上海招聘

Report to: Manager Automotive China

Key areas of accountability/responsibility

1. Define (and after approval) execute the sales/account plans, derived from the various industry segement strategies and the segment sales plan, and realize the yearly sales target (eg. Contribution Margin) and account objectives.

2. Execute negotiations about pricing, delivery etc. within the boundaries set by ISTL /SSM, and responsible for quotations handling, credit limits and contracts, complaint ownership and consignment contracts.

3. Responsible for defining, developing and commercializing new projects (customers/applications) within the segment/ application strategy, the ambition of the industry segment and focal points within segment and application.

4. Responsible for leveraging and coordinating AD/BDM efforts for his/her accounts and projects of Leverage and coordinate AD/SM/BDM/ R&T efforts at Account level and coordinate all DEP internal activities concerning the account to ensure a consistent account approach in sales, support and development.

5. Responsible for positioning new value propositions at his/her target accounts for Commercial development and for communicating value propositions to the market.

6. Responsible for putting in and maintaining projects acquisition and commercialization in the CRM project tool.

7. Develop and maintain networks at adequate levels in the value chain and within account's organizations focusing on engineering and technology and sales.

8. Responsible to communicate towards the customer and ISTL the commercial request/availability dates and needs wrt new product development.

9. Responsible for collecting market information and communicating current and emerging needs for current accounts within the segment and region to drive value proposition development.

10. Responsible for sales forecasting as input for the Demand Plan.

11. 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 by the Business Manager.

12. Ownership for handling communication towards the customer regarding complaints and proposing settlements (including return orders), to be approved by the Business Manager.

13. Accountable for dunning and timely instructing the AR Senior Administrator.

14. Responsible for timely communicating potential bad debts and for preparing and settling rebates after approval of the Business Manager.

Authorities

1. Within the framework set by the SSM negotiates the closing of a sale with customers.

2. Directs en supervises sales to meet and/or exceed volume, pricing and margin goals.

3. Development of an Account plan to partner with current and future

customers for further product penetration to obtain sustainable, profitable growth.

4. Value proposition development and improvement.

5. Commercialization of targeted value propositions.

6. Network building in the industry.

7. Knowledge building & propagation of that knowledge within DSM.

Educational level:

· Minimal Bachelor's Degree or equivalent experience in mechanical/technology/ chemical engineering and/or business-related field

Knowledge of and experience in own discipline:

· Know-how on industry and markets, in-depth know-how about products and/or applications and competitive material specifications and applications.

· Knowledge of sales processes.

Knowledge of and experience in other relevant disciplines:

· Skills, experience and training in product management and finance; and additional background in sales, technical service, and application development.

.

Managerial and social knowledge and experience:

· Excellent communication, language and social skills

Required level of experiences

• Minimum 5 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

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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