北京招聘

ROLE PURPOSE – (A short summary of role accountabilities)

角色目的——（角色职责概述）

The RM Group Import Fulfilment Programme has identified opportunities to grow parcel import volumes to the UK and Europe by moving higher up the value chain and establishing customer relationships in foreign markets. This is part of the Group Parcels Strategy.

英国皇家邮政集团进口专递项目认识到，通过向价值链上端移动、在国外市场建立客户关系，可以增加国外到英国和欧洲的进口包裹数量。这是集团包裹战略的一部分。

The RMG China proposition is to launch a B2B China to Europe deferred service for parcels being sent from China, partnering with a major express service provider in China, and aimed primarily at SMEs, to compete against integrators.

英国皇家邮政集团计划在中国与国内一家著名快递服务公司合作与综合运营商竞争，推出中国到欧洲B2B延时包裹快递产品，主要针对中小企业。企运商务咨询是英国皇家邮政集团公司在中国成立的全资子公司，目的是为母公司在华的业务发展提供支持服务。

The Sales Development Manager shall work with the key customer teams; local partner’s field sales / depots / couriers / call centre, EBP Consultancy (RMG China) Sales Specialists and back-office contact centre staff to ensure:

销售发展经理与大客户团队，国内合作伙伴的销售人员、营业厅、快递员、呼叫中心及企运商务咨询公司销售专员与后台呼叫中心员工合作，确保：

· Identify and develop sales opportunity across the targeted sales regions in China with both existing and new customers

在中国的销售目标地区确定和发展现有客户和新客户的销售机会。

· Help to develop and manage long term customer relationships in a competitive market

帮助开发和管理长期在市场竞争中的长期客户关系

· A detailed understanding of competitor capabilities in China and Europe

· 详细的了解，在中国和欧洲的竞争对手能力

· The wider sales team have a high level of product knowledge and sales techniques (e.g. negotiating & influencing skills)

· 更庞大的销售团队具备高水平的产品知识与销售技巧（如谈判与影响力技巧）

· A detailed understanding of the target customer segments and CRM system

· 对目标客户细分与CRM系统的深入了解

· Best practice techniques are collated and shared with the sales community

· 集中最佳实践技巧并与销售团队分享

· A coaching framework is in place to support day to day performance

· 落实支持日常绩效的辅导框架

The Sales Development Manager will need to also:

销售发展经理还需要：

· Display leadership skills and be able to motivate the sales teams

· 展示领导才能，带动销售团队

· Work with the marketing manager to develop appropriate campaigns and sales literature for the sales teams that delivers the sales target (volume, revenue and contribution)

· 与市场营销经理配合开展适当的宣传活动，为销售团队编写设立销售目标的销售资料（销售量、收入与贡献）

· Analyse sales team performance to identify key issues, select priorities and develop remedial action plans for underperforming team members

· 分析销售团队业绩，找出关键问题、分清主次，并为表现欠佳的团队成员提出解决方案。

· Champion the usage of the CRM system for the recording of sales opportunities and customer contact.

· 充分使用CRM系统记录销售机会与客户联系方式。

Skills, Knowledge and Experience:

技能、知识与经验：

？ Highly self motivated individual with the ability to inspire others

？ 具有高度自我激励精神并能带动他人

？ Excellent negotiation, influencing and selling skills

？ 卓越的谈判、影响力与销售技巧

？ Strategic approach to problem solving at a senior level

？ 解决高层次问题的战略方法

？ Ability to motivate and influence stakeholders – local partners’ sales teams, customers at all levels through to board members.

？ 激励与影响各方—国内合作伙伴销售团队、下及小客户上至公司董事会成员的各层次客户。

？ Proven track record of either sales training or selling in a field sales or contact centre environment

？ 具有销售培训或现场销售或联系中心销售的成功案例。

？ Experience of training & coaching sales teams – both field sales & contact centres

？ 具备在销售现场和联系中心培训与指导销售团队的经验

？ Ability to think laterally about customer problems and turn them into profitable opportunities

？ 横向思维能力，将客户的需求转变为盈利机会。

？ Strong interpersonal skills and a good communicator

？ 善于处理人际关系，良好的沟通能力。

？ Analyse performance, identify key issues and propose remedial action

？ 分析绩效，找出关键问题并提出解决方案。

？ Maintain an effective CRM record of activity, creating and updating entry’s where appropriate, and an up to date database of the new business pipeline charting progress through the sales stages

保持有效的CRM活动记录，在适当情况下创建与更新项目，及时更新新业务渠道和销售各阶段进展图的数据库

EBP Consultancy (Beijing) Co., Ltd. 企运商务咨询（北京）有限公司
A Royal Mail Group Company 英国皇家邮政集团子公司
Royal Mail Holdings (the Group) is a public limited company wholly owned by the UK Government, but operating as an independent commercial entity with its own Board and balance sheet.
China is the largest in-bound market for Europe. Currently, Royal Mail Group (RMG) has set up a contractual partnership with a local Chinese express company. The China partner will provide the express services for Royal Mail in China on a contractual “outsourced” basis. Royal Mail Group in Europe will provide infrastructure support such as IT and Technology. The China business is purely B2B and will primarily focus on the order replenishment and sample traffic for the following key sectors:
Textiles
Machinery parts
High technology
EBP Consultancy (Beijing) Co., Ltd., a RMG Wholly Foreign Owned Entity in China, was established in 2012 in Beijing to assist RMG in mainly performing the following activities within China: providing expert knowledge of International Express to the China partner; supporting the China partner in sales and marketing; and operational processing of international items. Additionally EBP will support RMG in the day to day management of the relationship with the China partner, including assessment of future business development opportunities within China. EBP will also be responsible for supporting RMG in managing the day to day performance of the AFF.