北京招聘

POSITION PROFILE: (Basic Purpose of Position)

Creating sustainable and profitable partnership with Key Account-JNJ China, the KAM is accountable for all sales activities (including but not limited to lead generation, product on time delivery, deal closing, and payment collection. Closing) and business relationship development across all related functions of the assigned account (s).  The KAM will work closely within the commercial and supporting teams for the achievement of customer satisfaction, revenue growth, and long-term goals that are in line with company’s business strategy.

MAJOR JOB DUTIES AND RESPONSIBILITIES

Relationship Development:

• Increase competitive advantage and drive customer satisfaction by building trust and developing strong partnership.
• Add value in every interaction by working together with customers and internal teams to develop beneficial solutions for their business.
• Collaborates (with) and orchestrates the broader internal network to drive strategic conversations with Key Customers.

Achieve Sales Targets:

·       Meet/exceed set targets by working with Supply Chain, Customer Service, Portfolio, and Service team

·       Develop, set and monitor annual IOP targets for Key Account team.

·       Deliver key performance indicators and produce revenue forecasts for the leadership team in region.

Strategy Implementation:

• Demonstrate strategic agility in approach to customers and projects (Solutions must be tailored to meet individual customer needs).
• Develop and implement growth strategies across accounts while maintaining and growing existing business.
• Responsible for understanding the strategy of Key Account and take initiatives to form effective action plans.
• Utilize local and global internal (cross-functional) and external contacts to help achieve targets.
• Utilize the CRM database to manage customer information that will increase effectiveness and aid sales.

Business Development:

·       Drive new and existing opportunities by managing territory appropriately to maximize number of customer visits.

·       Meet with key customers frequently to create opportunities for selling the portfolio of products. 

·       Have an in depth understanding of the customer profile to identify trends and opportunities that will generate sales.

Planning/Forecasting:

·       Plan, forecast and achieve objectives and Key Performance Indicators in territory/ accounts, using pre-call planning and presentation skills for increased effectiveness.

Performs other duties as assigned

QUALIFICATIONS

BA/BSc or equivalent (applicable experience),

• 6+ years of experience with a minimum of 2 years leadership experience in Direct Sales, or Scientific Operations, or Supply Chain Management, where multiple clients are involved in the purchasing decision and there is a solution-based selling approach,
• Excellent judgement by gathering information from a variety of sources to arrive at a broader, deeper understanding of problems,
• Actively driving the progress of problem solving by setting agenda and taking a long-term approach to removing obstacles and delivering results,
• Strong Influence power by initializing high-impact, appropriate, clear communication which inspires the support from related parties,
• A proven track record of a successful team leader with interaction of various functions,
• Preference will be given to those with a scientific background and/or having worked in a laboratory or research environment,
• Demonstrated capability to effectively utilize best in class selling processes (e.g. SPIN,

Consultative Selling) and technology platforms including CRM Tools

Avantor is a Fortune 500 company, is a leading global provider of mission-critical products and services to customers in the biopharma, healthcare, education & government, and advanced technologies & applied materials industries. Our portfolio is used in virtually every stage of the most important research, development and production activities in the industries we serve. One of our greatest strengths comes from having a global infrastructure that is strategically located to support the needs of our customers. Our global footprint enables us to serve more than 225,000 customer locations and gives us extensive access to research laboratories and scientists in more than 180 countries. We set science in motion to create a better world.