南京招聘

职位描述：
The Challenge
? Matrix organization.
? Product line resp. Industry / segment.
? Maximize successful projects by screening potentials upfront.
? Identify stakeholders in value chain and convince them about our value proposal
? Prioritize resources.
? Highly technical market
? Manage both short term sales and mid-long term PTO funnel.
? Coordinate and optimize at account level: manage diversity of disciplines and contacts, resources.


The Position

Key areas of accountability/responsibility:
? Responsible for defining, developing and commercializing new projects (customers/applications) within segment/ application strategy, the ambition of the product line and other stakeholder(s) within the industry, segment and application area.
? Define (and after approval) execute the sales/account plans, derived from the various product line strategies and the segment sales plan, and realize the yearly sales and account objectives.
? Execute negotiations about pricing, delivery etc. within the boundaries set by Product Management/SSM, and responsible for quotations handling, credit limits and contracts, complaint ownership and consignment contracts.
? Responsible for leveraging and coordinating AD/TS efforts for his/her projects of Leverage and coordinate R&T and product line’s efforts at Account level and coordinate all DEP internal activities to ensure a consistent approach in sales, support and development.
? Responsible for positioning new value proposals at his/her target accounts for commercial development of new value proposals and for communicating value proposals to the market.
? Accountable for initiating development agreements with and responsible to communicate business case to the PM/SSM for approval.
? Responsible for putting projects in the PTO tool.
? Develop and maintain networks at adequate levels in the value chain and within account’s organizations focusing on engineering, technology and sales.
? Responsible to communicate towards the customer and product manager the commercial request/availability dates and market needs wrt new application developments as input to the marketing plan.
? Responsible for collecting market information and communicating current and emerging needs for current and new accounts within the segment and region to drive value proposal development.
? Responsible for sales forecasting as input for the Demand Plan
? Responsible for monitoring credit limits as defined by the Credit Risk Manager and, if needed, initiating a request for approval of a higher credit limit by the Business Manager.
? Ownership for handling communication towards the customer regarding complaints and proposing settlements (including return orders), to be approved by the Business Manager.
? Accountable for dunning and timely instructing the AR Senior Administrator.
? Responsible for timely communicating potential bad debts and for preparing and settling rebates after approval of the Business Manager.

The Ideal
? Bachelor’s or Master’s Degree or equivalent experience in electrical engineering, power distribution engineering, chemical engineering and/or other related engineering field
? Minimum 3 years’ relevant B2B experience in the field of business development (option)
? A team-player, able to work interdependently
? Creative and pioneering experience
? Analytical, with good judgment, business sense and problem solving skills
? Relation builder (good social skills), net worker
? A strong negotiator who is able to identify customers’ needs and persuasive in presenting ideas
? Structured worker with project experience
? Knowledge of business & process within his segment
? Know-how on industry and markets, in-depth know-how about products and/or applications and competitive material specifications and applications.
? Knowledge of sales processes.
? Balance of commercial and technical know-how, skills and experience, new application/market development & existing business/customer management
? Excellent communication, language and social skills
? International working experience (as a plus) 举报 分享

公司简介（中）：
帝斯曼在中国

荷兰皇家帝斯曼集团是一家以目标为导向，在全球范围内活跃于营养、健康和绿色生活的全球科学公司。帝斯曼不断推动经济繁荣、环境改善和社会进步，为所有利益相关方创造可持续的价值。帝斯曼为包括人类营养、动物营养、个人护理与香原料、医疗设备、绿色产品与应用以及新型移动性与连接性领域提供创新业务解决方案。帝斯曼及其关联公司约 23,000 名员工创造了约 100 亿欧元的年度净销售额。公司已在泛欧阿姆斯特丹交易所上市 (Euronext Amsterdam)。

帝斯曼早在1963年开始对华贸易，十几年前开始在华投资。帝斯曼中国地区总部和研发中心位于上海，目前在中国拥有共14个生产场地， 员工约3,000名。帝斯曼在中国业务正稳步增长，2009年在中国销售额约12亿美元。同时，帝斯曼也正一如既往地全方位融入中国的可持续发展事业。

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Royal DSM is a purpose-led global science-based company in Nutrition, Health and Sustainable Living. DSM is driving economic prosperity, environmental progress and social advances to create sustainable value for all stakeholders. DSM delivers innovative business solutions for human nutrition, animal nutrition, personal care and aroma, medical devices, green products and applications, and new mobility and connectivity. DSM and its associated companies deliver annual net sales of about 10 billion with approximately 23,000 employees. The company is listed on Euronext Amsterdam.
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