Key Responsibilities 岗位职责

1) Develop profitable and sustainable sales growth at assigned or new accounts in order to achieve/exceed agreed sales targets.
在指定或新客户中实现盈利性可持续销售增长，以达成或超越既定的销售目标。

2) Develop a thorough understanding of our clients’ business to create a clear value proposition for customers. And implement appropriate account management strategies for designated Accounts, to proactively create cross-selling of our full range of MSIS services with viable solutions, to meet clients' needs.
深入了解客户业务，为其制定清晰的价值定位。针对指定客户，制定并落实相应的客户管理策略，主动交叉销售我司（MSIS）的全套服务及切实可行的解决方案，以满足客户需求。

3) Maintain thorough understanding of the clients’ end use markets, their important customers, and their main competitors and share this understanding with the wider sales and Service Delivery Support and operations teams.
透彻理解客户的终端应用市场、其重要客户及主要竞争对手，并将相关认知与更广泛的销售团队、服务交付支持团队及运营团队分享，以促进协同。

4) Follow up leads received from technical delivery/Service Delivery Support teams and work with clients and relevant internal stakeholders to define scope of works, prepare bids and see them through to execution.
跟进来自技术交付/服务交付支持团队的销售线索，与客户及相关内部利益相关者协作，确定工作范围、准备投标方案，并跟进执行直至项目落地。

5）Collect feedback from clients and work with internal teams to resolve client concerns; identify trends and make recommendations for implementing solutions.
收集客户反馈并协同内部分析解决客诉问题；识别共性需求趋势，推动制定解决方案。

6）Determine clients’ future needs and provide detailed client feedback to relevant departments with regards to product requirements and enhancements. And ensure internally that adequate follow up to client takes place.
研判客户未来需求，向产品部门提交改进建议；建立闭环机制确保客户诉求得到跟进落实。

7）Develop and lead the execution of a Sales and CRM plan in country/area, to meet or exceed Inspection’s business objectives (Budget Income and Margin).
制定国家/地区级销售与CRM战略规划并主导实施，确保检验业务超额达成预算目标（收入及利润率）。

8）Using market analysis, identify new business opportunities and ensure that all new services which are brought to the market are technically and commercially sound.
基于市场分析捕捉新业务机会，严控新服务上市前的技术与商业可行性评估。

9）Provide input into and lead together with the Country Operations Manager, the strategy development, marketing and business development plans for country.
参与国家战略制定并协同运营经理主导实施：涵盖市场策略、业务拓展及营销计划。

10）Ensure the sales team develop a thorough understanding of our clients’ business so that they create a clear value proposition for assigned accounts. And ensure that they implement appropriate account management strategies for designated Accounts, to proactively create cross-selling of our full range of MSIS services with viable solutions, to meet clients' needs.
确保销售团队深入了解客户的业务，以便为所负责的客户制定清晰的价值主张；并确保他们为指定的重点客户实施合适的客户管理策略，主动进行交叉销售，提供我们全套MSIS服务的可行解决方案，以满足客户需求。

11）Maintain a thorough understanding of the clients’ end use markets, their important customers, and their main competitors and share this understanding with the wider sales and Service Delivery Support and operations teams.
深入了解客户的终端应用市场、其重要客户及其主要竞争对手，并将这些信息与更广泛的销售、服务交付支持(SDS)及运营团队分享。

12）To lead or support large opportunities for end-users clients in the designated geography of responsibility, e.g. WWI services, in co-operation with and support of global BD Managers, against defined business plans, strategies and budgetary objectives.
在指定责任区域内（例如：无线油井检测(WWI)服务），与全球业务发展经理协作并获得其支持，严格遵循既定的业务计划、战略及预算目标，领导或支持面向终端用户客户的大型商机。

13）Deliver/exceed agreed individual and team targets for Sales. Measure, analyse and report on sales performance through forecasts, pipeline, market trends, competitors, and customer satisfaction reports with support from the wider Inspection Marketing team.
达成/超越既定的个人及团队销售目标。在更广泛的检验业务营销团队支持下，通过销售预测、销售漏斗、市场趋势、竞争对手分析及客户满意度报告来衡量、分析并报告销售业绩。

14）Manage the CRM plan for designated accounts including overall customer satisfaction and profitability, to retain and grow the lifetime value of clients including meeting or exceeding sales targets.
管理指定重点客户的CRM计划（包括整体客户满意度和盈利能力），以保留并提升客户终身价值，包括达成或超越销售目标。

15）Monitor and report on all client meetings and visits for each client in D365, including relevant competitor activity. Disseminate this information to line manager. Contribute to appropriate sales review meetings.
在D365系统中监控并汇报所有客户会议及拜访活动（含相关竞争对手动态），并将此信息传达给直属经理。参与适当的销售回顾会议。

16）Support and represent LRQA at industry events, local seminars and presentations as required.
根据需要支持并代表LRQA出席行业活动、地方研讨会及推介会。

17）Conduct activities in line with internal procedures, accreditation schemes, legislation and industry standards as well as entering all leads/opportunities in Salesforce.
按照内部流程、认证方案、法规及行业标准开展活动，并在Salesforce系统中录入所有销售线索/机会。

18）To pursue Continuous Professional Development and maintain a high degree of discipline knowledge and awareness.
持续追求专业发展，保持高水平的专业知识及行业认知度。

19）As appropriate, coach technical delivery and Service Delivery Support teams towards a more client focused and commercial approach.
酌情指导技术交付和服务交付支持(SDS)团队，推动其采取更以客户为中心且更具商业思维的工作方式。

20）Contribute to protecting and enhancing the reputation of LRQA and to improving the business, by putting forward new ideas and, when requested to do so, supporting the implementation of change to meet the future needs of the business.
通过提出新想法，并在需要时支持实施变革以满足业务的未来需求，为保护和提升LRQA的声誉以及改善业务做出贡献。

21）Establish and maintain strong working relationships with and provide commercial guidance and direction to Service Delivery Support and technical delivery teams.
与服务交付支持(SDS)和技术交付团队建立并保持牢固的工作关系，为其提供商业指导并指明方向。

22）Assist area sale manager to develop sale growth plan in new countries, or new product/services.
协助区域销售经理制定在新国家或针对新产品/新服务的销售增长规划。

Requirements 岗位要求：

1）Ideally a degree in Engineering or equivalent, with strong practical experience in Chemical & Power sectors.
理想情况下，应具备工程学或同等专业学位，并在化工和电力行业拥有丰富的实践经验。

2）At least 3-5 years relevant working experience in a sales/marketing and client facing role with proven track record of winning new business.
至少具备3-5年在销售/市场营销及面向客户的岗位上相关工作经验，拥有赢得新业务的良好业绩记录。

3）Experience of identifying client and business opportunities, including cold calling.
具备识别客户及业务机会的经验，包括进行陌生电话拜访。

4）Experience of preparing and submitting bids and tenders to meet client proposals.
具备准备并提交投标书（标书）以满足客户提案要求的经验。

5) Excellent interpersonal and communication skills with the ability to influence clients and colleagues to deliver excellence.
出色的沟通能力和人际交往能力，能够影响客户和同事追求卓越。

6) Good commercial awareness - in particular, analysis and interpretation of financial and non-financial information.
良好的商业意识——特别是能够分析和解读财务及非财务信息。

7) Strong understanding of sales and marketing principles.
深刻理解销售和营销原理。

8) Excellent negotiation skills.
优秀的谈判技巧。

9）Self-motivated with “can do” attitude and ability to work in a highly technical environment.
自我激励，秉持“积极进取”的态度，并具备在高度技术化环境中工作的能力。

10）Committed to continuous personal development through continually looking for opportunities to improve sales skills.
致力于持续的个人发展，通过不断寻求机会提升销售技能。

11) Excellent IT skills - Word, Excel, Internet, Powerpoint, databases and email- software.
出色的IT技能——熟练掌握 Word、Excel、互联网、PowerPoint、数据库及电子邮件软件。

12) Experienced user of sales CRM systems like D365.
熟练使用销售CRM系统（如 D365）。

13) Ability to quickly and effectively assimilate market intelligence or detailed and complex information to support business decisions.
能够快速有效地消化和运用市场情报或详细复杂的信息，以支持业务决策。

14) Good team player with skills to work effectively in a global environment with colleagues of different cultures.
良好的团队合作精神，具备在全球环境中与不同文化背景的同事高效合作的技能。

15) Ability to coach/mentor colleagues to improve team and organisational performance.
具备指导/辅导同事以提高团队和组织绩效的能力。