杭州招聘

受美国某化工贸易公司委托，寻找区域销售经理，负责华北地区，地点可以在北京、天津、大连等

Primary Purpose:
Builds profitable sales, employing a consultative sales approach. Develops and maintains a long-term partnership with customers by using industry expertise. Uses Univar China resources to provide solutions to customer needs and gathers market intelligence. Supervises and directs the activities of Outside Sales Representatives to develop sales territories and assist in the training of Sales Representatives.
Regional Sales Manager manages specific location territory or specific industry field.

Specific Duties and Responsibilities:

Follows the Guiding Principles

Builds and sustains long-term customer partnerships
l Makes the business relationship mutually beneficial. Establishes a long-term business perspective
l Fulfills customer expectations with realistic commitments. Serves as a resource to customers by sharing useful information (regulations, safety, product knowledge, market trends, pricing)

Manages Territory and Accounts
l Manage the business operation in responsible territory and lead to execute
l Implements Univar China’s marketing plans and strategy (e.g. maximize sales of key products)
l Prepares detailed sales plan for territory and individual key accounts
l Uses activity-based profitability model and segmentation strategy to spend selling time with the most profitable segments and increasing activity based margin
l Forecasts customer demand by customer and product. Performs to sales result.

Uncovers market/customer needs/opportunities and develop solutions
l Knows attributes, tendencies and needs of all market/customer segments
l Considers full range of options including finance analysis for a creative solution.

Conducts effective sales calls
l Does pre-call planning for every call.
l Uses effective techniques during presentation. Adapts presentation style to needs and expectations of the customer. Responds to questions with clear and to-the-point answers

Demonstrates knowledge of Univar China.
l Understands mission, quality process, policies & procedures and the profitability model
l Understands capabilities/limitations of Univar China’s products and services
l Uses available resources to learn about products and industries (trade journals/shows, supplier brochures/classes, supplier hot line, Univar China experts)

Knows about competitors and their services
l Knows limitations and capabilities of competition’s products and services

Resolves problems/non-conformances quickly
l Uncovers and verifies problems/non-conformances, probes for all details on expressed concerns, develops and presents solutions quickly. Persists until all causes are identified and resolved
l Anticipates potential problems and proactively works to avoid them

Negotiates effectively for win/win results
l Prepares in advance for possible objections by customer, acknowledges and responds to objections
l Makes appropriate trade-offs/concessions while gaining customer commitment
l Follows Univar China’s pricing/marketing strategy

Teamwork: collaborates with team members
l Uses the segmentation strategy to realign account responsibility within the team
l Coordinates all resources needed to complete tasks
l Supports team goals and lead the team to execute sales plan
l Is receptive/flexible/adaptable to change

Establishes and executes a Personal Development Plan
l Identifies priorities, develops specific action plan
l Monitors progress to meet goals

Problem Solving:

Routine: Identify regional needs, recommend solutions and execute on the sales plan
Difficult: Transforms an indifferent prospect into a customer; manage dissatisfied customer without making significant financial or service concessions

Interface:
Position/Title Reason for Contact

Sales & Marketing Manager Communication on company strategies and progress toward goals. Execute upon direction of Sales & Marketing Manager.
Logistics Manager

Purchasing Manager Coordinates/communicates customer needs, issues and activities
Seek information or other assistance in offering solutions to customer
Credit Coordinator Help resolve financial concerns and issues


Decision-Making Authority:
· Order release and OI release authority
· Approval authority for expense report of responsible sales & marketing team
· Price quotes within established guidelines

Supervisory Responsibility:
Assists in training senior level Sales Representatives

Specialized Knowledge/Skills:
Entry Requirements
· Communication skills, consultative selling skills, problem solving and negotiation skills
· Capability of leading a team of 5 sales. Customer and territory management
· Pricing and marketing strategy
· Strong work ethic – maximizes selling time

Education/Training:
Bachelors Degree or above
10+ years experience demonstrating consistent growth of territory