天津招聘

PURPOSE OF JOB

The purpose of the Territory Manager, Finishing Equipment – General Industry position is to accomplish Graco ’s mission of developing and maintaining a profitable customer base for Graco Finishing Equipment by working with key General Industry Distributors and key End User, Material Supplier and Integrator customers in the assigned Territory (East China). The objective is to meet Graco sales and contribution objectives by targeting the Finishing Equipment general industry segments as well as material manufacturers, robot manufacturers, OEMs and system houses.

JOB RESULT AREAS

1. Sales growth.

2. Distributor management and development.

3. Develop knowledge of product, application and industries.

4. Planning and communication.

5. Co-ordinate Graco opportunities through global contacts

PRINCIPAL ACTIVITIES / DUTIES

1. Sales:

• grow sales and profits.
• develop distributors with application expertise capable of selling application intensive products,
• train distributors, end users, OEMs, material suppliers, integrators.
• stay abreast of competitive activity (products, applications, strategies, promos) and communicate same, help determine competitive benchmarks.
• demonstrate equipment and conduct training to key end-users.
• implement timely and effective territory and promotion plans.
• qualify and follow-up leads in a timely manner and report back on results, track.
• make sales presentations on new products and application solutions to material manufactures, integrators, and systems houses engaged in general industry segments.
• actively participate in, and achieve all goals in, the Asia Pacific Hunter Sales Activity Program.

2. Distributor management and development:

• Build a distributor base of ever growing “performing” distributors (establish goals and plans to achieve goal).

• Develop annual sales volume targets and action plans with key distributors to increase sales / service effectiveness to end-users.
• Review distributor coverage annually and plans to add or delete distributors.
• Actively seek new speciality distributors, OEMs and other channels to improve coverage, penetration and sales of GRACO products.
• Develop distributors’ sales and technical abilities through joint sales and/or troubleshooting calls, training sessions on products and applications.
• Help distributor to specialize to Finishing industry needs.
• Resolve conflicts, complaints and problems with distributors at all levels.

3. Develop knowledge of product, application and industries.

• thorough knowledge on features / benefits, operation, selling and troubleshooting and application of key Finishing solutions portfolio.
• thorough knowledge of pump basics, concepts, product families and application technologies.
• assists as required in new product testing.
• thorough knowledge of Finishing industries and their applications.

4. Planning and communication.

• Develop annual forecast and expense budgets.
• Develop a yearly territory sales plan and key account plan with each distributor on a quarterly basis.
• Follow ISO compliant and approved procedures.
• Administer GRACO special pricing requests from distributors.
• Manage demo account within agreed upon limits.

5. Help co-ordinate global Graco opportunities.

• Work closely with all industrial sales teams
• Communicate effectively across Graco regions (AP, US and Europe) to maximize Graco’s global sales and profitability.
• Develop with the regions a global planning process for Finishing opportunities.

POSITION REQUIREMENTS

Essential:

§ Above 7 years successful related sales experience.

§ Bachelor’s degree in technical, business or marketing area or equivalent experience.

§ Demonstrated ability to deal effectively with all organizational levels and personal styles.

§ Evidence of in-depth understanding of the market place and competition.

§ Effective training skills.

§ Demonstrated ability to work successfully without close supervision.

§ Knowledge of hydraulic, pneumatic, electrical systems and product application.

§ Effective communication skills – written, oral and presentation.

§ Evidence of leadership and professionalism.

§ Willingness to travel up to 50-60% of the time.

§ Ability to work from a home-based office.

Desirable:

§ Graco product knowledge

§ Marketing education or experience.

§ Bachelor’s degree in business or engineering (mechanical, chemical or electrical)

§ Other languages.

美国固瑞克公司创建于一九二六年，是流体处理系统和组件领域 的世界领先者。其产品用于种类繁多的流体和粘胶材料的输送计量、控制和供料。这些材料广泛地用于车辆润滑以及商业和工业领域。

公司的成功源于我们始终不渝地追求卓越技术，世界一流水平的制造工艺和无可匹敌的客户服务。固瑞克公司与专业代理商紧密合作，向客户提供系统设备、产品和技术，并建立了下列流体处理的质量标准，它们是：表面喷涂、防腐涂装、油漆循环、润滑、密封胶及粘合剂的涂布，以及建筑喷涂。固瑞克公司在流体 处理和控制方面的不断投资将继续为多样化的全球市场提供创新性解决方案。