东莞招聘

Title： Key Account Manager

    

职位：大客户经理

    

    

Responsibility:

    

工作职责：

    

    

Account Strategy

    

客户战略

    

Design, implement and execute strategies for assigning and developing key accounts, establish and execute key account management plans. Align with regional sales strategy and market developments. Set challenging targets

    

设计、实施和执行分配的重要客户战略，制定和执行重要客户管理计划。与区域销售战略和市场发展保持一致。设定挑战性目标。

    

    

Convince assigned and newable key accounts to list Bystronic as preferred supplier in order to involve into future or existing projects.

    

说服指定的关键客户将Bystronic列为首选供应商，以便参与未来或现有项目。

    

    

Account Management

    

账户管理

    

Get and act as primary contact for defined key accounts.

    

获取并充当已定义关键客户的主要联系人。

    

Support customer with solution finding, providing service and maintenance, identifying new opportunities for growth.

    

支持客户寻找解决方案，提供服务和维护，发现新的增长机会。

    

Ensure awareness of key accounts on global level and identify cross selling opportunities into and from other markets

    

确保全球范围内的重要客户意识，识别进入和离开其他市场的交叉销售机会。

    

Develop and negotiate general service agreements and contracts

    

制定和谈判服务协议和合同

    

Ensure efficacy and efficiency of relationship management by applying CRM system, agreed processes, procedures and reports.

    

运用CRM系统、商定的流程、程序和报告，确保关系管理的有效性和效率。

    

Constantly seek to improve current systems, documentation and ways of working for further success.

    

不断完善现行制度、文件和工作方式，取得更大的成功。

    

    

Tender Management

    

投标管理

    

Identify and pursue tender opportunities in line with defined process

    

根据规定的流程识别和寻求投标机会。

    

Support the subsidiaries and key accounts throughout the offer process, from lead to final negotiations

    

在整个报价过程中，从引导到最终谈判，支持子公司和重要客户。

    

Allocate tender to adequate tender team, ensure correct hand over

    

将投标分配给足够的投标团队，确保正确移交。

    

    

Credit Management

    

信贷管理

    

Check and monitor creditworthiness of customer according to credit management policy and in cooperation with the finance department, minimize business risks.

    

根据信贷管理政策，配合财务部门，对客户的信用状况进行检查和监控，***限度地降低

    

Contribute to the analyses and solving of payment issues with allocated existing customers in cooperation with finance department

    

与财务部门合作，协助分析和解决分配给现有客户的付款问题。

    

    

Business Solutions

    

业务解决方案

    

Build solid relationships with customers, identify specific needs, and provide sustainable solution to customer and Bystronic.

    

与客户建立牢固的关系，确定具体需求，为客户和Bystronic提供可持续的解决方案。

    

Align business solutions in in cooperation with Sales, Marketing and R&D

    

与销售、营销和研发部门合作，协调业务解决方案

    

Identify gaps and opportunities in Bystronic services and advise R&D                                department and Corporate Communication department

    

确定Bystronic服务的差距和机会，为研发部门、企业沟通部提供建议。

    

Management Information

    

管理信息

    

Reliably submit management information like passed and current activities, future sales pipelines, changed business contacts, enable Global Key Account

    

可靠地提交管理信息，如已通过和当前的活动、未来的销售渠道、更改的业务联系人、启用全球关键客户

    

Management to steer and take corrective actions if applicable.

    

管理指导并采取纠正措施（如适用）。

    

    

Generate performance reports from CRM system analyse and interpret findings. Identify trends and propose and implement corrective action if needed

    

从CRM系统生成绩效报告，分析并解释结果。确定趋势，必要时提出并实施纠正措施

    

    

Requirements:

    

任职要求:

    

Bachelor degree or above.Bachelor degree in Engineering, Business Administration or Marketing preferred

    

本科及以上学历。工程、工商管理或市场营销学士学位优先

    

3-5 year’s industrial automation, mechanical industry preferred.

    

3-5年工业自动化、机械行业优先

    

Be familiar with market in CNC,

    

熟悉数控、车床、铣床；

    

Self-driver mentality, high motivation and commitment

    

自我驱动的心态，高度的动机和承诺

    

Experience in defining and implementing key account management strategies and plans.

    

具有制定和实施重要客户管理战略和计划的经验。

    

Knowledge of key account management standards and procedures

    

了解大客户管理标准和程序

    

Experience in contract negotiation and service agreement development, bring in best practice

    

具有合同谈判和服务协议开发的经验，引入***实践

    

Ability to drive the virtual KAM teams to beat targets and expectations through coaching

    

能够通过指导推动虚拟KAM团队突破目标和期望。

    

Strong interpersonal skills and the ability to initiate and support cultural change and business Transformation.

    

具有较强的人际交往能力，能够发起和支持文化变革和业务转型。

    

Experience in customer delivery, testing and service function in order to implement new ways of working and thinking,

    

在客户交付、测试和服务功能方面的经验，以实施新的工作方式和思维方式，

    

Comprehensive knowledge and understanding of all aspects of the Bystronic --Product Life Cycle process, including, policies, procedures and tools

    

全面了解和理解Bystronic---产品生命周期过程的各个方面，包括政策、程序和工具。

    

Ability to interpret financial statements and understand the Business KPI’s and their drivers.

    

能够解释财务报表，了解业务关键绩效指标及其驱动因素。

    

    

Highly analytical and critical thinking skills

    

高度的分析和批判性思维能力

    

Experience in and knowledge of all aspects of developing and managing key account management strategies and best practices

    

在制定和管理重要客户管理战略和***实践方面的经验和知识。

    

Proven track record in creating and implementing strategies that drove sales growth and operational development and efficiency

    

在制定和实施推动销售增长、运营发展和效率的战略方面有良好的业绩记录。

    

Solid communication and presentation skills

    

良好的沟通和表达能力

    

Fluent in written and oral English

    

英语听说读写流利

瑞士百超集团成立于1964年，1994年加入瑞士Conzzeta控股公司，是瑞士最著名的企业集团之一。

瑞士百超公司是目前全球领导品牌的激光切割机制造商，在全世界拥有近万台设备，是激光切割技术及飞行光路的开拓者，并始终引导新技术的发展。由于技术性能、品质质量、生产效率、使用成本及售后服务明显优于其它激光切割机生产厂，瑞士百超设备在全世界享有盛誉。2006年百超将亚洲总部正式落户上海。

百超（上海）精密机床有限公司为我们的客户提供销售、售后服务、培训以及备件供应等一系列本地化服务。目标就是：保持百超在中国切割与折弯行业的领导地位，以创新的产品和卓越的售后服务与客户建立长期的合作关系，从而适应客户在经济和商业方面的需求。


Bystronic is a Swiss company established in 1964. Bystronic has been a member of Conzzeta Holding since 1994.

Bystronic is a worldwide player in the supply of high quality solutions for economic processing of sheet metal, other flat materials and tubes. Customers benefit from laser and waterjet cutting and bending systems and services tailored to the application. Bystronic stands for reliability, powerful innovation, excellent price-performance ratio and user-friendly operation. The focus is on automating the complete material and data flow in the cutting-bending process chain. In 2006, the headquarter of Bystronic is relocated in Shanghai, which supports the customers' success with application-oriented systems and services for the laser and waterjet cutting, as well as for bending.

Bytronic Co. Ltd(shanghai) focus on the cutting – bending process chain and the automation of the complete materials and data flow. As a partner, Bystronic offers reliability, continuity and transparency, and is represented regionally by highly competent staff speaking the customer's language.