苏州招聘

The Sales Engineer MOCVD / LED is responsible for executing, identifying, developing and managing

A. Main Purpose of the Role:

Summary:

Xycarb Ceramics MOCVD / LED Sales with customers mainly based in Anhui province, China

In this position as Sales Engineer, the customer base is investigated, prioritized and identified in key accounts and map this with the company's capabilities (advanced technology, product platforms, distribution channels, market & competitive position, culture). Understands value chain and industry structure of the mocvd / led market focused on specific segments

A sales management vision and a sales plan for Xycarb is developed and defined, which is communicated and reported to the Sales Manager China and General Manager Asia.

A. Key Areas of Responsibility:

1. Region

· MOCVD / LED fabs located in Anhui province in China

2. Sales Strategy/Planning

· Develops, define and execute Xycarb positioning in the China market

· Support the Strategic Sales plan and plans the execution

· Involved in creating an Area Business Plan

3. Relationship Management

· Build relationships with customers

· Communicate the commercial strategy to Sales Manager China and General Manager Asia.

· Develop the business relationship with customers, distribution network

· Develops key relationships at the working level (engineers or higher) at strategic customers

4. Marketing & Opportunity Spotting

· Responsible for the sales communications towards customers

· Sets overlying market objectives to Business Managers and Product Marketers

· Provide input for Xycarb product and application roadmap to deliver compelling end market value propositions

5. Sales

· Owns strategic customer identification and early engagement activities including unreleased product trials

· Execute Sales in terms of product offering, pricing and qualifications

· Establishing and managing key accounts including contracting

· Provide input for yearly forecasting

6. Market Analysis

· Investigate the mocvd / led market and its development resulting in relevant issue inputs for the marketing and development processes

· Build a customer database as input to strategic marketing direction and focus

· Investigate and map the technological developments with benchmarking

7. Design-ins

· Clarify specifications for projects together with customers and feedback to Product Manager

· Provide input for product specifications

8. Team

· Work with local team on business growth

· Advise on resources needs to support and maintain the business

9. Pricing

· Delivers input for business proposals for potential partners or customers

· Manage commercial quotations, price management under supervision of the Sales Manager China and GM Asia

C. Organizational Context:

Main products/services of organization and unit

Products or services of Xycarb are supplied to MOCVD / LED customers.

Position of unit in the value chain

Xycarb position in the value chain is in the manufacturing of consumable parts, but potentially not limited to these specific product

The Scope of Xycarb business: Worldwide business

Other relevant organisational aspects

The model of Xycarb can be identified as marketing & manufacturing

Technology breakthroughs on technology & product roadmap

D. Key Issues Facing the Role:

· Execute on Sales and meet Sales targets

· Defining and develop sales strategies (pricing, distribution, promotion, product requirements)

· Orchestrate the different sales strategies

E. Key Decisions:

· Customer qualifications

F. Key Organizational Relationships:

Reporting Relationships:

Reports to the SM China and GM Asia. Provide Sales proposals to improve market and competitive position in the MOCVD / LED market. Proposes key decisions in sales direction, and takes decisions in how to approach critical issues in market position and strategic customer choices.

Peers:

Other Regional Sales Engineer/Managers, PM in Xycarb Ceramics WW

Other significant relationships - internal:

- Interface with SM China and General Manager Asia to align on sales management

- Supports and work with Manufacturing Engineering and Business / Product Management at Xycarb Ceramics Taiwan and NL facility

Other significant relationships - external:

Relationships regarding :

- Customers (purchasing, engineering, quality)

- Industrial organizations

- Key-accounts or distribution partners

- Key influencers for the LED (MOCVD ) industry

G. Additional Information:

1) Profile of the candidate

Level of education:

- At least Diploma preferably in chemical, electronic, micro-electronics or mechanical engineering

- Degree is considered added value.

Experience:

- At least 2 years of experience in LED or Wafer Fab industries.

- International business development/sales & marketing experience.

- Experience and network in the solid state industry (solar, semiconductor, FPD)

- Key account management including contracting

Skills:

- Self starter and capable to work independently

- Proven management, interpersonal and influencing skills.

- Proven sales and commercial skills in a business-to-business environment

- Able to build up a good record, report and relationship with customers, engineers

- Clear experience in end-user insight programs, translated into effective concepts

- Knowledge of the semi conductor or LED industry

- Effective in communicating and able to get ideas across to all levels.

- Good analytical skills.

- Good negotiation and sales skills.

- Good knowledge of design-in processes (in release process and testing including electrical, mechanical, physical, safety```etc.).

- Understand F&A processes (profit/loss contribution, margin).

- Technical understanding (development, production, quality)

Attributes:

- Personality with clear creative and people focused character.

- Team player.

- Can do mentality.

- Result and service oriented.

- Prepared to travel overseas

Languages:

- English and Mandarin

崇德通用电碳（广州）有限公司是德国Schunk集团在华全资子公司，于1996年在广东成立，为扩大各类产品的生产平台，根据公司发展战略，在苏州购地建立新厂，计划2012年底投入使用，以满足客户不断增长的需求。主要生产和经营工业用的轴承和密封环、玻璃工业的耐高温石墨配件、电机和铁路应用、自动化技术等方面的系列产品，用于地铁铁路机车、汽车、电动工具、太阳能、风力发电机等。崇德集团在世界各地的雇员人数超过7000人，凭借先进的技术在业内被一致誉为具有领导性地位的生产厂商。

公司网站：http://www.schunkchina.com
地 址：上海市武宁路19号丽晶阳光大厦2001-2004室


员工被录用后将获得完善的薪金福利保障，及有计划的培训机会。