成都招聘

职位描述：
Job Output:
工作目标：
- Creates demand for the channel by creating specifications through developing or strengthening relationships with architects, distributors, contractors (General Contractors & Decoration Contractors), owners, and facility managers to influence the selection and purchase of Armstrong commercial ceiling systems.
通过设计指定，发展和加强与建筑设计师、经销商、承包商（总承包商和装饰承包公司）、业主及设施经理之间的联系，以此创造市场需求，影响这些关键决策人对阿姆斯壮吊顶系统的选择和购买。
- Close orders to meet or exceed established territory sales targets; volume, price and mix
达到或超越所负责销售区域的销售指标；销量，价格和产品组合。

Key Process (Ownership/Participation):
主要过程（主导/参与）：
- Interact and partner with other Armstrong sales reps to drive improved specifications and win rates.
与其他阿姆斯壮销售代表互动合作，推动更好的设计指定和项目成功率。
- Develop and execute territory plans and objectives; including distributor plans for market development.
制订并执行既定区域的计划和目标；包括经销商的市场发展计划。
- Leverages competitive selling advantages through the selling process, providing consultative solutions that are specified and converted to orders for Armstrong products.
通过对销售流程、提供顾问式方案的权衡组合获得更多的销售竞争优势，完成设计指定并将其转化为阿姆斯壮产品的订单。
- Balance selling time to invest roughly 40% of time with key specification influences (architects/owners); 40% with General/Main/Installation Contractors; and 20% with distributors.
平衡销售时间，将大致40%的时间投入到关键的设计指定影响人（建筑设计师/业主）； 40%投入到总包/主承包/安装分包；和另外20%投入到经销商。
- Assists and educates contractors on how to properly install our ceiling systems.
协助和指导承包商如何正确地安装我们的天花吊顶系统。
- Regularly identifies, qualifies and converts new project leads into their project tracking system focusing on high profile, probability & opportunity value for Armstrong.
周期性地在项目跟踪系统中识别、核实和转化新的项目信息，关注高利润、高成功可能、高价值项目
- Tracking 40-60 new construction and renovation projects at various stages in the construction process; Spec/Track/Close; minimum 15 Top Promotional Opportunities (TPO’s) in the specifications stages; and 15 Top Opportunities (TO’s) in the Bid/Tender/Award/Closing stages. The TPO’s and TO’s represents the largest dollar value projects that will have activity on them over the coming 12 months
同时跟踪40至60个新的不同建筑阶段的新建设项目和重新装修项目；设计指定/持续跟踪/项目完成；至少15个在设计指定阶段的TPO；和15个在招标/投标/判定/完成阶段的TO。 TPO和TO代表最高价值的、在未来12个月内会有进展的项目。
- Consistently uses Project Tracking System (CRM/SFDC) to capture their project follow-up activities and maintains active pipeline (estimated quantity, value and probability of closure). Constantly updates projects so that accurate forecasting can be done (target is 90%+ accurate).
坚持使用项目跟踪系统（CRM/ SFDC），及时捕捉项目的后续活动和确保有效的项目储备（预估我们产品的使用数量、价值和可能的供货时间）。不断更新项目，确保预测的准确性（目标是90%以上的准确率）。
- Influences the design choices on key projects using the total product portfolio (mineral fiber, grid and architectural specialties) to create value in the design/specification of multi-product solutions. Strives for spec ratings of 4-5.
通过整体产品组合方式（矿棉天花板、龙骨和设计师产品系列），影响关键项目的设计选择。实现多产品解决方案在设计/指定方面创造价值。努力取得4分和5分的成功设计指定。
- Collects and shares market and business insight on competitors, trends, product opportunities or other strategic information that will help meet business goals.
收集和分享竞争对手的市场和业务信息、市场趋势、产品机会或其他有助于实现业务目标的战略信息。
- Functional expert on competitive products; understanding their strengths and weaknesses.
对竞争者的产品了如指掌；深知他们的长处和短处。
- Understands the building process and how other services integrate with ceiling systems. Constantly looks to self develop these skills by interacting with ceiling installers and installers of other trades.
了解建设流程，知道天花吊顶系统如何与其它的配套服务相互配合。通过与天花板吊顶的安装人员和其它产品的安装人员的互动来不断寻求在这些技巧上的自我发展。
- Promotes new products that lead to improved mix and market development.
推广新产品，达到更好的产品组合和市场发展。
- Able to effectively apply and promote Armstrong selling advantages (vs competitive weaknesses) and communicate in terms of value added to customer needs (architect, owner or contractor).
能够有效地应用和推广阿姆斯壮的销售优势（对比竞争者的弱点），并向客户（建筑设计师、业主或承包商）展示如何给他们增加价值
- Identify, plan and execute opportunities for developing distributors; assisting with their distributor plans, lead project follow-up, expediting claims and responsible for the overall relationship with Armstrong.
识别、计划和执行发展经销商的机会；协助经销商制定计划、项目跟踪、加快投诉处理和其它所有与阿姆斯壮相关合作关系事宜。
- Responsible for effectively and proactively managing customer complaints in order to optimize the Total Customer Experience (TCE).
高效主动地处理客户投诉，以提升全面客户体验（TCE）。
- Participates in individual and team learning development initiatives.
参与个人与团队的学习发展行动。
- Executes sales effectiveness on both an individual and member of the entire project selling team.
作为个人、也作为整个销售团队中的成员，有效执行销售工作。
- Position integrates into formal sales career progression process that requires competency at three levels of sales effectiveness, and is performance-based, not time-based, for promotion purposes.
该职位晋升过程中，要求三个层次的有效销售能力，并且是基于业绩表现的，而不是基于时间的晋升。
- Carries out all duties safely and with consideration of environmental impact, understands and works within the company values, compliance system and Code of Business Conduct.
安全执行所有任务且顾及其对环境的影响。理解和遵从公司价值观，遵守合规系统和商业行为准则。
- Carries out other duties in the company’s interest as agreed with Armstrong management.
经阿姆斯壮管理层同意，贯彻执行其它有益于公司利益的工作。

Organizational Relationships:
组织关系：
- Reports to Regional or Area Sales Manager
汇报给区域销售经理

Key Customers and Suppliers:
主要客户和供应商：
External
外部
- Architects/Designers
建筑设计师/设计师
- Owners/Developers
业主/开发商
- General/Main Contractors
总包/主承包商
- Decoration Contractors
装修承包商
- Distributors
经销商
- Facility Managers
设施经理

Internal
内部
- Specification Sales
设计指定销售
- Architectural Sales
设计师产品系列销售
- Customer Service Department
客户服务部门
- Marketing Department (Product and Mcom)
市场部门（产品和推广）
- Technical Solution Center
技术中心
- Logistics Department
物流部门
- Plants (ABPS, ABPW, ABPM, WAVE)
工厂

Specialized Knowledge & Skills：
专业知识和技能：
- Diligence & Self-motivation
勤奋与自我激励
- Time & territory management
高效的时间和区域管理
- Negotiation
谈判技巧
- Presentation
演讲能力
- High impact Communication
高效的沟通能力
- Team Player – motivated to achieve own objectives, but puts higher priority on team goals
团队精神 – 努力达成个人目标，但将团队目标优先
- Integrated and successful project experience
完整与成功的项目经验
- Computer proficiency Windows Based (Word, Excel and Powerpoint)
具有熟练的计算机水平

Education & Work Experience:
教育和工作经验：
- Bachelors’ degree and above, preferable in Civil Engineering & Construction Engineering, construction management, architectural design or business
本科学历及以上，公用与民用建设工程、建筑工程、工程管理，建筑设计或工商管理专业优先
- Relevant sales/building industry experience; ability to read CAD & understanding technical drawings is preferred销售/建筑行业相关工作经验；具备阅读CAD和理解技术图纸能力者优先
- At least 3 years sales working experience in related industry
在相关产业3年以上销售工作经验

Other Skills and Abilities
- Critical Skills: Architectural/consultative selling; communicating/influencing/negotiating; analyzing/problem-solving; time and project management; planning and organizing.
关键技能：建筑设计/顾问式销售；交流/影响力/谈判；分析/解决问题；时间和项目管理；规划和组织。
- Critical Knowledge: Architectural selling process; construction process; product and installation knowledge; market segments; key customers; customers' key customers; blueprint reading; competitive strategy; tactics and products; Armstrong principles and values, code of business conduct, policies and procedures; pricing process.
关键知识：建筑设计销售流程；建筑流程；产品和安装知识；细分市场；重点客户；客户的主要客户；图纸阅读；竞争策略；战术和产品；阿姆斯壮的原则和价值观，商业行为准则，政策和步骤；定价流程。 举报 分享

阿姆斯壮于1982年进入中国市场，亚太区总部现位于上海。目前阿姆斯壮在中国拥有5家生产工厂，包括2家矿棉天花板工厂（上海青浦和苏州吴江），2家金属天花板生产基地（江苏吴江和广东佛山）以及1家龙骨工厂（上海青浦）。