南京招聘

Responsibility

A Strategic business development

1 Hella external business development

Monitors the market situation, competitor activities, customer requirements, and trends, in order to retain and extend market shares in the best way, in the long term

2 Competitor Intelligence

Surveys competitor activities

3 Hella internal business development

Proposes prioritizations of projects

Participates in cross-functional workshops and discussions

4 Development of key account

Has a clear picture of the customer's needs (overall customer potential, product requirements, product purchase timing)

Taps the full customer potential (Cross- & Upselling)

Suggests and participates in setting up the departments targets

B CRM: Development and utilization of customer potential

1 Customer orientation

Continuous, systematic compilation and analysis of customer preferences, customer requirements and customer expectations on the basis of:*

- Customer contact: Establishes and maintains personal contact with the customer to achieve the best possible customer contact

Develops a relationship with his direct counterparts at the customer and with thecontacts assigned to the sales network as to be developed

Defines the contact matrix for his activity (purchasing, development, quality and other sectors) and reviews it with his supervisor

- Customer service: Support of global customers and global Hella companies

Support of strategic important sites in order to retain serial contracts, win new orders, and so secure or improve sales/profit margin

- Customer satisfaction: In charge of all the aspects of customer satisfaction

Relays all customer requests and feedback within the organization

Defines and monitors the action plan and reports towards the customer on it's progress

Implementing the jointly (Business Division and Sales) agreed measures for improving customer satisfaction

* scope depending on hierarchical level

2 Personal customer consulting

Provides customer advisory support, involves the Hella specialist departments if necessary

Gives customer presentations of technical and/or commercial nature

Prepares and gives presentations and consulates in technical and commercial aspects

3 Personal customer care / socializing with clients

Representation on site as required to fulfil the aims of the job and the required tasks

Coordinates, prepares and follows up visits by internal and external customers, including all types of work involved

Participates at fares and trade shows and supports internal departments during the preparation

C Acquisition: Build-up and recovery of customer contacts

1 General acquisition activities

Performs acquisition activities in accordance with agreed strategies considering effects on the regions

Prepares and gives presentations and consulates in technical and commercial aspects

2 Quote proposal management

Creates quotations in order to win new projects

D Pricing

Formation of prices with the business divisions and regions in consultation with the supervisor

Presents the pricing framework/quotation to the customer, either with the involvement of Hella companies or Hella specialist departments, if required, or with direct or responsible supervisor

E Negotiation

1 Preparation and execution of negotiations with the goal to maximize Hella's benefit*, e.g.

Acquisitions, Change Management, Cost life cycles, SEKs, Reimbursements, Yearly negotiations, Frame contracts to coordinate and follow-up the (e.g. productivity) processes and negotiations and ensure that the defined conditions are respected by both parties

* scope depending on hierarchical level

F Contracting

Checks coherence of all customer contract documents against Hella internal requirements and performs necessary internal coordination (legal, warranty, etc.)

G Project support

1 Validates any changes on Terms and Conditions with the supervisor

2 Development projects

Contributes to development projects for the customer who is to be supported

- initiating/stopping in-house developments in agreement with responsible persons

- processing task specifications provided by the customer/Hella companies and passing on the resulting tasks to the internal organizational units

- initiating product-specific rationalization and value-creation measures

- processing requests for changes made by Hella or customers during and after the project phase, to present and implement technical solutions at the customer site in the best possible way

H Escalation

Alerts internally if the activities will not reach the targets committed to the customer

I Internal coordination

Aligns project relevant aspects with respective business divisions

Processes different customer required tasks

J Data and information documentation

1 Market data

Obtains and records market data (production data from the customer, competitor data, costs and price data, terms) from a variety of sources (information from analysts, trade periodicals in German and English, project-related documents, customer correspondence, customer databases, production programs, etc.)

2 Customer specific databases

Writes and maintains reports on business trips after visits to customers to produce detailed documentation

Maintenance of Sales databases, (e.g. MDB, CDB, customer portals, change management, internal cost life cycle, tracking of special direct costs (SEK) in on-going projects, price maintenance tool) if necessary arrangement of measures in consultation with supervisor and support of SEK planning, tracking and planning of quick savings and price maintenance tool

Specifies vehicle projects, which are to be maintained in the customer-specific databases

Specifies products and product configurations, which are to be maintained in the customer-specific databases

3 Order data

Maintains open order data, e.g.

- Chance as specified

- prioritization definition and entry as specified by colleagues or supervisors

- price definition and organization of entry as specified by colleagues or supervisors

- definition and entry of HK1 as specified by colleagues or supervisors

- issuing sales forecasts based on plausibility checks

4 Data processing

Qualification

1. Bachelor degree


2. 5+ years sales experience in Auto-part industrial


3. Fluent English communication ability

Pacesetting. Passionate. Together. Since 1899, HELLA, one of the top 40 automotive suppliers worldwide, has shaped the industry with innovative lighting systems and vehicle electronics. In addition, the company is one of the most important partners of the aftermarket and independent workshops. What motivates us: Shaping the mobility of tomorrow and fostering the central market trends such as autonomous driving, efficiency and electrification, connectivity and digitization as well as individualization. Every day, more than 40,000 employees worldwide are committed to this with passion, know-how and innovative strength.