苏州招聘

JOB PURPOSE:
To manage all sales activity within an area and achieve targeted sales level

JOB DEFINITION:
Area Technical Sales Manager, Eastern and South Asia

Person in charge: N.N
Department: Export Sales
Supervisor: Sammi Sui
Direct employee below: N/A

MAIN TASKs:

Planning (Writes a detailed sales)
- Identifies specific sales activities on the area for each type of customer/client
- Establish milestones to monitor own performance
- Presents plan to sales/export manager and has it signed off

Relationships (Develops strong relationships with all the target groups in the area)
- Delivers CPD presentations to architecs
- Delivers presentations to the several target groups
- Pro-actively targets site teams for main contractors, promoting the use of Fermacell/Aestuver and reinforcing the relationships built up by the international project team
- Identifies all the specifiers and installers in the area for the Fermacell and Aestuver products
- Establish a regular call pattern with all specialist distributors, implementing activities identified in the key account plans and managing relationships
- Maintaining intensive relationships with HQ and the international project team

Builders Merchants (Implements the key account plans for builders merchants at a local level)
- Identifies and makes contact with regional directors/managers from national merchants as per key account plans
- Targets branches of merchants as identified in the key account plans
- Establish network of stockistst of Fermacell
- Delivers in-store training and implement merchandising solution
- Deliver trade days/’breakfast mornings’ and other local marketing initiatives as required
- Manage on-going relationships

Projects (Uses project leads to drive volume sales of Fermacell/Aestuver)
- Identifying and using different tools to identify suitable projects (or follow up on projects identified by others)
- Make contact with decision-makers (architects/engineers/specifiers/contractors) and promote the use of Fermacell, writing the specification
- Track the project through the different planning and building stages, ensuring the specification remains in place
- Negotiate specific project discount if required, within the delegate authority level agreed.

Quality control (Ensures Fermacell/Aestuver is installed correctly)
- Provides technical assistance on site where required
- Undertakes regular site visits to ensure correct installation methods, if needed intensive communication with technical team

Xella Xales
- Ensures Xella Xales is updated with projects, customer information, contacts and activity reports
A) Directly
B) Via office data entry

QUALIFICATION REQUIREMENTS:

Personal skills:
- Demonstrates entrepreneurial spirit and sound commercial judgement and industry knowledge. Anticipates and responds to trends and changes in the external environment
- Recognises the importance of the client/customer and is courteous at all times
- Communicates with passion and credibility to influence, enthuse and energise peers, team, customer and the broader community. Encourage values and acts on feedback from all sources
- Is highly organized and has good time-management skills. Can develop and successfully implement complex and demanding plans
- Recognises the need for flexibility, is willing to adapt to change and can seize opportunities when they are presented
- Demonstrates a determined and focused approach to work, overcomes setbacks and is persistent in achieving goals
- Demonstrates a sensitivity to the views of other members ot the team, and can develop a positive working relationship with colleagues at all levels, commanding their respect and confidence
- Demonstrates a sound knowledge of Fermacell/Aestuver products and systems. Has the ability to read construction plans and specifications. Understands the key performance features required for specification purposes; is able to offer
Fermacell/Aestuver specifications, including alternatives to competitor systems.
- Experience in Building and Fire protection is a big advantage.
- Demonstrates a sound knowledge of the Fermacell/Aestuver product range in regard to site intstallation and use, and is able to successfully articulate and show its installation in a clear, understandable and effective way.
- Self-confidence, strong negotiation and communication skills
- Engagement, flexibility, able to communicate and convince
- Customer focused
- Precise work method
- Geographical mobility and willingness to travel in the national and international areas

Technical skills:
- Fluency in written and spoken English as well as Malay and/or Mandarin
- Experience in the Building Materials (best case
drylining) and Fire Protection branches (inclusive
these for which consultancy is required)
- deep experience in the construction industry
- International experience in the Building branch will be considered
- Excellent sales experiences
- Good MS-Office skills needed (specially Excel, PowerPoint)
- experience in using CRM systems

Office place: Shanghai

Education:
- Construction Engineering, Architecture, Engineer with a degree or similar educational level with experience in Fire Protection and sales skills or business person with sales experience in international construction projects and technical skills.

关于凯莱
德国凯莱（XELLA）集团总部位于德国杜伊斯堡，是全球领先的大型跨国建材集团。集团主营三大产业:墙体建筑材料，干挂系统和石灰及石灰矿原料，业务遍布欧洲、亚洲、北美和南美市场。

德国凯莱（XELLA）集团旗下拥有众多国际著名建材品牌，如YTONG伊通砂加气混凝土砌块和板材、Silka硅酸钙砖和YTONG-multipor保温隔热板等，在全球各地均广受赞誉。目前，集团在30个国家设有90多家工厂，雇员7800余名，销售收入逾13亿欧元。

作为全球顶尖建材制造商，凯莱（XELLA）集团以研发领先而闻名于世。在德国Emstal和Brück，集团设有世界级的全球研发中心和实验室，配备先进的研发设施和40多位各种专业的科学研发人员。多年以来，凯莱（XELLA）集团通过从原料选矿勘探、配方工艺优化、产品品质测试、建筑节能、墙体系统性能和施工应用等一系列全过程的研发，不断地开发出创新、高效且可持续的解决方案，满足世界各地建筑业的各种挑战和需求，已成为世界墙体建材科技的引导者。

Xella manufactures and markets building materials, gypsum fibreboard and cement-bonded dry lining panels together with lime and limestone.

With its Ytong, Hebel and Silka ranges, Xella is one of the world's largest manufacturers of aerated concrete and calcium silicate products. With Fermacell, Xella sets the tone for high quality dry lining applications and with Fels, Xella is one of Europe's leading producers of lime and limestone.

With 90 factories in 18 countries and sales and marketing organisations in 30 countries, Xella is flying the flag internationally. In the process, the marketing activities of the Xella Group are bundled into the three business units Xella Baustoffe GmbH, Fermacell GmbH and Fels-Werke GmbH. They have their own production and marketing departments which means that the most diverse customer requirements are individually and expertly served in the different markets.

1995年，集团进入中国，先后于上海、浙江、天津、河北、山东等地成立了营运基地，销售网络覆盖全国、东亚、以及东南亚地区。上海德材凯莱投资咨询有限公司，作为凯莱集团在中国的管理公司，在销售、财务、人力资源、采购、IT等职能上为各工厂提供支持。
中国公司列表：
上海德材凯莱投资咨询有限公司
上海伊通有限公司
长兴伊通有限公司
凯莱建筑材料（天津）有限公司
保定凯莱先锋硅钙砖建筑材料有限公司
山东凯莱新型建材有限公司
The Group entered China in 1995, a series of operations base were founded in Shanghai, Zhejiang, Tianjin, Hebei, Shandong, and the sales network is covering whole China, East Asia, Southeast Asia. Shanghai Xella Consulting Co., Ltd as the management corporation of Xella in China, providing support in sales, finance, HR, purchasing, IT functions for every company.
Company list in China:
Shanghai Xella Consulting Co., Ltd.
Shanghai YTONG Co., Ltd.
Changxing YTONG Co., Ltd.
Xella Building Material (Tianjin) Co., Ltd.
Baoding Xella xianfeng CS new Building Materials Co., Ltd.
Shandong Xella New Building Materials Co., Ltd.


上海伊通有限公司成立于一九九五年十二月，于一九九七年十二月建成投产，是由德国凯莱（Xella）建材有限公司和上海建材（集团）总公司联手，共同投资5000万美元建立。拥有国内规模最大、技术最先进的优质砂加气混凝土（简称AAC或ALC）产品生产基地，年产能为50万立方米。
    上海伊通不仅是优质砂加气混凝土产品制造商，也是混凝土框架填充系统、建筑保温系统和钢结构围护系统的集成供应商，并能为客户提供各种解决方案。


工厂地址：奉贤区浦南路70号
销售办公室地址：上海市徐汇区虹梅路1801号凯科国际大厦2801室