Mission Statement 使命:
Keep delivering greater revenue and profit results by adopting a customer-focused strategy, empowering the sales team and mobilizing all available resources.
以客户为中心，从以人为本出发，通过销售团队管理，资源整合以及自身榜样为示范，带领公司的销售团队不断刷新曾经的销售与利润记录，超越自我。


General Function & Key Objectives 职能综述和主要目标:
Develop sales strategies, tactics and action plans. Build a strong sales team and lead by example to realize established business goals. Cultivate and maintain long-lasting and strong partnerships with customers to serve business goals.
制定并执行公司的销售和市场策略。身先士卒，领导，推动，管理和发展一个高效的销售团队，以实现酸管理设备和相关备件产品的销售指标和目标收入，并持续提高客户的满意度和忠诚度。

JOB Qualifications 任职资格
Education and Experience Requirements教育经验和能力要求 :

1. Basic qualifications: Degree in business, sales, marketing or engineering. 10+ years of relevant sales experience and minimum 3-5 years of team management experience. Driver’s license.
基本资质：商业、市场营销或工程专业学位。至少10年相关销售经验，不少于3-5年团队管理经验。有驾照。
2. Own initiative: Able to travel frequently. Can develop and maintain customer relationship independently. Fast learner with self-discipline.
独立工作能力：能够频繁差洽谈业务, 独立开发、维护客户资源，快速学习并自我管理。
3. Marketing ability: Knowledgeable in sales principle. Aware of policy changes, practices, trends and information that may affect the company. Can make precise analysis, and develop strategies and tactics to catch new sales opportunities.
市场分析能力：拥有销售方面扎实的理论知识，在面临影响业务和组织的当前与未来可能的政策，做法，趋势和信息时，懂得战略，战术在市场中的作用和强大的市场洞察力，准确的分析技能。
4. Action ability: Have clear targets. Aware of all stakeholders’ interests, and enjoy working hard to achieve all-win results. Able to drive for action and close the loop in conversations. Operates with professional integrity.
行动力：以行动为导向，目标为结果，喜欢努力工作，及时提供指导和行动，坚定的推动行动并在讨论中“结束循环”，让自己和他人取得成果，并非常注重底线。
5. Strategic ability: Have broad knowledge and perspective to see ahead. Able to anticipate future trends and consequences accurately. Can articulately paint credible pictures and visions of possibilities and likelihoods.
战略分析能力：能清楚地看到前方，准确地预测未来的后果和趋势，具有广泛的知识和观点；在面向未来的时候，能够清晰的描绘出可信的图片，以及可能性和可能的愿景。
6. Organizing ability: Coordinate and make the best use of resources (people, capital, material, support) to advance multiple activities at the same time and realize established goals. Understand the origin and rationale behind key policies, practices and procedures.
组织能力：能够敏捷效利用、协调各种资源（人员、资金、物资、支持）推动多个活动，以实现既定目标，并能够为业务制定目标，懂得关键政策，实践和程序背后的起源与原因。
7. Management ability: Understand how a unit works and its culture, and know how to get things done both through formal channels and the informal network. Can unite and motivate team with inspiring visions, clear milestones and appropriate rewards/punishments.
管理能力：了解部门的工作方式及文化，知道如何通过正式渠道和非正式网络完成工作，传达令人信服且充满感召力的愿景或核心目标感；知行合一，创建里程碑和符号，在愿景背后凝聚支持，能够激励整个单位和组织，并赏罚分明。
8. Negotiating ability: Able to formulate and execute effective negotiation strategy, and enable team members to do so. Demonstrate direct, forceful and diplomatic stance as situation requires. Build trust quickly with all parties in negotiation. Have good sense of timing, manage the negotiation pace well, and reach common ground with least friction. Win concessions without damaging relationships. Rich experience of negotiating big deals of sophisticated structure is a plus.
谈判能力：知道如何计划和执行谈判，并善于帮助团队制定这些策略，这既可以是直接的、有力的，也可以是外交的；能够在困难的情况下与内部和外部团队进行充分的谈判，并以最小的噪音解决差异, 有丰富的项目型销售和谈判大型、财务和复杂交易结构经验者优先；可以在不破坏关系的情况下赢得客户的让步；懂得迅速获得谈判其他各方的信任，有很好的时间感和节奏感。
9. Presentation ability: Able to make persuasive and effective presentation in different settings, to all types of audience, and on a variety of topics. Be able to flexibly adjust communication strategy midway by closely observing audience response.
演讲能力：在各种正式的演示环境中都很有效：一对一、小型和大型团队、同龄人、直接下属和老板无论是在组织内部还是外部，在冷数据和热点和争议话题上都有效。在演示过程中引起注意并能管理团队流程，当某些东西不起作用时，可以中途改变策略。
10. Writing ability: Able to write concisely and clearly in appropriate styles, and convey message with desired effects.
写作能力：能够在各种沟通环境和风格中清晰简洁地书写，能够传达具有预期效果的信息。


Language Ability 语言能力: (English 英文 & Mandarin 普通话)
Chinese 中文；Fluent English 流利的英文


General Work Attitude工作态度要求:
1. Strong passion to win. 有强烈的激情和意愿去赢。
2. Honesty & integrity and embrace change. 诚实守信，拥抱变化。
3. Think positive under pressure and be aggressive to achieve goal. 在压力下仍能积极进取达成目标。



Primary Responsibilities 主要职责:
- Formulate and execute vertical market strategies. Report to local General Manager. Set specific KPIs to track objectives. Assign responsibility for each KPI to specific team members and hold them accountable for meeting their periodic performance target. Give valuable feedback to team members on a regular basis.
负责垂直销售管理，直接向总经理汇报，带领本地销售团队完成制定的酸管理系统和备件销售、利润目标。通过制定赢得客户的垂直业务开发战略计划，执行策略，KPI管理和月度/年度目标进行跟进，并定期向下属提供结构化的反 馈, 以实现公司的销售目标和公司制定的个人月度的绩效考核。
- Increase sales by developing relationships with current customers (distributors, dealers and key accounts), and by proactively developing new business leads. Be involved and take a hands-on role in sales process. Regularly contact with HQ in Sweden and engage in project management when necessary.
通过发展与现有客户（分销商、经销商和大客户）的关系，以及积极开发新的业务线索，提高销售额。参与并亲自参与销售过程。和瑞典总部保持紧密的联系，进行必要的项目管理。
- Manage the entire sales cycle. Hold regular sales meetings to clarify and assign sales tasks. Give advice and assistance to the sales team. Checking and approval of sales contracts, project evaluation, take care of delivery time and payment. Manage cost of sales. Optimize resource and budget allocation. Pay special attention to serving key customers.
定期召开销售会议，拜访大客户，对销售关键客户进行部署、销售工程师任务分配、销售目标引导，市场细分，审核和批准销售合同，项目评估，注意交货时间和付款，管理销售成本，包括资源分配、公司层面的预算、设施优化，为销售团队提供建议和帮助，协调和照顾重要客户。
- Develop strategic solutions for customers that appropriately consider available facts, constraints, competitive circumstances, strategic priorities, and probable consequences. Clearly connect solutions to business needs. Responsible for meeting sales targets (orders & shipments) for all system solutions, platform, products and services. Monitor and manage monthly reports. Monthly cadence review on each salesperson’s opportunity list and key action plan to ensure an adequate sales funnel for business.
为客户适当地考虑实际情况、约束条件、竞争环境、战略重点和可能的后果制定战略解决方案；清晰地将解决方案与业务需求联系起来，并负责平台、产品和服务的销售目标（订单和发货）, 每月对下属销售工程师的客户机会清单和关键行动计划进行审查，监控和管理月度报告以确保为业务提供充足的销售渠道。
- Identify, hire and retain top sales. Offer continuous coaching and mentoring for key talents, equip the sales team with the right skill sets, hold the team accountable with concrete KPIs and matching rewards.
通过精心规划的职业道路培养人才和团队能力，加入领导力评估，确定关键人才。为关键人才提供持续的指导，并为团队配备合适的技能和能力， 激励行业销售团队，进行绩效评估，包括试用期、月度和年度评估。雇佣并留住***人才。
- Utilize applicable sales tools (CRM, Account Management, Account Plan and TAS) to document sales progress and increase business opportunities. Leverage sales process monthly checkpoints to gain progressive commitments from customers.
有效利用适用的销售工具（CRM、客户管理、客户计划和TAS）来计划和记录进度，并增加客户的商机。利用销售流程每月检查点，从客户那里获得渐进式承诺。
- Serve customers with industry expertise and business acumen. Sells higher level services to customers, and use cumulative industry, product, and company-specific experience to create competitive advantage against competitors.
提供重要的行业专业知识和客户商业敏锐度。向客户销售更高级别的服务，提供思想领导力，并利用累积的行业、产品和公司特定经验，为他们在市场上创造竞争优势。
- Use knowledge of economic, financial, market, and industry trends to understand and improve customer results. Understand major business functions, industry trends, and one’s own position to contribute to effective business strategies and/or tactics.
利用自己对经济、金融、市场和行业趋势的了解来理解和改进客户结果；使用自己对主要业务职能、行业趋势和自身组织地位的理解，为有效的业务战略和/或战术做出贡献。
- Set appropriate customer expectations on the company’s products and services. Own and facilitate customer relationships, ensure that the customer obtains the best value from the company’s offerings.
设定适当客户对产品和服务的期望，拥有并促进客户关系，在与客户的互动中充当倡导者，以确保客户从公司产品中获得***价值，尤其是在赢得销售合同时。
- Understand the customer's business and speak their language. Demonstrates financial and business acumen to develop credibility, loyalty, trust and commitment. Have knowledge of vertical market trends and competition, seek out, target and initiate contact with prospective customers. Identify new product opportunities and market segments.
了解客户的业务并能说他们的语言。展示财务和商业敏锐性，培养可信度、忠诚度、信任和承诺。懂得垂直市场趋势和竞争格局，寻找、定位并开始与潜在客户联系，识别新产品机会和细分市场。
- Sell, with minimal supervision, persuasively, persistently and confidently to customers while reaching optimal profit levels. Focus on closing deals while aming to maximize share of business with customers.
在最低限度的监督下，将产品以有说服力、持久和自信的方式销售给客户，同时达到***利润水平。特别关注销售业绩合同，同时确保我们实现客户业务份额***化。
- Focus on addressing products and system challenges as well as working through gateways to achieve business goals. Sell, renew and expand renewable service agreements to both new and existing customer.
专注于通过提供产品和系统挑战的解决方案，以及通过网络关系实现联合规划状态，向高管层展示价值。对新客户和现有客户销售、续签和扩展可续签服务协议，包括多年服务协议。
- Build partnership with key decision-makers to drive sales. Smoothen sales process, develop relationship, respond to and anticipate customer needs. Actively listen, probe, identify and address concerns.
与关键决策者建立合作关系，以推动产品的解决方案销售。管理持续的销售流程，发展关系，响应并预测客户需求。 积极倾听、探索和识别问题。
- Recommend solutions that match the customer’s products and system challenges. Differentiate the company’s services and products from competitors based on business benefits and knowledge of competitor’s business strategies. Effectively write, present and communicate business proposals. Good at negotiating values and addressing resistance in presentation to close deals.
推荐与客户的产品和系统挑战相匹配的解决方案。根据商业利益和对竞争对手商业战略的了解，将公司的服务和产品与竞争对手区分开来。有效地撰写、提出和沟通提案。协商价值，在演示时解决阻力，并完成销售。
- Analyze, interpret, and report out monthly management reports in regarding to sales activities to market trends and competition. Keeps management informed of progress. Know when to call for assistance from upper management to keep the sales process moving.
根据市场趋势和竞争情况，分析、解释并报告月度销售活动管理报告,让管理层了解进度，知道何时向上级管理层寻求帮助，以保持销售流程的顺利进行。
- Ready and willing to take additional responsibilities and help other colleagues.
完成领导分配的其他工作，愿意接受额外的工作任务，乐意积极帮助其他同事。