南京招聘

JOB PURPOSE

? Provide the ultimate customer experience

? Execute Front Line Sales strategy

? Retain business critical market share at core customers

? Grow share of wallet at business-critical core customers

? Actively hunt for new opportunities in developing core customers

MAIN RESPONSIBILITIES

Managing Sales

? Ensures appropriate development strategy is defined for the assigned customer portfolio

? Develops strategies and determine activities focused on portfolio customer needs and pain-points

? Achieves business and financial outcomes according to expectation for assigned customer portfolio

? Maintain and/or develop relationships securing customer commitment

? Coordinate specialist support as required fulfilling Coromant commitment

? Demonstrate delivered added value through CVF within the assigned customer portfolio

? Review results and develop corrective actions securing results delivery according to plan

? Maintain existing market shares and hunt for new opportunities

? Provide accurate and timely market information regarding customers and competitors.

? Support Sales Management in providing accurate forecasts, budgets and targets as required

WOW

? Engage internal stakeholder function teams with relevant competencies in the needed fields to offer total solutions that fit customer needs.

? Secure project work for customers engaging required company resources into a project team.

? Possesses basic product and services knowledge and gains thorough knowledge of customer business.

? Ensures pre-meeting plans and preparations before each customer visit to secure efficient negotiation results.

? Ensures global and local pricing strategies are executed within all sales activities.

? Serves as a liaison between customers and company departments.

? Promotes the competitive advantage of Sandvik Coromant products and advanced solutions, highlighting differentiating advantages of Sandvik Coromant Total Value Chain Offer.

? Accountable to maintain customer commitments for long-term strategic partnership.

? All activities are executed in accordance with the requirements of Quality Management System and Sales & Marketing Playbook.

OTHER RESPONSIBILITIES AS REQUIRED (Localized)

? Ensures high quality and latest updates of data and information on all sales activities in CRM (Dynamics) within assigned customer portfolio.

? Follows Internal Rules Regulations, in due time provides and correctly processes internal documents determined by the company.

? Constantly improves knowledge of the Sandvik Coromant Offer and quality of production, new tools and technologies.

? Constantly increases the level of the professional development through the training arranged by the company, and also independently.

? Carries out other requests of the company management concerning activity of the company.

MAIN RIGHTS

? Are provided within the rules determined by documents of the companies of the Sandvik group (Fair Play, Code of conduct, Machining Solutions Operational Manual) and LLC Sandvik for realization of the assigned job duties.

? Has the right to demand from the company administration to create and maintain working conditions at the necessary level (according to the requirements of the Labor Regulations of the country).

RESPONSIBILITY

Bears full responsibility for high-quality performance of the job duties, observance of Company rules and the labor legislation of the country.

REQUIRED COMPETENCIES

Competencies are a group of behaviors that encompass knowledge, skills, abilities and personal characteristics that, together, drive performance.

? Proactively driving sales and other business activities with industrial customers [Business Thinking].

? Ability to manage customer requests and business issues effectively within a complex and global matrix organization, capable of leveraging functional resources working in a matrix organization [Diverse teaming and Collaborative skill].

? Ability to build customer relationships and secure customer service excellence through customers` pain points knowledge [Account Management, Customer Jobs understanding].

? Ability to listen to customer and sales project team to understand underlying needs [Customer Jobs understanding, Consultative selling].

? Selling higher, taking cultural (regional) aspects into considerations and being able to successfully sell our total offer to different stakeholders within our customer's organizations, from the shop floor to top management [Account Management, Solution offer, Consultative selling].

? Ability to present and hold negotiations of commercial terms and conditions with all customer's functions (up to Top management) [Consultative selling].

? Ability to set up and communicate business targets and plans.

? Must be able to perform mathematical calculations applicable to product applications and sales statistics [Financial literacy, Digital & data driven].

? Must be able to analyze and balance main KPIs including (but not limited to) pricing simulations, AR report, sales statistics and others [Financial literacy, Digital & data driven].

? Must obtain and apply practical knowledge in the effective use of Sandvik Coromant Sales Tools, including, but not limited, to Productivity Improvement Programs (PIP), Value Selling, and Productivity Analyzer (PA), Dynamics (CRM System).

? Ability to apply digital tools of Office 365 in daily work with internal and external stakeholders (ex., Teams and etc.) [Digital skills].

? Strong execution capabilities.

? Able to create synergy, collaborate and gain commitment to execute action plan [Diverse teaming and Collaborative skill].

? Being a good communicator and skilled at making presentations in front of a targeted group [Influential communication].

? Shows high skills in communicating in the English language, both verbally and in writing.

? Works in line with Sandvik Core Values.

? Project management.

? Agility and adaptability.

? Change management.

? Customers data analytics.

Individual Sales Competencies` level is a subject for Top 10 Core Sales Competence assessment within Performance Review process

EXPERIENCE

? Five to Seven years’ experience in sales and marketing management with engineering cutting tools skills and knowledge.

? Proven track record in delivering good business results.

? Successful experience from negotiations of commercial terms and conditions with industrial customers.

? Relevant experience from Account Management or Sales Management.

? Relevant application knowledge.

? Project management knowledge and experience is a must.

? Knowledge and experience of managing external and internal customer relationships.

? People management experience is an advantage.

EDUCATION

Degree or equivalent qualification in mechanical/manufacturing engineering or economics or a related field.

LICENSES & CERTIFICATES

Employee must possess a current driver’s license valid for his/her state of primary residence.

OTHER INFORMATION

Requires extensive travel within assigned geography and to other Sales Regions.

关于山特维克集团：
山特维克是一家高科技工程集团，在相关业务领域占据全球领先地位。山特维克的业务范围遍及全球，并在150多个国家设有代表处。2021年，集团员工总人数达44000人，年销售额超990亿瑞典克朗。

山特维克集团旗下拥有四个业务领域，分别负责各自产品的研发、生产和销售：
山特维克矿山：全球领先的采矿设备和工具、服务和技术解决方案供应商。产品范围包括凿岩、岩石切割、岩石破碎、装载和拖运以及物料搬运设备。
山特维克机械加工：全球市场领先的高级工业金属切割工具和刀具系统制造商。产品主要由硬质合金以及金刚石、立方氮化硼和特殊陶瓷等其它硬质材料制成。旗下品牌包括山特维克可乐满、***、多马、山高等。
山特维克材料科技：全球领先的高级材料、特种合金、金属和陶瓷电阻材等高附加值产品制造商。产品领域涉及钢管、钢带、丝材和加热系统。
山特维克工程机械：为建筑领域的各种业务需求提供解决方案，如地表岩石开采、隧道挖掘、掘进、爆破、道路修建、循环和土木工程等。产品包括岩石工具、钻孔机、破碎机、散料搬运以及破碎筛分设备。

关于山特维克可乐满：
山特维克可乐满成立于1942年，总部位于瑞典，隶属于山特维克集团，是全球金属切削刀具和相关技术的领先者，在全球130多个国家和地区拥有代表机构，在20多个国家建有一流的效率中心，并在6个国家建有应用中心。分布全球的3个中央配送中心，确保准确迅速地将产品送交到客户手中。山特维克可乐满于1985年正式进入中国，经过20多年的探索与发展，山特维克可乐满大中华区的服务网络已经覆盖全国。30多年来，山特维克可乐满始终致力于将世界最领先的金属切削刀具技术与产品以及多年服务于全球众多客户的经验积累与中国制造业客户的实际情况相结合，为中国的机械加工企业提供优质的增值服务，帮助企业提高效率，降低成本。位于上海的效率中心和应用中心以及位于天津、广州、西安的培训中心，可为客户提供全面而形式多样的技术培训和优化刀具解决方案。位于河北廊坊的刀具方案设计中心和订制刀具生产厂可为客户量身设计并制造各类订制刀具。