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.
在指定或新客户中开拓盈利性、可持续的销售增长，以达到或超越既定的销售目标。

2）Liaise with service delivery teams to ensure their involvement in defining resource capacity/capability and providing proposal/bid preparation support.
与交付服务团队密切协作，确保其参与资源能力/容量规划，并为方案/投标书准备提供支持。

3）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 automotive 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主张。针对指定客户实施相应的客户管理策略，主动通过可行的解决方案，跨领域销售我们全面的汽车服务，以满足客户需求。

4）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 customer service 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情况，并与更广泛的销售、客户服务及运营团队分享此洞察。

5）Establish and maintain strong working relationships with customer services and technical delivery teams to ensure effective quoting and successful delivery of services to your clients.
建立并维护与客户服务及技术交付团队的牢固协作关系，确保为客户提供有效的报价并成功交付服务。

6）Follow up leads received from technical delivery/customer service teams and work with clients and relevant internal stakeholders to define scope of works, prepare bids and see them through to execution.
跟进技术交付/客户服务团队提供的销售线索，与客户及相关内部利益相关方合作，明确工作范围、准备投标书并推动直至执行。

7）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，与内部团队协作解决客户关切；识别趋势并提出实施解决方案的建议。

8）Keep strong communication lines open with other sales colleagues, account managers and business development community across automotive and the wider LRQA Group.
与汽车业务领域及LRQA集团内更广泛的销售同事、客户经理及业务开发团队保持畅通的沟通渠道。

9）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.
研判客户的未来需求，就产品要求与改进方面向相关部门提供详细的客户反馈。并确保内部对客户进行充分的后续跟进。

10）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.
管理指定客户的客户关系管理 (CRM) 计划，包括整体客户满意度和盈利能力，以维系并提升客户的长期价值，包括达到或超越销售目标。

11）Monitor and report on all client meetings and visits for each client in CRM, including relevant competitor activity. Disseminate this information to line manager. Contribute to appropriate sales review meetings.
监控并汇报CRM系统中每位客户的所有会议和拜访情况，包括相关竞争动态。将此信息传达给直属经理。参与适当的销售回顾会议。

12）Support and represent LRQA at industry events, local seminars and presentations as required.
根据需要，支持并代表LRQA参加行业活动、地方研讨会及演讲会。

13）Conduct activities in line with internal procedures, accreditation schemes, legislation and industry standards as well as entering all leads/opportunities in CRM.
按照内部流程、认证方案、法律法规和行业标准开展活动，并将所有销售线索/商机录入CRM系统。

14）To pursue Continuous Professional Development and maintain a high degree of discipline knowledge and awareness.
追求持续专业发展，保持高度的专业知识水平和行业认知度。

15）As appropriate, coach technical delivery and customer service teams towards a more client focused and commercial approach.
酌情引导技术交付和客户服务团队转向更以客户为中心、更具商业意识的工作方式。

16）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.
通过提出新思路，并在被要求时支持实施变革以满足业务的未来需求，为保护和提升LRQA的声誉以及改进业务做出贡献。

17）Assess the risks and work in a safe manner at all times, robustly implementing health and safety rules, instructions and systems and refuse to undertake or sell work that compromises your or your colleague's safety or health.
评估风险并始终保持安全工作方式，严格执行健康安全规则、指示和体系，拒绝接受或销售会危及你或同事安全健康的工作。

18）Report in a timely manner all incidents including near miss and safety observations (NMSO), accidents and injuries and raise any health and safety concerns with your line manager.
及时报告所有事件，包括未遂事故和安全观察行为 (NMSO)、事故及伤害，并向你的直属经理提出任何健康安全方面的疑虑。

19）Strictly follow internal bid procedures (commercial bid notice) and relevant instructions by line managers.
严格遵守内部投标流程（商业投标通知 - CBN）以及直属经理的相关指示。

Requirements 岗位要求:

1）Ideally a degree in Engineering or equivalent, with strong practical experience in Automotive sectors.
拥有工程学学士学位或同等学历，并具备汽车行业丰富的实践经验。

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岗位的相关工作经验，并拥有成功赢得新业务的可靠业绩记录。

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，包括进行陌生拜访 (cold calling)。

4）Experience of preparing and submitting bids and tenders to meet client proposals.
具备准备并提交投标书和标书以满足客户需求的提案的经验。

5）Excellent interpersonal and communication skills with the ability to influence clients and colleagues to deliver excellence.
出色的沟通与人际交往能力，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——特别是分析和解读财务与非财务信息的能力。

7）Strong understanding of sales and marketing principles.
深刻理解销售与市场营销原理。

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.
积极主动，具有“勇于担当”的态度，并能在高度技术化的环境中工作。

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，通过不断寻找机会提升销售技能。

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.
熟练使用销售类CRM系统（如Dynamics 365 / D365）。

13）Ability to quickly and effectively assimilate market intelligence or detailed and complex information to support business decisions.
能够快速有效地内化市场情报或复杂详细信息，以支持商业决策。

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协作的能力。

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

16）Familiar with the service of FuSa, CS and Sotif.
熟悉功能安全(FuSa)、网络安全(CS)和预期功能安全(Sotif)服务。