北京招聘

Position Summary (Role):

The role as China EM Market Leader is based out Shanghai or Beijing and will have a primary focus of building and developing a portfolio for the Oil and Gas, chemical, petrochemical, steel and resources sectors in China. The position is the primary client interface, who drives the identification, management and closing of customer services opportunities across the portfolio of practice/cross practice solution offerings, seeking new sales opportunities.

The position is accountable for the achievement of assigned sales targets, gross profit and, revenue against metrics set for both individual contribution and the broader Asia Team. The position is also responsible for leading teams to build market position, to grow the portfolio and negotiate complex consulting solutions to enhance engagement, productivity and sustainable growth strategies for clients.

This is an important leadership role and will also interface with both local and Asian Pacific Management. As DuPont 's core values underpin all business activity and value for these will be critical. The position should have values that align with these.

Principle Activities (Responsibilities):

§ IDENTIFIES: Using a consultative approach and defined service customer engagement, identifies, closes and expands client′s services opportunity to meet revenue objectives, delivering high value offerings by identifying needs /solutions

• LEADS: Thought leader, manages a portfolio of opportunities to ensure stream of contracts and revenues. Drives outcomes across the team. Assesses market opportunities, generates client leads and develops business plan, pipeline, to meet revenue objectives and is the key owner of all the aspects of the client development and deal closure including follow up on long term client relationship; Leverages appropriate teams and individuals as effective selling resources;
• INTERACTS: Works with Account Executives, Practice Leaders and/or Solution Architects to identify and pursue revenue generation and solution opportunities; facilitates and drives the development of detailed account plans, setting specific milestones and with PM to help develop detailed account plans, during project charter process, setting target actions by defining macro scopes of work, schedules, time allocation of team, client proposal and implementation.

· With all major stakeholders in practice management, business and delivery management, and global support team management, including Finance, Planning, Human Resources, Marketing (to identify customer wants and needs opportunity assessments and to execute successful sales events) and in general with all personnel at unit level in project and account team meetings.

• COACHES: Leads and mentors sales team to obtain full effectiveness of time use and development of sales skills
• MARKET KNOWLEDGE: Maintains current working knowledge of existing and new product and competitive service offerings as well as changing client demands giving input to management.
• DOCUMENTS: captures learning and improvements and tracks financial metrics and reports.
• Direct ACCOUNTABILITY for individual and team metrics and is involved in internal account reviews and development, and futures sale phase.
• Has joint responsibility for profitability and client satisfaction with Operations, having performance review based on agreed metrics signed revenue, account and business profitability and contribution to backlog.

Education/Experience and Technical competencies:

• BA or BS or trade equivalent; MBA / Advanced degree preferred
• 15 years of relevant sales experience, preferably demonstrating successful achievement of results within the related sectors
• Experience in a consulting firm preferred, having gained in depth understanding of the consultative selling approach methodology and the ability to lead, coach and guide others

· Experience in Account Management with a comprehensive knowledge of selling solutions to complex issues

· Highly developed commercial acumen, and relationship building skills for large account· An understanding of sound governance practices and experience in working with internal and external executive teams

· Skilled in written and verbal communication and facilitation

• Flexibility to travel within China