天津招聘

JOB TITLE
Senior Business Development Manager

LOCATION Shanghai

REPORTING TO Key Account Director

SUBORDINATES：Important Individual contributor Role (Functionally: Manage Account Project team and Plant level Sales team or KA Sales)

KEY RESPONSIBILITIES
1.Develop long-term and short-term sales plans, activities, and campaigns and manage the day-to-day activities

2.Study the Key customers sector or industry, identify develop and deploy project sales opportunities from list of key accounts.

3.Penetrate the list of given acquisition key customers with MI or qualified partners products, solution and services which can create and give the customer benefits.

4.Maintain and growth existing developing and retention accounts by creating new demand with MI or qualified partners products, solution and services.

5.Maintain excellent knowledge of selling and sales management techniques as required

6.Visit prospective and existing key accounts regularly and network with integrators extensively to sniff out, develop and convert project sales opportunities (due to new plant startup, expansion, upgrading, replacement etc) into business and suitable solutions successfully

7.Manage and coordinate project specific activities with various internal and external stakeholders effectively, smoothly and flawlessly in order to deliver solution that meets / exceeds customer satisfaction and expectations(relating to quality, performance,technology, total cost of ownership,reliability, delivery etc).

8.See through the entire sales process from conducting sales visits to identifying needs, negotiating contracts, getting sales orders, closing up any gaps between the current product / solution offering versus customer’s requirements, coordinating product delivery and installation matters through after-sales follow up to ensure customer satisfaction

9.Assist in follow-ups and facilitate a smooth implementation of contractual agreements

10.Establish good team work with other supporting departments

KEY PERFORMANCE INDICATORS
Sales Revenue / Growth
Account Market Share

DIMENSION BUSINESS SCOPE
- Total sales revenue in charge (Year 2013) : USD 5.2M (contributes to 6.5% of total China sales revenue)

- Expected year-to-year sales growth: 20~ 25%

- Number of accounts handled : 5~ 8

- FMCG includes Food & Beverage, Cosmetics & Beauty, Pharmaceutical,
Health Food
-
PREREQUISITIES
At least 5 years of key account / project sales / capital equipment sales management experience with western multinational companies

- Has extensive customer / system integrator contacts and strong
customer relationship within the FMCG industry.

- Ideally, Successful Candidate should come from companies selling Product Identification, Auto ID and Packaging related equipment, solutions and products

- Possess strong experience / skills in selling TCO concept (total cost of ownership) to customers. TCO selling involves value proposition of M-I’s full range of offerings (equipment / consumables / services /solution) and long term cost / benefit analysis of acquiring marking /coding solutions from M-I

- Must have good project management proven experience or capability.
For example, need to coordinate with the various functions including software engineering to customize the equipment software to create the right interface for customer’s production use

- Good interpersonal and communication skills to work seamlessly and effectively with people at all levels internally and externally (from Shop Floor Supervisors to Sourcing Director and Plant Director)

- Good appetite to expand business, someone who is a hungry go-getter
with high energy

PROFESSIONAL EXPERIENCE

At least 10 years of work experience with strong knowledge and experience in
driving sustainable sales growth for vertical markets, managing strategic account activities and winning project orders

Sales management experience in any of these niche markets will be strong advantage(s)

- Food & Beverage
- Cosmetics & Beauty
- Pharmaceutical
- Health Food

SOFT- SKILLS
Good people skills, able to work with people in various positions internally and
Externally strong analytical skills

关于都福：
 美国都福集团是一家年营业额达70亿美元，全球领先的多元化工业产品制造企业。都福集团50多年来先后收购了全球数百家生产企业，旗下五大业务部门即工程系统、流体、制冷与食品设备、加油站设备、图像和识别五大业务部门的产品及服务涉足全球多个国家和地区。目前，都福在全球拥有超过200家的生产基地，约30家子公司和26,000名员工，年销售额达近百亿美元。

都福中国：
2009年，都福在上海成立了中国区总部。在所有员工的共同努力下，中国已成为都福全球最重要的战略市场和区域运营中枢。今天，都福集团旗下30多家子公司大部分已进入中国市场，其中包括路特利举升机、百士吉泵业、舒瑞普科技、优必得石油设备、马肯依玛士等业界享有盛誉的品牌子公司，并取得了可喜的成绩。同时，都福中国将秉承着‘致力于成为工业市场的行业领导者，与客户共赢’的宗旨，通过强大的本地化优势和领先的全球化服务经验，继续为中国客户提供更多样化、更完善的产品和服务，在中国这个充满活力的市场上取得更大发展。

截止目前，都福在中国区的员工达2000多人，在中国区的办公室、生产制造基地已遍布上海、苏州、深圳、北京、天津、海门等地。