南京招聘

职位描述：
Key Responsibility

? 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. Prioritize new / focus product business.
? Responsible for the new project/application developments at his/her own account, achieve the
growth via the existing business and the new commercialized business.
? Execute negotiations about pricing, delivery etc. within the boundaries set by regional manager /
commercial manager, and responsible for quotations handling, credit limits and contracts, complaint ownership and consignment contracts.
? Responsible for defining, developing and commercializing new projects (customers/applications) at
existing and new accounts, within the category strategy,
? Responsible for leveraging and coordinating efforts for his/her projects at Account level. And
coordinate all DNP internal activities concerning the account to ensure a consistent account approach in sales, technical & commercial support and business development.
? Responsible for positioning new value propositions at his/her target accounts for Commercial
development and for communicating value propositions to the market.
? Develop and maintain networks at adequate levels in the value chain and within account’s
organizations focusing on engineering and technology and sales.
? Responsible to communicate towards the customer and business development director the
commercial request / availability dates and needs of new product development.
? Responsible for collecting market information and communicating current and emerging needs for
the assigned accounts.
? Where necessary, actively participate in Global Key Account groups.
? Responsible for account budgeting and regular sales forecasting as input for the Demand Plan, if
needed, initiating a request for approval of a higher credit limit to the National Key Account Manager.
? 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 to the National Key Account Manager.
? Ownership for handling communication towards the customer regarding complaints and proposing
settlements (including return orders), to be approved by the National Key Account Manager.
? Responsible for timely communicating potential bad debts and for preparing and settling rebates
after approval of the National Key Account Manager.
? To prospect and visit all defined customers in order to: 1. acquire technical commercial
information, build up customer and industrial relationships. 2. Identify and acquire new opportunities.
? Report fully, regularly and in the proper format according to the DSM China procedures
? Monitor competition position and moves and prepare counter-moves


Authorities
? Within the framework set by the National Key Account Manager, organize necessary
? resources(sample, technical, commercial) to support the existing sales and new projects at
accounts.
? Negotiate final prices, quantities and sales conditions with a customer, within the boundary
conditions set by National Manager. Manage sales to meet and/or exceed volume, pricing and margin budgets.

Commercialization of targeted value propositions at the specified accounts.
Preferred Profile

? Educational level:
- Bachelor’s Degree or equivalent experience in science/technology or business-related field

? Knowledge and experience in own discipline:
? Know-how of industry and markets, in-depth know-how about products and/or applications

? Knowledge of and experience in other relevant disciplines:
- Balance of commercial and technical know-how, skills and experience

? Managerial and social knowledge and experience:
- Excellent communication and social skills
- National or International working experience
? Minimum 10 years’ relevant B2B experience in the field of sales and business development.
? Analytical, with good judgment, business sense and problem solving skills
? A strong negotiator who is able to identify customers’ needs and persuasive in presenting ideas
? A team-player, able to work interdependently
? Creative and pioneering experience
? Knowledge of business & process within his segment
? Analytical skills
? Relation builder (good social skills), networker
? Structured worker with project experience
? Proficiency in English 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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Bright Science. Brighter Living.
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.
DSM began trading with China in 1963 and established its first China sales office and first manufacturing facility in early 1990s. End markets include human and animal nutrition and health, personal care, pharmaceuticals, automotive, coatings and paint, electrics and electronics, life protection and housing. The company currently has 40 affiliates in China including 26 manufacturing sites and employs about 3,500 people. DSM China regional headquarters and China Science and Technology Center are located in Shanghai.
DSM’s business is growing healthily and steadily in China with revenue of USD1.7 billion in 2012. In line with DSM’s global vision, we advocate sustainability via the partnering with a high growth economy while internally we embrace diversity and localization of management to empower local talent. We strive to be an Employer of Choice and take pride in attracting, developing and retaining talent by enhancing a forward thinking working environment with a high-performance culture encouraging collaborative action.
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