职位描述
通用设备制造金属制品/机加工
美资公司，生产及销售标准件产品以及客户定制化的工业铰链，为客户提供可靠的扭力解决方案。职位：销售经理。英文流利，有机械零部件销售经验者优先考虑。工作地点：上海长宁区
PRIMARY CHARACTERISTICS:
• Principles: Supports and models the company’s principles that are identified in the Declaration of Belief and Direction Statement, in all areas of conduct and business as well as requirements and objectives of the sales and marketing organization
• Growth and Development: Develop and implement a vision, strategy, objectives and plans for China Business that will result in sustainable growth by retaining existing customers and delivering new design/program wins.
• Communication: Provide clear, concise, and regular communication on program status, customer visits, challenges, risks, actions, and business results to appropriate leaders, individuals, and teams.
• Teamwork: Create a positive, energizing, and rewarding environment for a cross-functional team. Work with management, Sales, Marketing and Customer Service teams, and coworkers to achieve broader China goals. Contribute ideas, vision, energy, and passion.
• Customer Focus: Provide and execute an annual sales plan that will enable the sales team to achieve objectives and goals.
• Professionalism: Displays professionalism to all constituents by the actions, attitudes and work style displayed. Displays appropriate professional dress.
KEY RESPONSIBILITIES:
Sales Strategy & Business Development:
o Develop and execute a sales plan that drives existing customer retention and growth while securing new program design wins.
o Conduct direct sales activities, including target identification, requirements gathering, opportunity qualification, proposal development, quoting, and follow-up.
o Work with the China sales team to author, negotiate and execute Chinese Customer sales contracts.
CRM & Territory Management:
o Utilize HubSpot CRM daily to plan and manage territories, track opportunities and maintain accurate and timely sales data.
o Ensure consistent documentation of customer interactions, pipeline activity, and forecasts.
o Develop, maintain, and update sales forecasts on a regular basis
Customer support:
o Serve as the primary sales contact for customer questions related to scheduling, order status, etc
o Work cross-functionally to ensure forecasted product demand is supported by production planning and delivery issues.
o Track customer schedules and shipments, communicating proactively regarding order status, expedite requests, and sample deliveries.
Global Sales Team Collaboration:
o Regularly performs pricing and competitive analysis and recommends strategies to improve market position, quality and/or reduce costs.
o Collaborate with global sales organization to provide superior service to multi-country customers
Leadership & Team Development:
o Provide leadership, coaching, and support to China coworkers, fostering collaboration and professional growth.
o Present updates and results at the China Quarterly Review.
o Travel as needed to headquarters for training, collaboration, and alignment.
o Assist in the development of the Annual Operating Plan for China.
Other duties as assigned
SKILLS REQUIREMENTS:
• Customer Focus
• Selling skills (design in components with engineers)
• Time and territory Management
• Broad Market and Customer Knowledge
• Demonstrated ability for technical sales
• Comfort with sales technology – CRMs, Microsoft Teams, and PowerPoint, etc
• Positive attitude and perseverance to overcome objections
• Analytical Thinking and Problem Solving
• Financial Acumen
• Effective Communication & Comprehension
• Industry and Technical Knowledge
• Servant Leadership and Humble Personal Behavior
• Strong Communication Skills to be able to move projects through cross-functional teams
• Must be proficient in PowerPoint, Excel and Word
• Attention to detail and appreciation of deadlines is essential
• Ability to execute multiple tasks and to prioritize their importance is required
• Excellent formal presentation skills before both small and large groups
• A demonstrable capacity to keep abreast of new technology trends, competitive threats, and relevant industry trends
• Excellent verbal and written communications
• Fluent in English and Mandarin (written and oral)
EDUCATION AND WORK EXPERIENCE REQUIREMENTS:
• Four-year degree in business or equivalent
• Four years of experience with technical sales or Master of Business Administration (MBA) with two years of experience.
PREFERRED REQUIREMENTS:
• MBA in Business or equivalent
• Two to Five years sales related experience in China OEM markets
• Experience selling components to mechanical engineers
• Contacts and relationships within OEM markets
• Previous work experience with a global OEM company
PHYSICAL REQUIREMENTS:
• Travel: Up to 50% travel
PRIMARY CHARACTERISTICS:
• Principles: Supports and models the company’s principles that are identified in the Declaration of Belief and Direction Statement, in all areas of conduct and business as well as requirements and objectives of the sales and marketing organization
• Growth and Development: Develop and implement a vision, strategy, objectives and plans for China Business that will result in sustainable growth by retaining existing customers and delivering new design/program wins.
• Communication: Provide clear, concise, and regular communication on program status, customer visits, challenges, risks, actions, and business results to appropriate leaders, individuals, and teams.
• Teamwork: Create a positive, energizing, and rewarding environment for a cross-functional team. Work with management, Sales, Marketing and Customer Service teams, and coworkers to achieve broader China goals. Contribute ideas, vision, energy, and passion.
• Customer Focus: Provide and execute an annual sales plan that will enable the sales team to achieve objectives and goals.
• Professionalism: Displays professionalism to all constituents by the actions, attitudes and work style displayed. Displays appropriate professional dress.
KEY RESPONSIBILITIES:
Sales Strategy & Business Development:
o Develop and execute a sales plan that drives existing customer retention and growth while securing new program design wins.
o Conduct direct sales activities, including target identification, requirements gathering, opportunity qualification, proposal development, quoting, and follow-up.
o Work with the China sales team to author, negotiate and execute Chinese Customer sales contracts.
CRM & Territory Management:
o Utilize HubSpot CRM daily to plan and manage territories, track opportunities and maintain accurate and timely sales data.
o Ensure consistent documentation of customer interactions, pipeline activity, and forecasts.
o Develop, maintain, and update sales forecasts on a regular basis
Customer support:
o Serve as the primary sales contact for customer questions related to scheduling, order status, etc
o Work cross-functionally to ensure forecasted product demand is supported by production planning and delivery issues.
o Track customer schedules and shipments, communicating proactively regarding order status, expedite requests, and sample deliveries.
Global Sales Team Collaboration:
o Regularly performs pricing and competitive analysis and recommends strategies to improve market position, quality and/or reduce costs.
o Collaborate with global sales organization to provide superior service to multi-country customers
Leadership & Team Development:
o Provide leadership, coaching, and support to China coworkers, fostering collaboration and professional growth.
o Present updates and results at the China Quarterly Review.
o Travel as needed to headquarters for training, collaboration, and alignment.
o Assist in the development of the Annual Operating Plan for China.
Other duties as assigned
SKILLS REQUIREMENTS:
• Customer Focus
• Selling skills (design in components with engineers)
• Time and territory Management
• Broad Market and Customer Knowledge
• Demonstrated ability for technical sales
• Comfort with sales technology – CRMs, Microsoft Teams, and PowerPoint, etc
• Positive attitude and perseverance to overcome objections
• Analytical Thinking and Problem Solving
• Financial Acumen
• Effective Communication & Comprehension
• Industry and Technical Knowledge
• Servant Leadership and Humble Personal Behavior
• Strong Communication Skills to be able to move projects through cross-functional teams
• Must be proficient in PowerPoint, Excel and Word
• Attention to detail and appreciation of deadlines is essential
• Ability to execute multiple tasks and to prioritize their importance is required
• Excellent formal presentation skills before both small and large groups
• A demonstrable capacity to keep abreast of new technology trends, competitive threats, and relevant industry trends
• Excellent verbal and written communications
• Fluent in English and Mandarin (written and oral)
EDUCATION AND WORK EXPERIENCE REQUIREMENTS:
• Four-year degree in business or equivalent
• Four years of experience with technical sales or Master of Business Administration (MBA) with two years of experience.
PREFERRED REQUIREMENTS:
• MBA in Business or equivalent
• Two to Five years sales related experience in China OEM markets
• Experience selling components to mechanical engineers
• Contacts and relationships within OEM markets
• Previous work experience with a global OEM company
PHYSICAL REQUIREMENTS:
• Travel: Up to 50% travel
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