南京招聘

五百强美资泵类公司，负责重工行业泵类产品销售，丰富福利待遇，具有开拓市场的经验和能力优先
？ Enquiry To Order (During Quotation) – Improve sales productivities & create growth.
？ 询价到形成订单（在报价期间）-提高销售量并实现增长
？ Planning: develop the order and sales plan for the segment, key action plans in line with company strategic plan
？ 计划：为细分市场开发订单和销售计划，发展符合公司战略的关键行动计划
？ Coordination in Implementing: leads the mega projects to win from enquiry to order, and uses his knowledge, relationship network, and selling skill to improve the win rate. Specifically the tasks covered are as follow:
？ 执行协调：领导大型工程项目，运用自己的知识、关系网、销售技巧来提升赢得率。具体任务如下：
？ Achieve the order and sales targets monthly and annually ( double counting with regional sales force )
？ Establish global and national level account relationship with targeted design institutes, consulting companies, developers, contractors and sign the strategic framework agreements with these core accounts.
？ Find new project leads and assign them to different regions and sales engineers.
？ Major projects of the key accounts: review quotation and value offering, advise on and lead the projects
？ Standardize the bidding document favorable to xylem
？ Collect and edit the book of reference projects and certificates needed for bidding
？ Measure the win rate of key accounts
？ 完成月度、年度的订单和销售计划
？ 与目标设计院、咨询公司、开发商、承包商建立全球和国家级客户关系，与这些核心客户签订战略框架协议
？ 发现新的项目负责人，并分派他们到不同的区域和不同的销售工程师
？ 重要客户的主要项目：审查报价，对项目提议，并带领项目
？ 标准化对xylem有利的招标文件
？ 收集和编辑参考项目的手册以及招标需要的文件
？ 衡量关键客户的赢率
？ Feedback and reporting: Review our strategies in product line, pricing, communication and distribution competency to to improve win rate. On a timely basis to report the progress of the planned action plans.
？ 反馈和报告：审阅我们在产品线、定价、沟通和分销能力上的战略，以提升赢率。及时报告行动计划的进程
？ Measure for this job: 衡量
？ Order and sales for his segment
？ Strategic framework agreement with key accounts
？ Number of seminars with targeted design institutes, consulting, developers, and contractors
？ Number of new leads
？ Win rate among the key accounts
？ 细分市场的订单和销售
？ 与重点客户的战略框架协议
？ 与目标设计院、咨询公司、开发商、承建商举办的研讨会的数量
？ 新领导的数量
？ 重点客户的赢率
？ Order Fulfillment (After Order Entered) – Satisfying customer needs订单履行（订单输入后）-满足客户需要
？ Coordinate sales team and IDAs to work with customer service team and the factory team to plan the production, the delivery schedule, and expedite the delivery when needed.
？ Coach the sales team and the IDAs to handle the complaints on delivery to turn negative into positive.
？ Coach sales team and the IDAs to do well the preparation for delivery, money collection and invoicing to customers.
？ 协调销售团队和分销商，和客户服务人员及工厂团队一起工作，计划生产、交货日程，需要时加快交货
？ 指导销售人员和分销商处理关于交货的投诉，化被动为主动
？ 指导销售人员和分销商做好交货准备、收款以及开具发票给客户
？ After sales (After goods shipped) – Building long term relationship销售后（货物装运后）
？ Coordinate sales team and the IDAs to do well to follow up the delivery, to prepare for installation and to make sure good installation.
？ Support the sales team and the IDAs to work with after sales service to resolve the quality issues when arising.
？ Coach sales team and IDAs to handle the complaints from customers to protect the interest of xylem and to turn the negative complaints into the positive relationship.
？ 协调销售人员和分销商做好跟踪发货，准备并确保良好安装设备
？ 支持销售人员和分销商处理客户投诉，保护Xylem利益，化负面投诉为积极关系
Part 2 Describe the Person
？ Minimum professional and educational background desired (include years of experience)
？ Bachelor degree or above. Hydraulic machinery, electric machines major is a plus.
？ At least 7 years demonstrated experiences in sales or account management in either the pump industry or an engineering environment. Marketing Experiences is a plus.
？ Good at English Speaking, Reading and Writing will be plus.
？ Good at Computer MS Office (Word, Excel, Powerpoint)
？ Excellent verbal and written communication skills.
？ Frequently traveling is requested.
？ 学士学位或以上。液压机械、电机专业为佳
？ 在泵行业或工程行业有至少7年的销售或客户管理经验。有营销经验更佳
？ 良好的英语说、读、写为佳
？ 良好的计算机office技能(Word, Excel, Powerpoint)
？ 优秀的口头和书面交流能力
？ 希望能接受频繁出差
Describe the most important competencies required of the individual.
Business Acumen 商业头脑
？ dentify and use the key financial indicators necessary to measure business performance
？ Demonstrate understanding of how own unit’s performance contributes to the overall organization’s financial results (e.g., cash flow, shareholder value)
？ Evaluate the viability of proposed investments before making recommendations or taking action
？ Identify ways to manage risks when making financial decisions
？ Make prudent decisions regarding significant expenditures (e.g., timing, level, allocation)
？ Accurately forecast major sources of cost, revenue, and risk
？ Summarize and use financial performance data to provide usable feedback and clearly communicate results
？ 识别并运用必要的主要财务指标来衡量经营业绩
？ 充分理解一个小的单元的表现是如何对整个组织财务状况做出贡献的
？ 在提出建议或采取行动前评估投资的可行性
？ 在做财务决定时确定如何进行风险管理
？ 关于重要的财务支出要谨慎决定（比如时机、级别、分配）
？ 精确预测成本、收益、风险的主要来源
？ 总结并运用财务数据，以提供有用的反馈并清晰明了地沟通结果
Results Orientation结果导向
？ Do not easily give up in the face of unexpected obstacles
？ high standards of performance for self and others
？ Perform tasks outside of own area of responsibility when needed
？ Put in extra effort and work to accomplish critical or difficult tasks
？ Maintain a consistent, high level of productivity
？ Drive the achievement of meaningful results in meetings, without over-emphasizing processes
？ Demonstrate a strong drive to achieve meaningful results
？ Foster a sense of urgency in others for achieving goals
？ Hold people accountable for achieving their goals
？ Take immediate and independent action to resolve issues or problems when they arise
？ Aggressively pursue organization success.
？ Remove obstacles in order to move the work forward and/or get efforts back on track
？ 在遇见意想不到的障碍时不轻易放弃
？ 对己对人的表现都设置高标准
？ 当任务不属于自己负责的区域但有需要时也予以完成
？ 投入额外的努力和工作以完成重要的或者艰难的任务
？ 维持一贯的高生产力
？ 促使在会议上达成有意义的结果，而不过分强调过程
？ 展示达成有意义结果的强大驱动力
？ 培养他人的紧迫感以完成目标
？ 促使下属负责地完成他们的目标
？ 发生问题时能立刻独立采取行动予以解决
？ 积极追求组织的成功
？ 移除工作障碍，以推进工作开展以及/或努力回到正轨
Collaboration and teamwork协作和团队精神
？ Reinforces team approach throughout practice both on client projects and internal initiatives.
？ Supports and solicits input from team members at all levels within the organization.
？ Ensures regular team and practice events take place away from the office.
？ 通过实践加强团队凝聚力，包括客户项目和内部的主观能动性
支持并组织中所有级别的团队成员，征求他们的投入
？ 确保定期的团队和实践活动在办公室外进行
Client Management客户管理
？ Communicates effectively with clients to identify needs and evaluate alternative business solutions and strategies.
？ Continually defines ways to increase customer satisfaction and deepen client relationships.
？ Maintains lasting client relationships.
？ Ensures practice delivers superior solutions to clients.
？ Provides senior level resolution to client issues.
？ 和客户有效沟通，确定需求，评估替代的业务解决方案和战略
？ 不断确定方式方法来增加客户满意度以及加深与客户的关系
？ 保持持久的客户关系
？ 确保用实践为客户提供卓越的解决方案
？ 为客户的问题提供高级解决方案

DB Talent is a European based recruitment company. Our Shanghai office opened in the 2001, and we have continually provided excellent professional service to our clients and candidates.