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作為IWG集團(tuán)的區(qū)域銷售經(jīng)理，您將以IWG集團(tuán)旗下辦公空間品牌銷售顧問(wèn)的角色全程負(fù)責(zé)中心的銷售工作。為確保銷售業(yè)績(jī)超額完成，工作內(nèi)容涉及整個(gè)銷售周期，從識(shí)別出新銷售機(jī)會(huì)到成功完成訂單：完成客戶帶看，提供合適的方案，跟進(jìn)并完成交易。通過(guò)一系列客戶會(huì)議活動(dòng)來(lái)發(fā)展客戶。
工作職責(zé)：
1.核心銷售活動(dòng)
2.主動(dòng)銷售活動(dòng)（業(yè)務(wù)拓展）
3.策劃：與社區(qū)經(jīng)理溝通，開(kāi)發(fā)挖掘更多銷售機(jī)會(huì)，識(shí)別交叉銷售和營(yíng)業(yè)額提升的機(jī)會(huì)
4.確保服務(wù)質(zhì)量，提升銷售業(yè)績(jī)
關(guān)鍵核心指標(biāo)：
- 營(yíng)業(yè)收入增長(zhǎng)
- 訂單數(shù)量-每日成交訂單數(shù)
- 轉(zhuǎn)換率-從需求到成交訂單
- 中心入駐率
- 客戶留存率
- 凈推薦值
- 自有渠道的銷售訂單數(shù)
- 折扣率：使用折扣的訂單所占比
技能和態(tài)度
- 銷售技巧設(shè)立，演講和協(xié)調(diào)技巧
- 時(shí)間管理
- 良好的中英文口語(yǔ)能力
- 具備較強(qiáng)的市場(chǎng)規(guī)劃及分析能力，優(yōu)秀的交流溝通能力，強(qiáng)烈的自主自發(fā)力，有商業(yè)辦公地產(chǎn)行業(yè)銷售工作經(jīng)驗(yàn)者優(yōu)先
- 斗志昂揚(yáng)-始終保持競(jìng)爭(zhēng)力，力求超越自己的目標(biāo)
- 熱情洋溢-面對(duì)客戶，始終保持積極鼓勵(lì)的態(tài)度做每一件事
- 堅(jiān)韌不拔--在追求挑戰(zhàn)之余，致力提高自己的能力，以適應(yīng)不斷變化的環(huán)境
- 平易近人、影響他人-與所遇之人建立密切聯(lián)系
- 勤奮努力并以此為傲-注重細(xì)節(jié)，明白在細(xì)節(jié)處追求高標(biāo)準(zhǔn)亦可引起大變革
- 積極進(jìn)取-在解決問(wèn)題時(shí)，能夠主動(dòng)承擔(dān)，果斷行事，爭(zhēng)分奪秒，力求創(chuàng)造非凡的成果
Job description
Area Sales Managers are fully accountable for the sales performance of centers of responsibility. Need to ensure sales performance and KPI’s are exceeding expectations by handling the full sales cycle, from identifying a new sales opportunity until closing successfully a deal: execute perfect prospect visits, offer the right solution, follow up and close the deal. To develop customers through executing customer meetings.
Key Accountabilities
1. Core Sales Activities
2. Proactive Sales Activities (Business Development)
3. Planning
4. Quality Control of activities that impact sales
Key Performance Indicators / Job Performance Expectations
- Revenue growth
- Deal volume – Deal / Day
- Conversion: Enquiry to Deal
- Center(s) Occupancy
- Client Retention rate
- Net promoting score
- Self-generated leads
- Discount rate: % of deals done using a discount
Skills and Attitude
- Sales skill set, presentation and negotiation skills
- Time Management
- written skills in Chinese and English
- Achievement – highly competitive, driven to achieve and exceed specific goals
- Enthusiastic – always has a positive attitude for your customers
- Resilient – enjoys challenges and adapts to change; consistently demonstrates energy and passion
- Influential – confident and approachable; delivers results by building strong relationships with customers
- Pride – pays attention to detail; takes responsibility for maintaining high standards
- Motivated – takes ownership and acts decisively to solve problems and deliver results. Makes every minute of every day count