上海招聘

职位描述：
Key Responsibilities
? Ownership
o PTX business in assigned national accounts
o Acquisition target for PTX opportunities in new National-level accounts
o Big deal Registration process
o Funnel management process
o Big deal Discount approval (based on approved level of delegation from AP)

? National-level Key Account
o Strong HQ relationship and optimize PTX business at the assigned key accounts
o Work with TAM for branch level selling and opportunities of pre-awarded deals
o Develop new business opportunities in new national acct

? Deal Registration Process
o Establish Deal registration process and execute it for all TAM and KA deals
o Ensure partners whose deals are registered are given preference in shipment and special bid approvals
o Establish clear rules of engagement to avoid deal-snatching or special bid abuse

? Funnel Management Process and execution
o Set up funnel management for all TAM and National accounts
o Define and drive clear criteria for funnel qualification
o Train and ensure all TAM are submitting funnel monthly
o Conduct monthly review from all sales with GM
o Use Funnel management to drive forecast and demand-matching
o Clear rules of engagement to ensure integrity of business / deals

? Business performance & tracking analytics
o # of deals registered
o Special bid spending and shipment matching
o Funnel size, funnel updates
o Funnel quality
o Regional performance analysis
o Big Deal effectiveness tracking

Measurement of Success (plan vs target)
? Revenue achievement, including percent of total business opportunity won.
? National-level account HQ management and branch coordination
? Deal registration success
? Funnel management success

Qualifications of Candidates
? Diploma or University degree holder
? Strong EU sales and account management ability
? Strong quantitative and qualitative analytical skills in management of EU processes

Key Experience
? Proven direct sales experience in China IT industry.
? Proven experience in Key account management
? Proven experience in setting up and driving funnel management
? 5-7 years in Direct sales

Skills and Knowledge
? Excellent knowledge of China IT Printing business, key market segments and EU sales and management
? In-depth knowledge of Commercial or Industry IT business by key segment / vertical
? Strategic business, account planning and management skills
? Good management and analytical / reporting skills
? Excellent track record of business and code of conduct compliance
? Good inter-personal / communication skills and presentation skills
? People and business leadership skills 举报 分享

About Us
For more than 40 years, Printronix has been addressing global customer needs for mission-critical industrial printing. Offering the two most-trusted brand names in back office and supply chain printing, Printronix and TallyGenicom, known throughout manufacturing, distribution, retail, banking, government and enterprises across the globe.

Our Mission
It is our purpose to be the trusted global leader of highly reliable, innovative printing products, solutions and services to support and improve business critical applications in industrial environments.

Our Vision
Our vision is to enable continuous movement of goods through supply chains of global enterprises by engineering superior solutions and providing customer support that is second to none.