南京招聘

POSITION SUMMARY

Purpose

BHY sales is responsible for the profitable BHY business growth in the region. BHY sales is the frontline Air Products’ representative interfacing with our end user customers, introducing AP’s products and offerings to bring value to our customers. One of key target BHY sales needs to hit is the new signing target which is critical for our continuous growth in the area market. In addition, customer retention is another impact task for BHY sales. Driving margin improvement and continuous productivity is also part of the scope of BHY sales whose contribution is critical as the frontline customer facing reps of AP. BHY sales also needs to support other multiple product demand sales opportunities led by either FAM manager or Electronics sales managers. BHY sales also needs to provide market dynamics to regional marketing manager and regional LB GM to support for BHY strategy and investment opportunity screening.

Key elements of the role include the buildup of sufficient pipeline of prospects and hot prospects, hitting new signing target, ensure good customer retention, contract renewal, profit improvement through PIP/ME, productivity improvement, leads/referrals from our existing accounts for MG and other MFOs and support of FAM/Electronics manager bidding of customers with multiple product demand including BHY


DIMENSIONS

Average Annual Portfolio (FY13-20): USD 3MM-USD 8MM

SG&A (direct labor + overheads): NA

Number of Direct Reports (approximate): NA

Overall Supervision (approximate): NA

Other Factors: NA





PRINCIPAL ACCOUNTABILITIES


1. Achieve sales KPIs which includes but not limited to 12 sales call/week

2. Try every means including industrial park cold call, direct market channel, customer referral and referral from sales of other product lines and MFOs to build up a sufficient hot prospect pipeline which is critical to hitting new signing targets

3. Input the prospects data into CRM, filling necessary segment info to support company to do segment analysis

4. Customer satisfaction and retention. Own all existing BHY customers in the region. Regular follow up with these accounts (once/month) and get customers’ feedback. Work closely with other functions in the company to resolve issues of customer to enhance customer satisfaction

5. Contract management. Proactively manage the contract renewal of all existing BHY accounts

6. Manage profitability through closing monitoring CTS result

7. Work with cross functional teams like LB sales team, and other merchant sales team like MB team, PG… customer engineering and GAD team to provide value added service to customers to improve customer loyalty and enhance AP’s brand recognition in the market

8. Execute PIP and ME to pass through the cost inflation so as to improve margin

9. Through good communication, convince customer to support AP’s productivity efforts like opening 24 hours delivery window

10. With daily account management to build good customer relationship and get new signing from customer expansion projects

11. Get leads and referrals from existing accounts to help grow business for both LB and other product lines and MFOs

12. Monitor and manage DSO and improve collection of accounts managed

13. Provide weekly report to area sales manager on volume/price, productivity achievement of existing accounts and segment highlights feedbacked by customers and market competition

14. Support China FAM/Electronics manager to for project bidding of customers with multiple product demand including BHY

15. Manage good relationship with third party BHY source and support regional GM to screen low cost BHY investment opportunities.



REQUIREMENTS AND QUALIFICATIONS

1. Education

- College Degree or University education (Business or Technical discipline preferred).


2. Work Experience

- Minimum 4 years of experience in sales function in multinational companies

- Experience in industrial gases or chemicals would be a strong plus.


3. Skills

- Sales, commercial and negotiation skills

- Good coordination and interpersonal skills

- Strong communication skills in both Chinese and English

4. Qualities

- Strong commitment to the job and desire to win

- Self starter, can work under pressure and with limited guidance

- Good team player and can work both independently and as a team member always with constructive suggestions

- Result focused – demonstrate ability to reach goals, accountability for results.

    空气产品公司（Air Products, 纽约证券交易所代码：APD）是一家世界领先的工业气体公司，拥有近80年的历史。公司专注于服务能源、环境和新兴市场，为包括炼油、化工、金属、电子、加工制造和食品饮料等众多产业的客户提供生产所必需的工业气体、相关设备和应用专业技术。空气产品公司也是一家全球领先的液化天然气工艺技术和设备供应商。公司同时还开发、设计、建造、拥有并运营着一些全球***型的工业气体项目，包括气化项目。这些气化项目以可持续的方式将丰富的自然资源转换成合成气，用于生产高附加值电力、燃料和化工品。

    2019财年，公司在50个国家和地区的运营销售额达89亿美元，当前市值超过650亿美元，使其成为美国市值***的化工企业。其全球来自不同背景的1万7千多名充满热情、富有才华和忠诚敬业的员工在空气产品公司更高使命的引领下，致力于创造创新的解决方案，助力环境改善，增强可持续发展，并解决客户、社区及全球所面临的挑战。欲获得更多信息，请登陆公司中文网站：****************** 或扫描关注“空气产品公司”中国区官方微信。

Air Products (NYSE:APD) is a world-leading industrial gases company in operation for 80 years. Focused on serving energy, environment and emerging markets, the Company provides essential industrial gases, related equipment and applications expertise to customers in dozens of industries, including refining, chemical, metals, electronics, manufacturing, and food and beverage. Air Products is also the global leader in the supply of liquefied natural gas process technology and equipment. The Company develops, engineers, builds, owns and operates some of the world's largest industrial gas projects, including gasification projects that sustainably convert abundant natural resources into syngas for the production of high-value power, fuels and chemicals.

The Company had fiscal 2019 sales of $8.9 billion from operations in 50 countries and has a current market capitalization of about $65 billion, making it the largest American chemical company by market capitalization. More than 17,000 passionate, talented and committed employees from diverse backgrounds are driven by Air Products’ higher purpose to create innovative solutions that benefit the environment, enhance sustainability and address the challenges facing customers, communities, and the world. For more information, visit ***************.