上海招聘

职位描述：
Position Summary:

The Fuels Technical Sales Manager – China will be responsible for the overall growth and management of key Fuels Accounts (customers) in China. While CRM (Customer Relationship Management) will be a key feature of this position, the successful candidate will also have to develop and deploy fuel additive packages for application in a wide range of fuel types, principally distillate fuels. As this role will involve the sales and technical deployment of Infineum’s range of fuel additive to refineries in these markets, the candidate should preferably have working experience in the refining industry. The successful candidate will also have well developed interpersonal skills, project management and coordination experience.


Key Outputs: What we can expect from you

Customer Relationship Management
? Responsible for the maintenance and development of customer relationships ensuring that customers receive appropriate service level, have appropriate interface with senior management and manage any product quality and customer performance issues to timely resolution. Accounts are managed in line with the account plans and customer value propositions developed and agreed with Regional Technical Sales Manager (RTSM) and monitored appropriately via call reports and stewardships
Sales / Pricing / Price Negotiation / Profitability
? Deliver sales/profitability targets. Responsible to develop knowledge of competitive situation, customer needs and value proposition and translate into pricing strategy by customer in line with regional and segment guidelines. Once pricing is agreed ensure all internal processes are followed to ensure compliance during price changes and implementation and stewardship to include freight recovery etc. Accountable for customer variable margin and margin improvement plan and follow up on overdues, credit risks, etc
Technical Interface
? Requires good knowledge of Infineum products, technology, NPD processes, refinery operations, refinery economics, petroleum logistics economics, market demand/supply leading to good understanding of customer needs and the development of customer value proposition. Works with chemists to prepare and deliver technical presentations and relevant trends and trouble-shoot problems related to our product performance and handling/application problems
Demand Planning / Forecasting
? Ensure all systems are up-to-date with customer demand forecasts and monitor offtake to plan. In the event of a supply issue effectively interface with internal and external contacts to minimize impact.
Supply Issues / Supply Interface
? Work effectively across all supply functions to ensure reliable supply to the customer through product commercialization, product changes, component substitution and product quality issues



Competitive Intelligence
? Proactively seek and keep up-to-date on competitors, trends, customers and legislation changes that impact the business and ensure effective communication back to the internal organization to be able to extract the best value
New Product Introduction
? Work with customers and internal interfaces to identify need for new products and when agreed steward progress to ensure flawless implementation at the customer

Internal Interfaces
? Manage work of assigned lab chemists and develop test plans and consult technical experts if needed. Work with supply organization to ensure continuity of supply, satisfactory customer performance, supply chain improvement, receivables management. Work with finance to ensure appropriate credit assessment and credit setting. Work with RSTM to ensure regional alignment and alignment with long range plans (LRP)
External Interfaces
? Multiple customers – customer technical group/lab, procurement and facilitate senior management relationship between customers and Infineum. Monitor changes in local legislations that would affect fuels business

What skills will you gain from this role?

? Relationship building with senior and key business executives of our customer organizations at key specified refineries
? In depth knowledge of customer’s requirements at key specified refinery accounts
? Knowledge and Insights into refinery economics and operations
? Ability to explore and identify customers' needs, even with hostile/indifferent complex accounts and adapting sales presentations to different types of prospects
? Business development skills, looking for opportunities for existing and new company products at existing and new markets
? Deep knowledge of refinery processes to aid in trouble-shooting
? Develops trouble shooting and problem solving skills through handling of technical requests and enquiries from customers
? Develops project management skills in the course of development, optimization and commercialization of new products
? Negotiation skills and understands of general pricing and profitability concepts for additive and fuels
? Develops an understanding of fuel market drivers and specifications in Australia, New Zealand, South East Asia and South Asia
? Business stewardship skills viz a viz basic stewardship, profitability, TAR, chemical economics, distribution, etc
? Relationship building and networking skills with middle and senior managers at refinery accounts

A successful candidate is likely to have:

Essential
? Degree in chemicals or business
? Minimum 5 years of technical and commercial leadership experience
? Technical knowledge/awareness is a prefer – deep technical knowledge especially in Infineum’s product technology, cold flow technology, engine operations (related to cold flow), refinery operations, refinery economics and petroleum logistics
? Commercial knowledge including negotiation – critical skill to develop realistic customer value proposition based on the above knowledge and competitive / market information. Strong and effective negotiation skills. Solid experience in channel development and management. Proven ability to work under pressure and deliver challenging business targets
? Work planning, prioritization and execution – must be able to convert customer discussions into technical work plans, product requirements and steward through to delivery at customer
? Problem solving – important skill to be able to understand customer problems and work through potential solutions and deliver value to the customer
? Communication (informing & presenting) – important skill to develop account strategies in line with LRPs and market understanding
? Interpersonal and relationship management – must be able to build effective customer relationships at multiple levels. Facilitate high-level customer relationship building. Ability to build effective internal relationships
? Supervision and influence – critical skill to be able to effectively influence the customers throughout their organization and also internally to gain alignment behind plans, get technical programs agreed, etc
? High-level of understanding of refining process and refinery economics
? Fluent in English, the principal working language of Infineum's customers
? Teamwork – ability to work closely with a global and diverse team of colleagues 举报 分享

润英联是一家全球性燃油及润滑油添加剂研发, 生产和销售的行业领先企业。公司成立于1999年1月，是埃克森美孚与壳牌石油合并添加剂业务组成的50:50的合资公司。我们拥有超过80年的添加剂行业经验，业务遍及全球130多个国家，在多元融合的文化背景下，实现全球性的跨职能跨区域合作。公司集团总部设在英国Milton Hill，距伦敦仅一小时车程。在英国, 美国和新加坡,上海设有区域业务中心，在英国, 美国, 日本和新加坡有研发设施，并同时在70余个国家进行营销，全球统一的生产计划战略分布，确保了高效稳定的为全世界用户带来统一水准的高品质产品与服务。

不断夯实的本土化发展离不开优秀的本地人才与团队。润英联自进入中国起，便开始了本土团队的打造与建设，不仅吸引了大批兼具专业知识和国际视野的本土人才，更为其提供一流的职业发展平台，通过共享全球内部资源、开展海外培训等多种措施，在帮助员工快速成长的同时，进一步促进了本地人才的培养与发展。

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