of the overall Safety Sales/ company’s strategy, particularly in relation to sales objectives Sales target achievement & sales activities - Monitor and generate sales of Dr？ger products to ensure sales goals and market share, defined in objective plans, are met or exceeded - Develop and maintain relationships with national key accounts, key decision makers and other relevant bodies to ensure that the company’s maximum sales potential is realized. - Maintain direct sales continuity with key customers, including end users in conjunction with local sales - Represent Dr？ger strategic vision and broader perspective to dealers/ agents - Monitor the sales performance of competitors to ensure that the company maintains and develops its competitive position - Keep an awareness of the competition, their strengths, weaknesses, sales and marketing strategy - Attend and participate in necessary trade shows and similar meeting in the purpose of displaying and promoting Dr？ger products Management of dealers/ agents - Set clear resources, tasks and goals for managed dealers/ agents (i.e. propose discounts, commissions for dealers, area definitions and revisions, salary & bonus plans and revision) in align with the company’s overall strategy - Monitor dealers product portfolio and organization development to disclose inconsistency with Dr？ger strategy and mission - Implement sales processes and improve its efficiency continuously in align with the company’s requirement - Ensure that agents / dealers are properly supported, trained and evaluated; keep dealers highly motivated - Conduct regular dealer review meeting for performance and effectiveness and work with dealers to solve performance discrepancies as when necessary - Manage distribution of dealers in different regions - Be responsible for contract management in terms of pre-screening all partner/ distributor and end customer, document control and sales channel partner risk assessment Sales support - Develop and implement all necessary procedures and processes to ensure that the function operates efficiently and achieves its objectives Policy following - Ensure expenses are controlled and justified within budgetary guidelines - Remain up to date with related safety regulations and policies with respect to the Dr？ger products - Ensure orders are accepted in accordance with approved pricing and terms of sale - Operate in accordance with established company policies and procedures 岗位要求/Position requirements Business degree (engineering background would be a plus) 相关工作经验/Related experience - Proven senior level Sales and Key account experience. - Demonstrated Business development skills - Confident and skilled communicator (through the levels from operational to senior level) English skills important. - 8-10 years of experience in a multinational company, - 5-8 years of experience in international project business, ‘industrial segment’, would be super if from the Chemical or O&G segment. 专业技能及相关证书 Skills, competencies, and / or certifications - 专业方面/Professional - 行为方面/Behavioral Professional - MS Office - expert level - English in written and spoken - expert level - Sales techniques – expert level - Project Management – expert level Behavioral - Care about the customer – expert level - Communicate and negotiate – expert level - Plan and organize work– advanced level
