气凝胶产品销售经理

通过专注于整体解决方案的需求创造，开发新的市场路线和商业模式，从而在新的细分市场中发现机会并发展Armacell气凝胶业务。
职位描述：
1. 完成指定气凝胶细分市场的销售目标；
2. 通过拜访间接客户，了解他们的问题和需求，确定气凝胶领域的销售机会；
3. 定期收集目标细分市场的市场情报，包括增长趋势、应用、竞争等；
4. 通过提供Armacell解决方案来满足客户的需求；
5. 在当地销售团队的支持下，开发或优化气凝胶产品的市场路线；
6. 在指定的气凝胶部门亲自管理和执行关键项目。管理指定气凝胶部门的主要客户；
7. 在整个销售活动中为客户服务，从售前的技术咨询、询价、合同谈判、项目实施，到售后的问题解决、售后服务；
8. 通过与当地销售团队紧密合作，管理指定部门的项目管道；
9. 定期与销售和市场团队就业务发展进展进行有效沟通；
10. 引进商业模式并推动当地销售团队采用；
11. 与市场团队紧密合作，提出针对目标市场的新产品/解决方案；
12. 为指定的气凝胶部门准备年度销售预算。
职位要求:
1. 本科或以上学历，工程（技术/机械）或聚合物气凝胶材料专业，有特种船舶包括双燃料船、中国Energy & Industry海外项目、中国船厂承接的国际海洋工程、数据中心、核电和其它热电站等工作经验者优先，或有同等工作经验；
2. 5年以上技术销售工作经验；
3. 优秀的沟通和建立关系的技巧。注重细节，有很强的组织和领导能力；
4. 良好的团队合作精神，能接受出差。
5. 有矩阵式销售组织工作经验及跨职能领导项目经验者优先；
6. 熟悉整体解决方案方法。
To identify opportunities & grow Armacell Aerogel business in new segments through focusing on demand creation for total solutions, developing new route to market and business model which can be adopted successfully by local sales organization.
Job Responsibilities:
1. Achieve sales target in assigned Aerogel segments
2. Identify sales opportunities in Aerogel segments by visiting indirect customers to understand their problems & needs.
3. Collect market intelligence including growth trend, application, competition, etc. for target segments on regular basis.
4. Generate demand by providing Armacell solutions to meet customers’ needs.
5. Develop or optimize route to market with support of local sales teams for Aerogel segments.
6. Manage and pursue in person for key projects in assigned Aerogel segments. Manage key accounts in assigned Aerogel segments.
7. Serve customer during entire sales activities, from pre-sales, such as technical inquiring, RFQ (Request For Quotations), and contract negotiation, project implementation, and post-sales, such as problem solving, after sales service
8. Manage project pipeline in assigned segments by working with local sales team closely.
9. Communicate effectively with sales & marketing teams on progress of business development on regular basis.
10. Introduce business model and drive for adoption by local sale teams.
11. Propose for launch of new products/solutions for target segments by working with marketing team closely.
12. Prepare annual sales budget for assigned Aerogel segments.
Job Requirements:
1. Bachelor's degree or above, majoring in engineering (technology/mechanical) or polymer aerogel materials. Candidates with working experience in special vessels including dual-fuel ships, overseas projects of China Energy & Industry, international marine engineering projects undertaken by Chinese shipyards, data centers, nuclear power plants and other thermal power stations are preferred, or those with equivalent working experience.
2. Minimum 5 years working experience in technical sales
3. Excellent communication and relationship-building skills. A strong attention to detail, and high level of organization & leadership.
4. Good team player.
5. Willing to have extensive travel in China
6. Working experience with matrixed sales organization & leading project across functions is preferred
7. Familiar with total solutions approach.