上海招聘

职位描述：
The Customer Account Director/Manager leads complex commercial activities that cross product lines and involve large and diverse customers within the country, this role directly impacts the company’s goal of maximizing customer and Westinghouse success by creating, maintaining and coordinating customer relationships to maximize orders entered and ensure customer satisfaction from business development through project closeout.
The CAD/CAM is responsible for establishing relationships as a trusted technical and business advisor and maximizing customer lifetime value. They act as Single Contact for assigned customers.
CAD/CAM is accountable to identify and pursue business development opportunities. They perform this role in partnership with VP/MD, CADs and BD Directors/Managers. In addition, the CAD/CAM provides critical insight into the customer’s organization and culture, and the customer’s view of our product/service performance. The CAD/CAM gains understanding of the market through service analysis and competitive intelligence, identifies emerging and unmet customer needs and communicates this knowledge to the product lines and marketing. Also, CADs /CAMs participate in programmatic periodic account team meetings, including product delivery personnel as appropriate, to review customer capital plans, orders entered opportunities, action items to obtain orders and performance issues.
The CADs /CAMs are accountable to the customer for all delivery and empowered to influence project delivery for the customer’s behalf, empowered to work with the product lines to ensure that delivery is flawless on the customer’s behalf. The CAD/CAM oversees the progress of project teams comprised of resources deployed from the Product Lines, maintain awareness of the progress of project teams comprised of resources deployed from the product lines, and ensures his team work with the PM to ensure that Westinghouse provides the delivery as contracted or resolve issues to do so.
The CAD/ CAM will keep a general awareness of all projects by customer and will participate in product-led monthly project reviews and/or readiness reviews, as needed. Also, CADs support Project Managers in the collection of invoices and are responsible and accountable for the successful resolution of suspended invoices, overdue invoices and claims.
In collaboration with VP/MD, the CAD/CAM builds effective relationships with government, political, regulatory, community and other external stakeholders and reinforces a strong “One Westinghouse” presence in the China Region.

Duties and Responsibilities (in the order of priority):
 Develop and foster customer relationships and include key product personnel
? Build relationships with senior utility executives, enabling deep understanding of customer strategies and needs and insight into competitor activities
? Develop effective account strategies and oversee delivery plans that lead to customer satisfaction and retention and growth
in delivery of products and services
? Develop Customer Account Plans and define 5-year business goals and objectives in support of mid-term plan
? Create and maintain capture plans for specific business opportunities and communicate product/service value proposition to the customer
? Perform offer cost benefit analysis/risk summary and make bid/no bid decision
? Establish price and operating profit levels in commercial offers and complete the Limits of Authority (LOA) process in collaboration with product lines
? Maintain close collaboration with Market Application to link customer opportunities with integrated portfolio of products to customers
? Perform promotion and sales activities, leading to deal closures
? Maintain programmatic, periodic communication with customer to assess health of integrated project delivery and collect targeted feedback
? Resolve with customers disputes/claims for added scope, change notices, up-sales or requests that result in increased project cost
? Observe formal internal project reviews to provide customer feedback and set delivery priorities
? Develop, propose and negotiate resolution of suspense invoice issues
? Provide sales forecast of opportunities and quotes
? Oversee the accuracy of orders entered forecast data in CRM and SAP, and coordinate with CI for updates as needed
? Formally track customer commercial communications, information transmittals, records retention, export control and intellectual property compliance
? In the case of significant issues, manage communication with the customer at all levels
? Gather competitive intelligence in the market. Execute pricing strategies , competitor analyses and market assessments .
?Build effective relationships with government ,political , regulatory , community and other external stakeholders.

Skills and Competencies:
Possesses and applies comprehensive knowledge of one or more areas of specialization. Extensive knowledge of nuclear plant operations, maintenance and regulatory requirements and practices, including both design period and commercial operation period.
Proven success in customer interface and relationship building skills.
Strong customer communication skills emphasizing presentation effectiveness, negotiation, persuasion and diplomacy. Well understanding of customer needs and well transfer them to Westinghouse solutions & ability to define best response in terms of product offerings, technical descriptions, pricing /cost structures.
Strong ability to interface with product line leaders & each function leaders/key stake holders on integrated solutions and ensure high qualified service delivery.
In depth knowledge of strategic and business planning processes.
Well technical knowledge regarding Westinghouse products and service offers.
Proficient in English – frequently use English as working language.
Team leadership experience & skills is preferred.

Education Level (Degree, Area of Study) – Minimum Requirement:
Bachelor or above Degree in related industry.

Years of Experience (if applicable):At least 15 years’ experience in nuclear power industry

As the world’s leading supplier of nuclear plant products, technologies and services, Westinghouse Electric Company strives to provide safe, clean and reliable electricity. Today, the leading edge technology developed by Westinghouse is the basis for approximately one-half of the world’s operating nuclear plants. Our comprehensive offerings cover the entire life cycle of nuclear power plants including Automation and Field Services, Engineering, Equipment and Major Projects, Nuclear Fuel and Nuclear Power Plants.

With headquarter in Cranberry Township,Pennsylvania,United States, Westinghouse has operations in 12 states and 15 countries with over 11,000 employees. With the revitalization of the nuclear industry, Westinghouse has embarked on a plan to hire and train thousands of new employees per year for the foreseeable future.

Westinghouse Electric Company has played an active role in China’s nuclear power industry since the 1990s. In 2007, Westinghouse successfully won the bid for China’s generation three plus (III+) nuclear power projects to build two units of AP1000 reactors in Sanmen, Zhejiang Province and two units in Haiyang, Shandong Province.

Look forward, WEC-China is willing to embrace more opportunities with domestic enterprises, and continues to support China’s nuclear power development strategy.