苏州招聘

Roles & Responsibilities:

• Retention of existing customers by:

- Proactive management of relationship building with top 20% of customer base

- Propose innovation pricing framework/ service contract proposal.

- Plan training upgrade for customers

- Recommend innovation solutions to retain customers accordingly to local customer requirements (e.g. loyalty program….)

· Rescue and Recovery of loss customers

- Monitor and analyze (root cause analysis) customer buying pattern

- Propose innovation solution to win-back/ retain accounts

- Retention care/ monitoring of win-back/ retain accounts to ensure loyalty sustainability

• Install base management

- Analyzing the install base to ensure data accuracy

- Partner with Service organization to propose proactive actions to improve data accuracy

- Use AMBIT to find business opportunity

• Work with channel team on partners aftermarket portion management, to design and provide solutions to maintain / recover partner aftermarket businesses
• Take lead on inside sales in field implementations and coordination between front line and HQ

• Optimize local processes and procedures with the HQ team and collaborating on ways to improve revenue and efficiency by looking at best practice in the full aftermarket provision.
• Implement key initiatives for After Market Sales growth in certain territory (forecasting; budgeting; after sales growth; price increase; etc.) along with consistent and effective execution.

• Synchronize business priorities with cross functions. Propose and implement the definition of the M-I best practice, processes and rules in direct or indirect liaison with sales activities ensure consistent deployment of these approaches within the Operations in line with company strategy.

Key Competencies:

People Management Skills

- Proven skills in Managing sales team, coaching, training, recruiting & proven ability to break into business opportunity of lucrative volume.

Expertise in Account Management

– ability to engage across breadth and depth of decision making authorities in customer organizations and articulate MI value proposition and deliver differentiated value.

- have a customer-centric approach that results is superior service, differentiated solutions, enhanced business results and customer retention.

Langue skills

- Good oral English; Good writing and communication in Chinese/English.

Negotiation skills

- Effectively exploring alternatives and demonstrate capabilities to reach an outcome that gains the commitment of the customers.

Business & Commercial acumen

– Ability to integrate economic, market, financial (taxes, duties, inventory management) and industry data from multiple sources to identify critical business issue, articulating the implications of changing market trends and leveraging the same.

Ability to work in a matrix organization

– The role requires close coordination with other sales teams, technical support organization, customer service, logistics team and AR.

– Team Management skill and maintain S&S business with S&S sales team

Result driven

- Introduces systems to measure results against goals

- Makes firm agreements with others on the goals, the people who are expected to achieve them and the deadlines.

- Pays attention to critical success factors

- Business urgency sense to deadlines

Influencing/ Collaboration

• Develops a personal argumentation
• Can convey enthusiasm to others
• Supports own line of reasoning coherently
• Thinks about own potential impact on the audience and takes up what the audience reacts to and what its interests are

Market orientation

• Anticipates possible developments at competitors and takes timely decisions to protect and/or strengthen the market position.
• Gathers information on the actions of competitors and colleagues
• Has good insight into the market position of own products and services

Qualifications and Experience:

Ideally degree educated with 10+ years’ account management experience in an Aftersales experience in an industrial environment with complex B2B interactions, with experience in developing aftermarket sales strategy

• Install base management experience will be an added advantage
• Able to demonstrate track record of success in Inside Sales/ After Sales
• Knowledge of ERP & CRM (SAP, Salesforce, AMBIT)

马肯依玛士
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