上海招聘

Job Title: Business Development Manager

Department: Sales

Reports To: Sales Director

FLSA Status: Full-Time

EEO Classification: Salesworkers

Location: Shanghai

Purpose of this Position:

The Business Development Manager is responsible for named High Touch accounts within a specific geographic area. Responsible for pursuing sales opportunities to sell the full breadth of Element services within specified accounts in order to meet their assigned budget. He/she supports Strategic or Key Accounts within their specified territory with any activities needed at local sites.

Essential Duties and Responsibilities:

• Establish and proactively maintain a strong professional relationship with key decision makers and influencers within assigned accounts.
• Drive profitable sales expansion with a focus on acquiring new and re-engaging with dormant accounts, while growing existing clients
• Gather and analyze market and industry intelligence, metrics, and trends to determine customer needs.
• Identify opportunities early in the sales cycle to ensure maximum share of wallet for Element.
• Deliver business development related presentations, negotiate, and close business with nominated accounts, working in coordination with location business development resources.
• Provide positive leadership and representation of Element to the public, customers, vendors, and to all employees through membership in professional organizations, serving on company project teams, conducting employee meetings and visiting work areas and interacting with employees. Represent company at industry association meetings to promote company and services offered.
• Prepare reports and presentations showing sales volume by sector, region, location, potential sales, and areas of proposed client base expansion.
• Follow up in a timely manner on quotations for the assigned customer base
• Achieve sales goals by converting, retaining and penetrating accounts
• Work closely with other sales roles and utilizes technical support to maximize the sales realized in the territory
• Lead access and persuasion steps in sales process, including qualifying, relationship building, needs evaluation, solution development/presentation and closing
• Identify full customer test needs to uncover additional opportunities within accounts across Element
• Actively utilize CRM to record activities, ensuring contact details are accurate, duplicates are removed, new information is added and accurate call / visit logs are entered
• Actively participate in regular pipeline reviews, ensuring all CRM records are up to date and critical success factors are identified for key opportunities
• Build and maintain a working knowledge of Element’s service offerings; participate in training/coaching opportunities.
• Ensure compliance with all Element policies including but not limited to Terms and Conditions, trade compliance, treatment of others, moral code of conduct, and employee handbook.
• Ensure adherence to all applicable laws pertaining to safety, environment and corporate governance.

Supervisory Responsibilities

This position may manage Application Sales Engineers / Customer Service Representatives / Business Development Associates

Qualifications

To perform this position successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Education and/or Experience

10 years of Technical experience with Sales responsibilities from third-party of material testing working background preferred. Bachelors of Science in Material Sciences preferred but other four-year degree will be considered. Testing, metallurgical or composites experience a plus.

Language Skills

Ability to read and interpret documents such as customer quotes/contracts, marketing materials, and customer testing specifications. Ability to write routine reports and correspondence. Ability to speak effectively before groups of customers or employees of organization.

Mathematical Skills

Ability to calculate figures and amounts such as discounts, interest, commissions and proportions. Ability to apply concepts of basic algebra and geometry.

Reasoning Ability

Ability to solve practical customer problems. Ability to interpret a variety of instructions, data and details furnished in written, oral, diagram, or schedule form.

Certificates, Licenses, Registrations

· Must have valid Driver’s License, with an acceptable driving record under Element’s policy.

Physical Demands

· Frequency of required physical force: Minimal (low).

· Lifting requirements: lifting <5 lbs. infrequently and > 5 lbs. sporadically.

· Ability to lift 50+lbs periodically.

· The employee may be required to go within the lab environment periodically.

Other Skills and Abilities

· Experience in interpreting testing procedures and requirements.

· Proficiency in Microsoft Applications (Dynamics AX and CRM, Word, Excel)

· Availability, flexibility, and maturity to represent the company at a broad range of events/projects in the community, with customers and within the company.

· Ability to remain calm when faced with mounting pressure related to deadlines and multiple priorities.

· Well-developed oral and written communication skills to meet a variety of communication needs. Good interpersonal skills that foster open upward and downward communication built on mutual respect.

· Ability to interface with clients, win new work and determine their requirements; helps develops proposals including cost estimates, work plan and terms and conditions.

· Ability to travel up to 75% of the time; some overnight travel may be required.

Key Behaviours

· Managerial Courage

· Action Oriented

· Customer Focus

· Entrepreneurial Drive

Element is one of the fastest growing testing, inspection and certification businesses in the world. Globally we have more than 6,500 brilliant minds operating from 200 sites across 30 countries. Together we share an ambitious purpose to ‘Make tomorrow safer than today’.

When failure in use is not an option, we help customers make certain that their products, materials, processes and services are safe, compliant and fit for purpose. From early R&D, through complex regulatory approvals and into production, our global laboratory network of scientists, engineers, and technologists support customers to achieve assurance over product quality, sustainable outcomes, and market access.

While we are proud of our global reach, working at Element feels like being part of a smaller company. We empower you to take charge of your career, and reward excellence and integrity with growth and development.

Industries across the world depend on our care, attention to detail and the absolute accuracy of our work. The role we have to play in creating a safer world is much bigger than our organization.