職位描述
企業(yè)客戶區(qū)域銷售
Position Overview：
1.Take charge of daily sales activity to achieve ambitious growth targets in China.
2.Take responsibility for market intelligence, strategic market planning and developing of regions/applications, including competitor analysis and monitoring.
3.Understand market and customer needs and whereas required, drive the process of managing &/or adapting the equipment portfolio to enable growth. If potential exists outside the outlined strategy, prepare a business case outlining its potential.
4.Eager to drive sales result and develop the specific application or a region (different provinces). Depending on growth achieved, whereas there is a likelihood to manage 1-2 direct sales reports in the next 2-3 years.
1.Take charge of daily sales activity to achieve ambitious growth targets in China.
2.Take responsibility for market intelligence, strategic market planning and developing of regions/applications, including competitor analysis and monitoring.
3.Understand market and customer needs and whereas required, drive the process of managing &/or adapting the equipment portfolio to enable growth. If potential exists outside the outlined strategy, prepare a business case outlining its potential.
4.Eager to drive sales result and develop the specific application or a region (different provinces). Depending on growth achieved, whereas there is a likelihood to manage 1-2 direct sales reports in the next 2-3 years.
Main Responsibilities:
1.Sales (Regional/Applications)
1）Acquires actively TOMRA technology, Category, Customer Value.
2）Execute intelligence studies to maintain competition advantage; actively gather competitor information on assigned regions and segment; report this in a structured manner to the organization.
3）Actively explores the market to have an image on the sales potential; the same should be supported by market mapping/evaluation, this in conjunction with the Product/Category Directors.
4）Valued partner to the customers and work with the consultative sales approach mapping needs of customers and finding the right solutions.
5）Work proactively and in a structured way with sales planning
6）Maintain leads, create opportunities and keep an updated pipeline in CRM system & accurate OI forecasts.
7）Initiate application tests on new or unknown applications; hence to develop either the application knowledge or identifying the equipment fit for the sorting tasks (whereas needed initiate also the required R&D)
8）Responsible for managing customer demonstrations and reports
9）Searching for right solutions for customers & make projects long-term successful.
10）Deliver sales (OI/Revenue) budget results and committed to win
11）Produce (weekly/monthly) reports to on sales activity.
1.Sales (Regional/Applications)
1）Acquires actively TOMRA technology, Category, Customer Value.
2）Execute intelligence studies to maintain competition advantage; actively gather competitor information on assigned regions and segment; report this in a structured manner to the organization.
3）Actively explores the market to have an image on the sales potential; the same should be supported by market mapping/evaluation, this in conjunction with the Product/Category Directors.
4）Valued partner to the customers and work with the consultative sales approach mapping needs of customers and finding the right solutions.
5）Work proactively and in a structured way with sales planning
6）Maintain leads, create opportunities and keep an updated pipeline in CRM system & accurate OI forecasts.
7）Initiate application tests on new or unknown applications; hence to develop either the application knowledge or identifying the equipment fit for the sorting tasks (whereas needed initiate also the required R&D)
8）Responsible for managing customer demonstrations and reports
9）Searching for right solutions for customers & make projects long-term successful.
10）Deliver sales (OI/Revenue) budget results and committed to win
11）Produce (weekly/monthly) reports to on sales activity.
2.Customer/Account Relationship Management:
1）Keeps long-term good commercials relations with customers
2）Put TOMRA and our customers best interest first
3）Drive customer satisfaction
4）Build strong reference in my territory/application (includes - support marketing team to do successful story/testimonial.)
1）Keeps long-term good commercials relations with customers
2）Put TOMRA and our customers best interest first
3）Drive customer satisfaction
4）Build strong reference in my territory/application (includes - support marketing team to do successful story/testimonial.)
3.Collaboration with the strong TOMRA team:
1）Responsible for collaborating and mobilizing the Sales organization to work in the best way for customers and TOMRA.
2)Supporting service, and customer solution deliver team to deliver happy customer experience.
3)Deliver TOMRA value and maximize the business growth of customers and TOMRA through the team.
1）Responsible for collaborating and mobilizing the Sales organization to work in the best way for customers and TOMRA.
2)Supporting service, and customer solution deliver team to deliver happy customer experience.
3)Deliver TOMRA value and maximize the business growth of customers and TOMRA through the team.
Main Requirements:
1.Bachelor or above degree, technical or food related major is preferred.
2.Over 3 years’ B2B sales experience with proved successful record.
3.Good English (speaking and written skills) and Mandarin
4.Solid understanding of consultative & business value selling.
5.Experience in delivering client-focused solutions based on customer needs.
6.Motivated, goal oriented, aggressive, persistent, ambitious, passion and can drive for result; never give up mentality.
7.A skilled in negotiation delivered with in a confident & persuasive manner with excellent listening skills. And good at communication and coordination with internal/external resources.
8.For home based ASM, need to be located in Xiamen or Kunshan for the first half year to quickly ramp up based on systematic training program; both domestic and international travel when needed.
1.Bachelor or above degree, technical or food related major is preferred.
2.Over 3 years’ B2B sales experience with proved successful record.
3.Good English (speaking and written skills) and Mandarin
4.Solid understanding of consultative & business value selling.
5.Experience in delivering client-focused solutions based on customer needs.
6.Motivated, goal oriented, aggressive, persistent, ambitious, passion and can drive for result; never give up mentality.
7.A skilled in negotiation delivered with in a confident & persuasive manner with excellent listening skills. And good at communication and coordination with internal/external resources.
8.For home based ASM, need to be located in Xiamen or Kunshan for the first half year to quickly ramp up based on systematic training program; both domestic and international travel when needed.
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獎金績效
提成
工作地點
陶朗分選技術(shù)(廈門)有限公司
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陶朗分選技術(shù)(廈門)有限公司陶朗集團是傳感分選解決方案及收集解決方案供應(yīng)商，以引領(lǐng)資源革命為使命，以優(yōu)化資源生產(chǎn)力為目標，開發(fā)了全系列的基于傳感的解決方案，幫助客戶增加收益并減少對環(huán)境的影響。陶朗集團于挪威奧斯陸證交所上市，目前在全球80多個國家和地區(qū)設(shè)有運營機構(gòu)，員工人數(shù)達2400多人，2014年營業(yè)額為5.5億歐元。陶朗集團于1972年成立于挪威，成立之初，集團的主要業(yè)務(wù)是設(shè)計、制造和銷售空瓶回收機，在40多年的發(fā)展歷程中，陶朗集團始終不遺余力地進行技術(shù)研發(fā)和產(chǎn)品革新，與此同時，進行了多次的戰(zhàn)略性并購和內(nèi)部研發(fā)投資，技術(shù)鏈不斷健全，技術(shù)方案的應(yīng)用范圍更廣，今天，陶朗集團的業(yè)務(wù)橫跨兩大領(lǐng)域——資源收集和分選。集團把科技創(chuàng)新、產(chǎn)品質(zhì)量和服務(wù)品質(zhì)作為立足之本，憑借不可辯駁的實力得到了業(yè)界的普遍認可；在2004至2014年間，集團營業(yè)額年增長率一直保持在33%左右。2018年，陶朗集團再次贏得了歐洲企業(yè)年度大獎，是年營業(yè)額超過1.5億歐元企業(yè)類別的十家最終獲獎企業(yè)之一。作為這個獎項的優(yōu)勝者，標志著陶朗集團在科技創(chuàng)新、商業(yè)道德和財務(wù)成就方面，在業(yè)界及整個歐洲獲得了普遍認可。陶朗集團于2010年進入中國市場，目前在華有五大業(yè)務(wù)板塊——自動退瓶機業(yè)務(wù)板塊以及分選事業(yè)部下屬的食品、資源回收、礦產(chǎn)及特殊產(chǎn)品業(yè)務(wù)板塊。截止至2015年底，在大中華地區(qū)共安裝了超過250臺設(shè)備（其中食品分選業(yè)務(wù)120多臺，資源回收業(yè)務(wù)80多臺，礦產(chǎn)和特殊產(chǎn)品業(yè)務(wù)50多臺）我們的在華全資子公司設(shè)在風景秀美的海濱城市廈門，這也是陶朗的大中華地區(qū)總部所在地，除辦公室外，在廈門還設(shè)有兩個先進的設(shè)備測試中心（分別服務(wù)于食品業(yè)務(wù)和資源回收業(yè)務(wù)）及一個組裝車間；此外，陶朗分選事業(yè)部的客戶服務(wù)團隊為及時響應(yīng)全國各地的各戶需求，在全國范圍內(nèi)設(shè)立了5個服務(wù)網(wǎng)點，分別位于青島、杭州、昆明、蘭州和臺中。2015年，新近踏進中國市場的陶朗自動退瓶機業(yè)務(wù)還與本地合作伙伴一起，共同在北京和廈門成立了2家合資公司，開始全面開展自動退瓶機的本地研發(fā)、運營和銷售。陶朗集團回收事業(yè)部：陶朗集團的發(fā)展始于自動退瓶機業(yè)務(wù)，經(jīng)歷了40多年的發(fā)展和繁榮，迄今，陶朗已向全世界40多個國家和地區(qū)提供了7萬多臺自動退瓶機，這些機器每年實際回收超過350億個空飲料瓶/罐。目前，陶朗集團回收事業(yè)部涵蓋自動退瓶及和資源回收兩大業(yè)務(wù)板塊，占集團總收入的60%。我們?nèi)盗械募夹g(shù)方案能夠幫助客戶通過不同技術(shù)方案的組合實現(xiàn)各種高難度的分選，能夠服務(wù)于食品、礦業(yè)及回收資源等領(lǐng)域的多樣化分選任務(wù)，在業(yè)界首屈一指，是當之無愧的領(lǐng)軍企業(yè)。-食品業(yè)務(wù)陶朗食品業(yè)務(wù)秉承開發(fā)尖端技術(shù)為客戶優(yōu)化生產(chǎn)流程的理念，30多年以來始終堅持為客戶提供品質(zhì)可靠且高效的解決方案。食品業(yè)務(wù)的前身為BEST和ODENBERG兩大國際知名品牌，品牌的整合使得陶朗能夠為全球食品加工企業(yè)提供從農(nóng)場到餐桌的全鏈條方案：包括設(shè)計和提供尖端的分選、去皮和過程分析設(shè)備，協(xié)助客戶實現(xiàn)提高生產(chǎn)效率，增加產(chǎn)出和提高產(chǎn)品質(zhì)量的最終目標。陶朗食品分選解決方案的應(yīng)用范圍廣泛，包括新鮮水果、新鮮蔬菜、干果、鮮切蔬菜、土豆、肉類、海產(chǎn)品等，目前已在全球范圍內(nèi)為食品生產(chǎn)商、包裝商及加工商提供了5000多臺設(shè)備，這些設(shè)備操作和維護簡便，還能實現(xiàn)食品原料的最大化利用率，減少浪費，從而實現(xiàn)資源的有效利用。資源回收業(yè)務(wù)：陶朗基于傳感的分選技術(shù)可用于從廢物和垃圾中回收各種有價資源，包括紙制品、金屬和塑料等多種應(yīng)用領(lǐng)域，從而減少對一次能源及原材料的需求，降低人類生產(chǎn)活動對環(huán)境造成的不良影響。目前，共有4500多臺陶朗的資源回收分選設(shè)備安裝于全世界40多個國家和地區(qū)。我們的尖端科技不但能從垃圾中自動識別和分選高純度的可回收資源，還能幫助提高生產(chǎn)線的靈活性，使之能夠處理更多組分不同的垃圾，并可通過實時監(jiān)測垃圾的組分，使得分選任務(wù)根據(jù)投入物料的組成不同而更具針對性，從而顯著提升回收利用率。我們的專業(yè)工程師團隊憑借多年以來積累的豐富知識和實踐經(jīng)驗，能夠為客戶量身定制符合產(chǎn)品需求的解決方案，讓客戶的設(shè)備能夠始終高效的對各種原料進行分選處理。與此同時，自動化的解決方案大大降低了人工成本以及運行和維修費用。
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