北京招聘

Position Title: Business Development Manager

Business Unit: TeamMate

Reports to: AP Sales Director

Date: July 2012




POSITION SUMMARY



TeamMate is the world's leading audit management system, marketed to Internal Audit, compliance and investigation teams in both corporate and public sector organizations.



Reporting to the AP Sales Director this role is responsible for generating new business from new and existing clients, though the sale of software licenses and additional consulting services within SE Asia.



The chosen candidate will receive technical and sales assistance from industry experienced professionals. Being able to work with a "team" selling environment is critical within this role.



This role requires drive, team orientation, resilience and a flexible but well organized work style. The candidate will be a member of a regional team and will be expected to co-operation on regional and global proposals to clients.



The sales cycle for this solution can be substantial though there is an existing book of leads and contact that the successful candidate will be expected to leverage and build upon.




KEY CHALLENGES



Achieving challenging sales targets
Developing and maintaining a strong working knowledge of Internal Audit processes and systems to resolve or direct customer queries appropriately
Developing and maintaining consistent pipeline business whilst managing a variety of lead times
Developing and maintaining product knowledge across wide range of services, including complex software applications
Feedback of new product and service improvement opportunities to the Company
Ability to work autonomously
Maximizing time spent in front of customers through efficient administration and time management



MAJOR AREAS OF RESPONSIBILITY

Sales professionals are expected to meet Company defined revenue goals, both quarterly and annually. They are also expected to manage client expectations to a realistic productive level. A very important responsibility is market awareness. The new sales professional must be very strong in getting in front of key decision makers to present solutions to them. In addition the role encompasses:




Relationships



Building and maintaining relationships with new clients at multiple levels
Manage client expectations in the many areas including:
Product/Solution productivity

Product/Solution implementation

Product/Solution return on investment

Negotiate with senior business professionals
Build relationships with internal Company stakeholders such as other sales consultants and compliance support
Maintain effective relationships with internal Company service providers to ensure high quality customer service and support for clients
Requirements

Achieve or exceed set quarterly and annual sales targets through focus on pipeline to consistently deliver sales targets
With the assistance from the AP Sales Director, develop an approved Company portfolio plan
Develop the business potential of the customer portfolio through innovative strategic planning and tactical management. Represent Company in the business domain (eg. Trade shows and selling seminars) to reinforce awareness of Company image
Develop and master multiple product software applications and develop the skills necessary to both demonstrate the various value propositions and position them in an integrated sales presentation
Develop and maintain industry knowledge through formal education and through on-the-job training
Being able to work with team members on regional and global proposals.
Guide and manage implementation specialists as required.
Keep abreast of product developments and trends in the regional market and be familiar with the competitive offerings
Maintain a high level of professionalism in all aspects of customer contact i.e. preparation for appointments, presentation of material and conduct of negotiation
Maintain internal customer and prospect databases to ensure comprehensive and accurate customer and prospect information
Be responsible for detailed and timely reporting to the AP Sales Director on all relevant aspects of the business including forecast sales revenue and closure dates
Participate in your ongoing Performance Review process and implement actions plans agreed by you and the AP Sales Director



KNOWLEDGE/SKILLS/EXPERIENCE

It is expected the candidate will possess at least 5 years experience in an audit capacity, ideally with a relevant professional qualification such as CPA designation or Certified Internal Audit qualifications. They will have:



A sound understanding of the Internal or External Audit profession
An intimate understanding of sales cycles and processes
A thorough understanding of the purchasing decision process and drivers for medium to large organizations
Commercial acumen that enables effective and efficient evaluation of potential viability of new business to achieve profitable results
Persuasive, articulate and competitive
A consultative solution selling approach
Excellent organizational and planning skills
Excellent written and oral communication skills
Excellent presentation skills
A team player approach, which recognizes the importance of individual accountability within the group
The ability to work in a target driven and goal oriented environment
Strong technology skills including a working knowledge of MS Office (Word, Excel and Power Point)

荷兰威科集团
About Wolters Kluwer

Founded in 1836, Wolters Kluwer provides information solutions globally for professionals in the tax, accounting, corporate, financial services, legal and regulatory and health sectors. Headquartered in Amsterdam, the Netherlands, Wolters Kluwer maintains operations in over 40 countries across Europe, North America, Asia Pacific, and Latin America and employs approximately 19,000 people worldwide. Wolters Kluwer companies have powerful positions in major markets. Our brands include Adis, Banker Systems, Bildungsverlag, CCH, Croner, CT, Ipsoa, Kluwer, lamy, LA LEY, Liber, Lippincott Williams and Wilkins, Luchterhand, Ovid, TeamMate, Teleroute, Wolters Noordhoff. These brands have earned the trust of their customers by providing quality local service and access to a global knowledge network. Local knowledge gains even more power when given a global context. Wolters Kluwer’s commitment and dedication in the People’s Republic of China is represented by Wolters Kluwer China via Wolters Kluwer Health, Tax Accounting&Legal Regulatory (CCH China) and Financial & Compliance Services.

关于威科集团
自1836年成立以来，威科集团致力于为全球的税务、会计、企业、金融服务、法律法规和医疗卫生领域的专业人士提供信息产品和服务。 威科集团总部位于荷兰的阿姆斯特丹，业务遍布欧洲、北美、亚太以及拉丁美洲的40多个国家，全球约有19,000名员工。威科集团在专业市场拥有强大的领导地位。 我们的子品牌包括 Adis，Banker Systems，Bildungsverlag，CCH，Croner，CT，Ipsoa，Kluwer，lamy，LALEY，Liber，Lippincott Williams and Wilkins，Luchterhandv，Ovid，Teleroute， Wolters Noordhoff，等。通过优质的本土服务，以及分享威科的全球知识网络，这些品牌获得了专业人士的高度信赖。伴随商业的全球化和国际化，本土知识得以发挥更大的力量。
威科中国由威科医疗卫生、财税&法律（CCH中国）和金融与合规服务组成。

更多信息请登录我司中国官方网站：www.wk-china.com.cn 或致电我司中国总部：010-58637888。