Sales Engineer-LB(Shanghai)
空气化工产品（中国）投资有限公司
- 公司规模：500-1000人
- 公司性质：外资(欧美)
- 公司行业：石油/化工/矿产/地质
职位信息
- 发布日期：2013-11-05
- 工作地点：上海
- 招聘人数：若干
- 工作经验：二年以上
- 学历要求：本科
- 职位类别：销售工程师
职位描述
POSITION SUMMARY
Purpose
This position will implement the drive for business growth in the assigned territory, in accordance with the objectives and priorities defined by the Senior Management of the Company.
Nature and Scope
The job holder who mainly focus on Hangzhou area is the Sales Engineer reports to SZH LBU Manager.
The Company's sales force is distributed around the Eastern Region. The job holder competes, sells and wins in the marketplace to enable the Company achieve profitable growth targets.
The job holder investigates and analyzes the variety of market intelligence, and figures out any business opportunities to expand volumes and customer bases. He also keeps up-to-date competitive intelligence and helps the Senior Management to set competitive and profitable prices.
The job holder negotiates and implements agreements with the customers within guidelines. As soon as an agreement is approved and signed, the job holder works closely with GAD, Engineering and/or Product Supply Organizations to ensure the proposed supply mode is appropriate to the customer's need.
The job holder is also required to play the role of the asset management and ensure that the capital expenditure on customer station facilities will generate the acceptable level of return on investment. If it is not, he is responsible for taking actions to improve the OROI.
The Company establishes its annual targets for sales volumes and revenues through the Planning & Commitment process, especially on new signings, including new signing numbers, volume, OROI, new signing revenue etc. The job holder takes part in such P&C process and provides his feedback on the existing customer growth as well as his forecast on the new business opportunities.
PRINCIPAL ACCOUNTABILITIES
1. Achieve sales targets in the assigned territory through teamwork to sign new business with definition of prospects, preparation of sales & technical proposal, make presentation and build relationship.
2. Maintain strong relationship with existing accounts through periodic contacts coordinated with inside personnel and make recommendations.
3. Collect market and competitor information in the territory.
4. Coordinate with region and other personnel such as customer stations, merchant department to ensure proper specifications & timely installation of supply systems and equipment, to provide support to the accounts.
5. Receive technical and product training as well as overall sales goals and strategy and apply to business.
6. Meet with potential customers on a continuing basis in both structured and unstructured situations to: (a) present technology; (b) demonstrate economic viability; (c) structure general business parameters; and (d) recommend action plans.
7. Conduct start-ups in customers' plants, collect data evaluate and make changes to process parameters as required, and train customer-operating personnel.
8. Plan and participate in market studies to provide information for expanded sales or market share or for justification of new or expanded production facilities through providing valuable information including marketing, prospects, competitor's activities and their selling strategies and customers' complaints for APN.
9. Prepare technical papers, feature articles, and assist in developing brochures and other technical literature (assisting equipment selection, proposal preparation, technical and commercial presentation and project management). Participate in trade shows.
10. Understand and implement proper safety procedures.
11. Participate in research activities aimed at developing new processes or products of industry served.
12. Know about requirements from customers, coordinate the station setting up and products delivery, and maintain the contract.
13. Collect complaint information from customers, forward to company related department and coordinate to deal with to satisfy customers.
14. Assist GAD engineers to conduct trials at customer sites to demonstrate Air products technology and work closely with local GAD staff in China and arrange support to project implementation at prospects/customers plants.
15. Manage accounts receivables by working closely with company's finance team. Need to ensure accounts receivables are collected in a timely manner and provide customers credit information to company's finance team.
16. Identify new business opportunities for all liquid products, services and offerings in his territory.
17. Negotiate and implement agreements with the customers within agreed guidelines which will be in the best long term interests of the Company. Maintain a high level of customer satisfaction to AP's products and services.
18. Monitor existing in-region customer stations facilities to make sure they are meeting customer requirements.
JOB REQUIREMENTS
1. Bachelor's Degree in Engineering or related discipline.
2. Have minimum 2-3 years work experience (sales and/or marketing) in a similar work environment, such as in a manufacturing industry.
3. Creative, organized, proactive self-starter to develop, plan, win support and implement sales strategy with limited guidance;
4. Ability to achieve goals through persuasiveness, tact, logic, and personal leadership traits, strong diplomacy, conflict resolution, consensus building, and interpersonal skills;
5. Knowledge of marketing strategy, practices, tools, concepts, and techniques;
6. Strong written and oral presentation skills, including spoken and written fluency in Chinese and English;
7. Good PC and internet skills.
8. Valid driver's license.
Purpose
This position will implement the drive for business growth in the assigned territory, in accordance with the objectives and priorities defined by the Senior Management of the Company.
Nature and Scope
The job holder who mainly focus on Hangzhou area is the Sales Engineer reports to SZH LBU Manager.
The Company's sales force is distributed around the Eastern Region. The job holder competes, sells and wins in the marketplace to enable the Company achieve profitable growth targets.
The job holder investigates and analyzes the variety of market intelligence, and figures out any business opportunities to expand volumes and customer bases. He also keeps up-to-date competitive intelligence and helps the Senior Management to set competitive and profitable prices.
The job holder negotiates and implements agreements with the customers within guidelines. As soon as an agreement is approved and signed, the job holder works closely with GAD, Engineering and/or Product Supply Organizations to ensure the proposed supply mode is appropriate to the customer's need.
The job holder is also required to play the role of the asset management and ensure that the capital expenditure on customer station facilities will generate the acceptable level of return on investment. If it is not, he is responsible for taking actions to improve the OROI.
The Company establishes its annual targets for sales volumes and revenues through the Planning & Commitment process, especially on new signings, including new signing numbers, volume, OROI, new signing revenue etc. The job holder takes part in such P&C process and provides his feedback on the existing customer growth as well as his forecast on the new business opportunities.
PRINCIPAL ACCOUNTABILITIES
1. Achieve sales targets in the assigned territory through teamwork to sign new business with definition of prospects, preparation of sales & technical proposal, make presentation and build relationship.
2. Maintain strong relationship with existing accounts through periodic contacts coordinated with inside personnel and make recommendations.
3. Collect market and competitor information in the territory.
4. Coordinate with region and other personnel such as customer stations, merchant department to ensure proper specifications & timely installation of supply systems and equipment, to provide support to the accounts.
5. Receive technical and product training as well as overall sales goals and strategy and apply to business.
6. Meet with potential customers on a continuing basis in both structured and unstructured situations to: (a) present technology; (b) demonstrate economic viability; (c) structure general business parameters; and (d) recommend action plans.
7. Conduct start-ups in customers' plants, collect data evaluate and make changes to process parameters as required, and train customer-operating personnel.
8. Plan and participate in market studies to provide information for expanded sales or market share or for justification of new or expanded production facilities through providing valuable information including marketing, prospects, competitor's activities and their selling strategies and customers' complaints for APN.
9. Prepare technical papers, feature articles, and assist in developing brochures and other technical literature (assisting equipment selection, proposal preparation, technical and commercial presentation and project management). Participate in trade shows.
10. Understand and implement proper safety procedures.
11. Participate in research activities aimed at developing new processes or products of industry served.
12. Know about requirements from customers, coordinate the station setting up and products delivery, and maintain the contract.
13. Collect complaint information from customers, forward to company related department and coordinate to deal with to satisfy customers.
14. Assist GAD engineers to conduct trials at customer sites to demonstrate Air products technology and work closely with local GAD staff in China and arrange support to project implementation at prospects/customers plants.
15. Manage accounts receivables by working closely with company's finance team. Need to ensure accounts receivables are collected in a timely manner and provide customers credit information to company's finance team.
16. Identify new business opportunities for all liquid products, services and offerings in his territory.
17. Negotiate and implement agreements with the customers within agreed guidelines which will be in the best long term interests of the Company. Maintain a high level of customer satisfaction to AP's products and services.
18. Monitor existing in-region customer stations facilities to make sure they are meeting customer requirements.
JOB REQUIREMENTS
1. Bachelor's Degree in Engineering or related discipline.
2. Have minimum 2-3 years work experience (sales and/or marketing) in a similar work environment, such as in a manufacturing industry.
3. Creative, organized, proactive self-starter to develop, plan, win support and implement sales strategy with limited guidance;
4. Ability to achieve goals through persuasiveness, tact, logic, and personal leadership traits, strong diplomacy, conflict resolution, consensus building, and interpersonal skills;
5. Knowledge of marketing strategy, practices, tools, concepts, and techniques;
6. Strong written and oral presentation skills, including spoken and written fluency in Chinese and English;
7. Good PC and internet skills.
8. Valid driver's license.
公司介绍
空气产品公司（Air Products, 纽约证券交易所代码：APD）是一家世界领先的工业气体公司，拥有近80年的历史。公司专注于服务能源、环境和新兴市场，为包括炼油、化工、金属、电子、加工制造和食品饮料等众多产业的客户提供生产所必需的工业气体、相关设备和应用专业技术。空气产品公司也是一家全球领先的液化天然气工艺技术和设备供应商。公司同时还开发、设计、建造、拥有并运营着一些全球***型的工业气体项目，包括气化项目。这些气化项目以可持续的方式将丰富的自然资源转换成合成气，用于生产高附加值电力、燃料和化工品。
2019财年，公司在50个国家和地区的运营销售额达89亿美元，当前市值超过650亿美元，使其成为美国市值***的化工企业。其全球来自不同背景的1万7千多名充满热情、富有才华和忠诚敬业的员工在空气产品公司更高使命的引领下，致力于创造创新的解决方案，助力环境改善，增强可持续发展，并解决客户、社区及全球所面临的挑战。欲获得更多信息，请登陆公司中文网站：****************** 或扫描关注“空气产品公司”中国区官方微信。
Air Products (NYSE:APD) is a world-leading industrial gases company in operation for 80 years. Focused on serving energy, environment and emerging markets, the Company provides essential industrial gases, related equipment and applications expertise to customers in dozens of industries, including refining, chemical, metals, electronics, manufacturing, and food and beverage. Air Products is also the global leader in the supply of liquefied natural gas process technology and equipment. The Company develops, engineers, builds, owns and operates some of the world's largest industrial gas projects, including gasification projects that sustainably convert abundant natural resources into syngas for the production of high-value power, fuels and chemicals.
The Company had fiscal 2019 sales of $8.9 billion from operations in 50 countries and has a current market capitalization of about $65 billion, making it the largest American chemical company by market capitalization. More than 17,000 passionate, talented and committed employees from diverse backgrounds are driven by Air Products’ higher purpose to create innovative solutions that benefit the environment, enhance sustainability and address the challenges facing customers, communities, and the world. For more information, visit ***************.
2019财年，公司在50个国家和地区的运营销售额达89亿美元，当前市值超过650亿美元，使其成为美国市值***的化工企业。其全球来自不同背景的1万7千多名充满热情、富有才华和忠诚敬业的员工在空气产品公司更高使命的引领下，致力于创造创新的解决方案，助力环境改善，增强可持续发展，并解决客户、社区及全球所面临的挑战。欲获得更多信息，请登陆公司中文网站：****************** 或扫描关注“空气产品公司”中国区官方微信。
Air Products (NYSE:APD) is a world-leading industrial gases company in operation for 80 years. Focused on serving energy, environment and emerging markets, the Company provides essential industrial gases, related equipment and applications expertise to customers in dozens of industries, including refining, chemical, metals, electronics, manufacturing, and food and beverage. Air Products is also the global leader in the supply of liquefied natural gas process technology and equipment. The Company develops, engineers, builds, owns and operates some of the world's largest industrial gas projects, including gasification projects that sustainably convert abundant natural resources into syngas for the production of high-value power, fuels and chemicals.
The Company had fiscal 2019 sales of $8.9 billion from operations in 50 countries and has a current market capitalization of about $65 billion, making it the largest American chemical company by market capitalization. More than 17,000 passionate, talented and committed employees from diverse backgrounds are driven by Air Products’ higher purpose to create innovative solutions that benefit the environment, enhance sustainability and address the challenges facing customers, communities, and the world. For more information, visit ***************.
联系方式
- 公司地址：天津市西青经济开发区民和道15号