天津招聘

Job Description

General:
？ The entire action should in compliance with regulations, but also within the framework of the Quality and Safety Environment Policy of TLC and the process in particular.
Strategic and operational marketing:
？ Analyzes the key elements of its market: environment; potential, actors, regulation, specific constraints and brings its knowledge of the market during studies and reviews of market activities.
？ Define the strategy of segment for TLC: management of the product range and the service offer, commercial policy, prioritization of sub-segments, regional adaptations if necessary, assign network or KA sales channel.
？ Consolidate local experiences (customers, applications, products) in order to have references and disseminate these experiences to make opportunities for subsidiaries.
？ Design and distribute marketing tools such as Marketing letters, References, Id Card, Share Point update
？ Participates in the development of internal and external communication media related to its market
？ Design and animate with the technical teams the training specific to its market for the employees of the subsidiaries.
？ Improve company image and market awareness through presenting products in professional exhibition, forum, seminar, technical communication, etc, and post article in both conventional or digital means if necessary.
？ Closely work with HQ and APMO for global account cooperation, success story sharing, sales tools, new product, market information, etc.
？ Support local and international OEM customer development, professional institute & segment association liaison.
？ Organize market survey, evaluate and give pricing advice, or price list review, if needed.
KA Development:
？ Strictly follow the company HSE policy and code of conduct in daily work.
？ Achieve the sales target in terms of volume, turnover and GMVC in the designated industries and products, achieving sales goals following a list of International or National Key Account in each segment.
？ Drive “Value Selling” approach and optimize the product mix offer.
？ Involve in the process to make clear strategies in terms of priority, pricing, channel, support needed, etc, fully exchange with Line manager, RTM, Tech and REG teams to make sure alignment.
？ Take use business management tools, like SALSA, visit report, SPANCO, BR, etc, in routine work.
？ Build up strategic partnership with target key account and OEM directly to strengthen the connection and maintain a long term cooperation, regular visit plan is must.
？ Maintain the existing customers to improve the market share and grow the sales turnover and GMVC contribution if possible.
？ Identify, explore and approach the prospects and turn them into our customer.
？ Share success with team to duplicate for more new customers.
？ Follow up KA customers credit, payment to reduce the risks of bad debts.
？ Manage the reporting of Financial performance indicators: Volume, Turnover and GMVC by market segment and provide the overall analysis.
？ Submit weekly/monthly written activity report, addressing current business activities, competitive activity.
？ Execute sales first behavior to meet or beat standards set up in the indicated segments. Increase utilization and accuracy of Sales CRM Tool especially targeting an improvement in Key Account plans and call rate.
？ Support network team for the key accounts approach if needed.
？ Maintain and updated market intelligence of customer and competitor activity.
Trade:
？ Existing key accounts maintenance.
？ Coordination in between KA and network teams for overlapping, channel conflict and pricing issues, etc…
？ Identifies Clients and / or Prospects large international or local group accounts with strategic issues and sets up actions aimed at developing sales on its market through these clients.
？ Manages the relationship with these major accounts: coordination of responses to tenders with the relevant sales area, definition of the pricing policy, direct negotiation, drawing up of contracts.
？ Facilitates the deployment of national group accounts agreements: monitoring the implementation of local sales team and reporting achievements.
？ Assists local sales team with training, meeting and negotiation missions with major accounts.
Other:
？ Coordination with the other Market Managers, RTM, RSM and KAM for production, supply chain(planning, import, transport, ...), Legal (contract, trademark, ...).
？ Intervenes with Purchasing in the negotiation of agreements for third-party products: rebranding or distribution.
？ SPOC with iOEM HQ.

Candidate Profile
？ Bachelor’s degree (Mechanics or Engineering).
？ At least 8 years working experience including supervisory/management experience in relative industries with deep insight.
？ Lubricants/Grease knowledge is required, and the experience on application of Compressor, Refrigeration and all kind of Machineries are preferred.
？ Fluent in English, technical in Word/Excel/PPT.
？ Excellent on communication and coordination.
？ Good overview of responsible industry/segment.
？ Good analysis and problem solving ability.
？ Self-learning and self-motivated.
？ Good team-work spirit.
？ Willingness to work a flexible schedule and undertake reasonable business travel.

道达尔是全球第四大国际石油天然气公司，并通过子公司SunPower在全球太阳能市场居领先地位。我们在130多个国家开展业务，涵盖石油天然气的勘探与生产、炼油、石化以及燃油、润滑油的销售。我们的愿景是成为负责任的大型能源企业。我们的近10万名员工致力于向全球客户提供更安全、更清洁、更高效和更创新的能源产品，造福尽可能多的人。
 
作为***家进入中国海上油气勘探和参与中国炼油业务的国际石油公司，道达尔目前在中国拥有近5,000名本土员工，积极参与中国能源行业全产业链环节——从上游到下游与化工，与中国合作伙伴们分享经验、技术和专业知识，建立双赢互利的合作关系，共同发展国内外能源业务。