润滑油渠道大客户销售 NKA Sales

Workplace: Homebase.
Key Accountabilities:
1. According to PLI’s key account strategy and sales data analysis, take care of the regional key account business, and build up the long-term & steady strategy cooperation with them to obtain the more business value.
2. Lead the regional key account team to develop, manage, and maintain the new & existing key account, achieve & exceed the team & personal sales KPIs set by RSD.
3. Actively implement the key account sales toolkits (POPSA, Call repots, DMS coaching reports, etc.) up to standard, personally & the whole team.
4. Understand the activity, business and needs of customers, provide sound information and advice on products and services, and to sell and negotiate win-win solutions with the key account.
5. Assure the fully execution of activities, program, and policy set by Mkt & RTM in the region, keep the close communication within PLI internal, and coordinate the resources allocation into the regional key account.
6. Instruct and coach KAM’s capability on the management of the key account business and key account distributor.
7. Monitor and report on market trends and competitors in the region and propose / initiate / take actions.

1. 根据马石油润滑油（PLI）大客户战略及销售数据分析，负责区域大客户业务，与客户建立长期稳定的战略合作关系，实现更大商业价值。
2. 带领区域大客户团队开发、管理及维护新老大客户，完成并超越区域销售总监设定的团队及个人销售关键绩效指标。
3. 推动本人及团队按标准落地执行大客户销售工具（如 POPSA、拜访报告、经销商管理体系辅导报告等）。
4. 洞察客户动态、业务及需求，提供专业的产品与服务信息及建议，与大客户洽谈并达成双赢解决方案。
5. 确保市场部及渠道通路管理部制定的各项活动、项目及政策在区域内全面落地，保持公司内部密切沟通，协调区域大客户相关资源配置。
6. 指导并培养大客户专员在大客户业务及大客户经销商管理方面的能力。
7. 监控并汇报区域市场趋势及竞品动态，提出、发起并执行应对举措。

Key Requirements:
1. University degree in business with marketing and sales focus.
2. Minimum of 5 years in Key Account Management, Lubricant & Auto aftermarket preferred.
3. Having strong communication, data-analytical, and commercial skills.
4. Take initiative, can create strong business relations and can detect business opportunities easily.
5. Ability to work in a matrix organization and drive large internal / external groups.
6. A positive attitude of driving to exceed targets, strong people management skills.
7. Advanced knowledge in MS Office.
8. Fluent in English (both verbal & written).

1. 大学本科及以上学历，市场营销、销售等商务类专业。
2. 至少 5 年大客户管理工作经验，有润滑油及汽车后市场行业经验者优先。
3. 具备出色的沟通能力、数据分析能力及商务谈判能力。
4. 工作积极主动，擅长搭建优质商务合作关系，敏锐捕捉商业机会。
5. 能够适应矩阵式组织架构工作模式，推动内外部大型团队协同开展工作。
6. 具备积极进取、超越目标的工作态度，优秀的人员管理能力。
7. 熟练使用微软办公软件。
8. 英语流利，具备良好的英语口语及书面表达能力。