苏州招聘

Regional Key Account Manager-(Jiangsu, Anhui, Zhejiang, Fujian,

Guangdong, Guangxi, Jiangxi)

区域大客户经理-（江苏，安徽，浙江，福建，广东，广西，江西）

Reporting to the National Key Account Manager, the Regional Key Account Manager is accountable for the development and implementation of the sales plan and achievement of sales objectives, market share goals and process measures within the assigned region and accounts.

向全国大客户经理汇报，区域大客户经理负责发展，销售计划的实施和实现销售目标，以及市场份额目标和指定区域和帐户在进程中的措施。

Responsibilities and Deliverables

职责和可交付成果

Assigned Accounts

指定客户

• Implement the Key Account Management process.

实施大客户管理流程

• Meet and exceed sales targets related to up selling to assigned clients.

满足和超越相关指定客户的销售目标

• Conduct regular client check-ups ensuring their business concerns are being addressed in a timely manner.

进行常规的客户检查，确保及时地解决其业务问题。

• Coordinate the resolution of any key outstanding issues with other IMW departments.

协调与其他 IMW 部门任何关键、悬而未决的问题的决议

• Identify opportunities to sell additional IMW products/services that will drive client’s business processes.

看准商机销售附加的 IMW 产品或服务，它将会推动客户的业务流程。

• Document key requirements related to opportunities and prepare proposals.

能够满足与机遇和准备建议书等相关文档的关键需求

• Ongoing analysis of the customers’ business development focusing on a proactive approach to steer and enhance account growth.

持续的进行客户业务发展的分析，重点在于一个积极进取的态度来督导和提高客户量的增长。

• Maintain a “top of mind” relationship with the accounts

与客户保持一个"客户至上"的关系

• Present to the assigned accounts contact the new products, marketing programs, thematic promotions, promotional activities and follow up with internal colleagues

在指定的客户面前展现新的产品，营销方案、 专题促销活动、 推广活动和跟进内部的同事。

• Manage the accounts in profitably while adhering to the related budgetary limitations.

在坚持相关预算限制的同时盈利管理客户

• Regular analysis of Regional sales trends including; growth of key accounts, development of new business, and monitoring of local market trends and competitive pressure.

定期分析各区域的销售趋势，包括 ；大客户的增长、新业务的发展，以及监测本地市场趋势和竞争压力。

Team Activities

团队活动

• Prepare a detailed yearly growth strategy for each named account.

为每个指定客户准备详细的年度增长策略。

• Initiate drive to upsell in existing accounts

在现存客户中追加销售量

• Contribute for future team growth

为未来团队增长做出贡献

• Ensure IMW CRM is updated on client status and opportunities.

确保 IMW CRM 更新客户现状和因素

• Meet and exceed sales targets related to Team up selling to client base.

满足和超越合作向客户销售基础相关的销售目标

• Coordination with other Account managers to ensure consistency in approach, and sharing of experience and ideas.

协调其他客户经理，以确保在方法和分享经验与想法上的一致性。

Qualifications

职位要求

• Bachelor's degree in Business Sales and/or Marketing, or other relevant discipline;

大学本科，商务贸易或者市场营销及相关专业毕业。

• Minimum of three years of sales/marketing/account manage experience (preferably in the oil & gas, industrial equipment and transportation industry);

至少有三年销售/营销/账目管理的工作经验（最好是石油&天然气，工业设备和交通运输业相关领域）

• Client oriented, demonstrate sales expertise, solid communication skills (verbal and written) fluent in both Chinese and English;

客户调整，展示销售的专业知识，流利的中英文沟通能力（包括口头和书面）

• Good judgment, creative, autonomous, good negotiator, comfortable with computers (Knowledge in Excel, Power point and Word).

拥有好的判断，创造，独立工作能力，同时也是好的谈判者，熟练操作电脑（了解Excel，Power point和word的知识）

• Experience delivering presentations to corporate customers.

有为企业客户提供业务陈述的经验

• Experience with proposal preparation and delivery.

有提案的撰写和交付的经验

• Extensive experience with Microsoft Office Suite (Word, PowerPoint, Excel, Publisher).

能够熟练运用办公软件（Word, PowerPoint, Excel, Publisher）

• Proven experience preparing and delivering PowerPoint presentations.

具有准备和提供 PowerPoint 演示文稿的丰富经验

• Familiar with contact management software systems (SalesForce.com, etc.).

熟悉管理软件系统（SalesForce.com等）

• High comfort level with the internet and conducting internet research.

熟练操作互联网和进行互联网研究调查

• Must be willing to travel

必须能够适应出差

IMW Industries Ltd. (IMW) is a world class leader in the design of compressed natural gas (CNG) systems with full engineering, manufacturing, and aftermarket services/parts capability doing business in China successfully for over 10 years.
IMW工业有限公司是世界级的压缩天然气系统设计的领先者，拥有全面的工程设计、制造装配、售后服务和零配件供应能力，在中国已具有超过10年的成功业绩。

IMW Compressor (Shanghai) Co., Ltd. is a 100% wholly owned foreign enterprise by its Canadian parent company supplying CNG solutions for all its Asian Pacific markets.
安姆达压缩机(上海)有限公司是由其加拿大母公司全权投资的外商独资企业，为亚太地区市场提供压缩天然气的解决方案。

Advanced Bending Technologies provides induction pipe-bending services for diameters of up to 42” and cold bending services on pipe up to 48” in diameter.
拥有先进的弯管技术，弯管直径可达到42英寸；冷弯管技术可应用于直径达到48英寸的管道。

The Group of Companies has 105 years of combined experience in driving successful solutions for their customers throughout the world.
整个集团公司已具有105年成功为世界各地用户提供解决方案的综合经验。

In July 2010, the acquisition of IMW Industries by Clean Energy Fuels Corp. (Nasdaq: CLNE) was completed, bringing the clean technology manufacturer into the Clean Energy family of companies. Clean Energy is a North American leader in the provision of CNG and LNG fuelling services for transportation fleets. This acquisition will bring IMW Industries to a more brilliant and broad prospect.
2010年7月，IMW工业公司被美国清洁能源集团(美国上市公司代码CLNE)所收购，将清洁生产技术带入清洁能源集团的大家庭。清洁能源集团是北美压缩天然气和液化天然气为天然气燃料车辆提供供气服务的领先者。此次收购将带领IMW走向更广阔的发展前景。

World Class Engineering & Systems Design
世界级的工程和系统设计能力
Our success is based on a strong commitment to our customer and providing the best possible solution for each and every job we undertake. Turn-key solutions include process optimization, design & layout, integration/procurement of technologies and equipment.
我们的成功基于我们给所有客户的坚定承诺，以及我们为每一项工作竭尽所能提供的最佳解决方案。交钥匙工程方案包括流程优化、专业的设计与布局以及技术和设备一体化。

Manufacturing and Integrated Technologies
制造与集成技术
The Group of Companies brings a rare quality of capability and experience in meeting the needs of our customers including manufacturing & fabrication of fully integrated systems, high pressure gas expertise, bending technologies, optimized PLC logic and programmed systems. Twice IMW has won the award for manufacturing excellence in BC CANADA.
整个集团公司在满足客户需求方面具有独特的素质能力和经验，包括生产制造与装配集成系统，以及在高压气体方面的专长，弯管技术，优化PLC逻辑以及编程系统。IMW已在加拿大两次荣膺“卓越制造奖”。

Innovation & Product Development
产品创新与开发
We are driven to success through meeting the needs of our customers, who demand we be innovative in the development of new products and solutions. For example in the gas business IMW is a world leader having been the first to produce oil free gas compressors; Type III daughter fuelling stations (no regulator on the inlet); single line fuelling systems VS three line and more.
我们成功地满足了客户对产品与解决方案创新的不断要求。例如，在天然气业务方面，IMW是全球第一家无油润滑气体压缩机的制造商，作为世界领先者，提供III型子站压缩机系统（无进口调压器）；单线加气以及三线或多线加气系统。

Clean Energy & Environment
清洁能源与环境保护
The philosophy of the IMW is simply to produce oil free compressed gas solutions. This means no oil moves into the gas stream providing the end user with clean and 100% usable gas for better operation vehicles and industrial engines/burners.
IMW的宗旨是“无油”压缩气体解决方案。这意味着，润滑油不会进入气体流程，最终生成的气体“清洁”且可被100%完全应用于车辆和工业生产领域。

Reliability & Customer Satisfaction
可靠性与客户满意度
We seek to provide 100% reliability and customer satisfaction in all of the products and services we deliver. This is achieved through our care for the customer, technology, engineering/design and preventative maintenance programs.
我们一直力求在所有产品和服务上提供100%的可靠性和客户满意度。通过我们细致的服务、技术支持、工程/设计和预防性维护程序已逐一实现。

Aftermarket service & localized parts supply
售后服务及本地化零配件供应
We recognize that equipment requires servicing and that preventative maintenance is the best possible way to support our base of customers. With this in mind since 2006 a super service center has been established in China to meets the needs of our customers through the provision of preventative maintenance, parts and if required emergency services on a 24 hour per day 365 day per year basis.
我们明确设备需要维护而预防性维护是我们支持客户的最佳方式。基于此，自2006年起一个售后服务中心在中国设立，通过提供预防性维护、零配件和每天24小时/全年365天紧急服务的完整体系来满足客户的需求。

For more information about IMW, please refer to www.imw.ca.
关于IMW的更多信息，详见公司网站www.imw.ca