东莞招聘

职位描述：
code:4
The SBDM (Senior Business Development Manager), aka Senior Sales Manager, is company’s representative and main interface towards new and potential customers.
The SBDM shall actively identify and collect new leads. Qualify and quantify them and thereafter progress these opportunities through company’s sales process.
The main purpose is to contribute to company’s overall growth targets by winning new business with new customers and/or broaden an existing business relation into new, non-explored, areas within the customer’s organization.
Further, it is a central responsibility for the SBDM to, early on in the relation with a potential customer, set expectations in a proper way and thereby create the foundation of a future successful relation with a satisfied customer but also giving company the best opportunity reaching financial targets.

Roles & Responsibilities:

- Actively seek and identify new business opportunities in line with company’s focus and strategy, qualify them and establish a dialogue and relation with new potential customers.
- Lead the joint efforts through the sales process with focus on the methodology of the Sales Funnel and the Quote Process.
- Identify firm expectations on company such as price targets, acceptable cost levels for different processes, targets for OTD, PPM, Yield, test coverage, logistical solutions etc.
- Actively seek greater knowledge and understanding of the customer to optimize company’s offer and potentially win value based deals rather than only cost based ones.
- Offer company’s complete service offering to customers and actively lead company’s internal quote efforts and the team involved thereof.
- Establish Win Teams for prioritized sales opportunities. Include representatives of units, functions but also relevant members of the management team when applicable.
- Sell all of company’s individual units to the customer and thereby secure fulfillment of the “Best Fit” concept.
- Establish and develop company’s relation with the customer’s stakeholders on all levels.
- Create the prerequisites for company to reach its financial and operational targets and KPI’s. Primarily sales growth, profitability and working capital optimization.
- Strive to sign agreements (primarily company’s standard contractual framework) with each customer prior to the KAM handover. If not possible then at least work actively to set the foundation and expectations in way facilitating the upcoming negotiation.
- Set early on, if possible, routines for a successful commercial relationship with the customer. Start early to educate and increase the understanding on agreements, quarterly business reviews, price and material price updates, excess and obsolete handling, logistical solutions etc.
- Analyze and understand the customers current and future needs, calibrate their expectations on company, and based on that create a competitive offer, securing a good fit with the customer’s needs and eventually win new business.

Personal characteristics to succeed in the role of the SBDM:

- A great deal of self-motivated drive and ambition.
- The ability and deep interest in creating new personal relationships.
- Solid commercial and financial understanding paired with a strive to achieve and excel targets.
- Strong leadership and ability to create enthusiasm and commitment within the internal team.
- Knowledge about company’s units and service offering, the market in general and the competitors.
- Basic knowledge in financials (especially product and service calculation), logistics, sourcing, production, industrialization and project management processes

Authorities:

- According to approved Authority Matrix and other process such as Sales Funnel and Quote process. 举报 分享

Management Consulting