上海招聘

职位: 业务发展经理
功能: 业务发展与销售

报告对象: 总经理

岗位描述：
业务发展经理负责发现并实施新客户和现有客户的业务发展机会。业务发展经理应对现有客户和目标客户的业务机会进行筛选及确认，为公司提供有机成长的发展战略,通过为客户提供有价值的服务为公司的增长战略服务。该职位向董事总经理汇报。



基本要求:
了解客户需求
? 建立并发展普遍及持久的业务关系,并为公司提供客户需求及决策过程的有关信息
? 在公司参与的项目中及时了解行业客户及竞争对手的动向(组织、产品、市场定位、目标及竞争威胁等信息)
? 其战略、供应商、资产状况及今后的发展方向等
? 负责发展并保持与战略合作伙伴的关系及主要目标客户及商业机会的跟踪与发掘
? 提供市场信息
? 提供与客户有关的竞争分析
? 在现有客户基础上开发有机增长的业务机会及新的目标客户的机会
? 在重点关注领域开发新的客户及商业计划
? 建立客户忠诚度并加强退出壁垒(通过提供具有差异性的服务及定位使竞争对手无法进行有效破坏)
? 寻找并提供能提高客户竞争力及价值增长的机会及服务
? 理解、发展并推动公司发展战略并高效完成相关工作任务
? 根据客户需求组织公司资源提供最佳解决方案
? 负责工作建议的提出及递交
? 参与项目投标并保证有关投标文件的质量及准确性
? 准备报价,确保公司业务的盈利及发展的平衡
? 与公司其他同事或团队一起在公司的授权范围内与客户进行合同谈判
? 确保客户及公司的期望被准确理解及确定
? 提供交易概要及主要条款
? 参加公司内部及外部的业务进展会议(定期或不定期)
? 定期回顾客户满意度情况并协助提高改进工作质量和方案,向公司提供早期预警

资历要求
? 3-5年化工或工业技术及设备、新能源领域的业务开发或销售经验,有大客户开发经验者优先
? 较强的销售及业务开发技巧及能力
? 能在压力下及困难的情况下进行谈判并推动业务发展
? 良好的沟通与交流能力,有能力通过影响高级管理人员及重要客户来取得其支持
? 跨功能/部门的协调能力
? 出色的口头/书面沟通能力及灵活性, 能在快速变化及高压的环境下独立开展工作
? 较强的分析和解决问题的能力,无论作为团队成员或独立工作都能始终保持主动,并积极以客户需求为导向,遵照公司规定开展各项
业务活动
? 较强的商业敏觉性，能理解公司的业务模式及我们面对的客户需求/业务的细微变化与挑战
? 合同谈判及后续服务的开发
? 4年制正规大学毕业,理工科或工商类专业优先
? 自律、自强、有在竞争中取胜的强烈愿望
? 熟练运用常用办公软件
? 熟练的英语听说读写能力
? 能长期出差(50%以上的时间)

关于公司

我们为各类工业客户在与中国有关的跨境交易及投资提供贸易服务与专业支持,我们尤其专注于技术转移及项目执行。我们重点服务的领域包括但不限于:可再生能源;汽车零部件及化工等。

对客户所处行业的深入理解和广泛的业务网络是我们开展各类服务的基础,我们根据客户的特长及要求、结合行业在中国发展的特点提供各类专业服务及交易支持以满足客户的战略发展需求。自2005年成立至今,我们的服务协助客户在可再生能源、汽车零部件及化工领域完成了约10亿美元的投资,达成了约1.5亿美元的交易。



JOB TITLE: Manager, Business Development
JOB FUNCTION: Business Development and Sales

REPORTS TO: Managing Director

PURPOSE:
The Business Development (BD) Manager is responsible for driving business opportunities with new and existing Customers. The Business Development Manager is responsible for identifying and scoping the business opportunity for revenue and profit growth within existing and targeted customers, and for developing strategies to close and retain profitable business for the Company. The Business Development Manager reports to the Managing Director.


PRINCIPLE ACCOUNTABILITIES:
? Knows the Customer
Customer Champion – Developing relationships that gives the Company insight into customer’s decision making process
Knows the Company Competitors activities within the customer and industry
(Organization, products, market position, goals, and competitive threats)
Current strategy, suppliers, assets, and future direction
? Responsible for developing and retaining strategic alliance relationships with key prospects and customers.
? Provides market intelligence
? Provides customer relevant competitor analysis
? Identifies new target customers and opportunities for organic growth with existing customers
? Develops and executes Account Penetration Strategy
? Helps to build Customer loyalty and creates barriers to exit (i.e. differentiated propositions that the competition can’t match)
? Create value that increases customer competitiveness
? Owns and drives the execution of the account strategy to close business
Has Knowledge of Company capabilities to determine and organize the best fit for the Customer account requirements
Responsible for proposal development and submission
Customer bids, ensures quality/completed bids submitted to customer
Quotation development; ensures that profitable business
? Contract negotiation with the support of the Company Executives and other teams and appropriate authorizations from both
the Company and the Customer
? Ensures that expectations are clearly defined between the Customer and the Company
? Provides a Summary of the deal, key terms of the contract
? Participates in monthly business review with the Company’s executives and if required customers
? Reviews Customer Satisfaction Measurement and participates in generating solutions
Checks customer perception of performance – provides early warning on issues


Key Competencies:
? Greater than 3 years experience working in the chemical engineering or renewable energy industries. Key account
management experience preferred.
? Superb sales and business development skills.
? Internal and external interaction with all level executives plus a superb ability to negotiate difficult and/or critical business
matters is mandatory.
? A proven track record in achieving results; managing through influence; excellent communication and interpersonal skills
with Demonstrated ability to successfully influence senior level management, executives, and key clients.
? Able to manage cross-functional teams including Business Development , Engineering and other business partners.
? Must have excellent oral and written communication skills and the flexibility to operate well in a rapidly changing and often
high-stress environment.
? You must be a process-oriented, customer-driven self-starter and team player with strong leadership abilities, energized in
an ever changing fast-paced business environment with superb project, analytical and problem-solving skills.
? Strong Business acumen and an ability to completely understand the SkyOne Business model, and all the nuances of the
challenges that our business presents.
? Competent in contract negotiation and service level agreement development
? Four year university degree preferred in science or business administration
? Self-discipline and motivation; with strong desire to win under competition
? Advanced level computer skills - specifically in Word, Excel, Adobe, Visio, PowerPoint and MS Outlook;
? Must be able to travel (up to 50%).


ABOUT US:

We provide a wide range of cross-board trading support and professional services to a substantial and diversified industry and institutional client base worldwide with particular focus on China related technology transfer and project execution in renewable energy, auto parts, and chemical industries.

With our in-depth knowledge base and established networks, we perform various type of professional services and transaction services and formulate appropriate plans tailored to our clients’ requirements and market situations in different business aspects in China. Since its inception in 2005, we have assisted clients to complete $150m deal over $1b investment in renewable energy, auto parts and chemical industry.

我们致力于将世界先进的新能源科技产品推广并应用到中国市场;通过我们遍布全球的业务网络和合作伙伴,我们为国内外客户的业务拓展提供全面高效的贸易支持和创新性的专业服务。我们着眼于帮助客户构建长期的竞争优势并获得持久的业务成就。我们的主要业务内容可以分为以下几个部分:

1.新能源技术及产品代理

我们为客户提供完整的多晶硅生产制造工艺包和相关的生产设备,代理美国和欧洲太阳能及风能产业的关键技术和产品。

2.贸易和直接交易

我们不但协助我们的客户开展各种国内和国际贸易,也应用自己的资金单独或和我们的客户一起直接开展有关业务。此外,我们还为国内客户开拓海外市场提供国际贸易咨询和结算业务。


3.投资咨询
通过我们广泛的商业联系和对行业的深入研究,我们为客户的投资活动提供专业的建议并协助实施相关的投资活动。我们的主要客户集中在汽车零部件制造和新能源发电。