厦门招聘

职位描述：
Position Overview
1. Directly report to Sales director.
2. Take charge of daily sales activity to achieve ambitious strategy (for growth) and quotas in the China (emerging) market.
3. Take responsibility for local market intelligence, strategic market(ing) planning and developing of regions and/or applications, including competitor analysis and monitoring.
4. Understand market and customer needs and whereas required, drive the process of managing &/or adapting the equipment portfolio to enable (forecasted) growth within the given boundaries of the multi-year global & local food-strategy plan set forward by TSS-Food management (specific market and application segmentation). If potential exists outside the outlined strategy, prepare a business case outlining its potential.
5. Eager to drive sales result and develop a market specific application, potentially even a whole series of applications, whereas based upon experiences gained, a growth path towards ‘Area’ Sales Manager or even ‘Senior’ Sales (&/or Product) Manager is likely to happen. Potentially having to manage multiple direct sales reports (depending on growth achieved) or at least a network of agents/distributors. Whereas deemed fit, growth within the TSS-global sales (including product and/or market development) organization is also possible.
Main Responsibilities:
1. Commercial cooperation:
? Cooperates in the search of interesting prospects and co-initiates partnerships in the assigned China-provinces or Product/Application specialities under the supervision of the Sales Director; though a high level of independence is needed, communicating also beyond China into the Food business unit structure of R&D, Marketing, Sales, business and market development, Market unit Management,…
? Finds it challenging to (help) explore and fully build up new markets
? Acquires actively the technical knowledge on the applications & machines within the TSS food-sorting business unit portfolio (applicable to the assigned application or region).
? Cooperates actively in drawing up the forecast on sales & achieving actual sales results (committed annual budgets).
? Initiate application tests on new or unknown applications; hence to develop either the application knowledge or identifying the equipment fit for the sorting task; whereas needed initiate also the required R&D to potentially enter a new (potential growth) market segment.
? Invites customers and prospects for demonstrations (on known & tested applications); customer invited for a demo are in ‘purchase mode’.

? Keeps commercials/commercial relations (new, but also all existing customers) continuously updated on new, interesting applications or upgrades and current projects.

2. Project and process Management of the sales within the assigned segment:
? When prospecting, consider set forward targets for the identification of prospect projects; report clearly details on possible lost projects.
? Maintain accurate leads, prospect and customer date in the available CRM system; accurately report project status.
? Acquires the process of drawing up offers (A to Z) for the customer/prospect for the requested application.
? Responsible for judging the commercial approach and maximizing margins on products offered and this within known/given limits; motivate deviations to these boundaries when judged needed.
? Searching for solutions and keeps on going in order to make longer sales projects successful (never give up mentality).
? Draws up careful reports/communication to customers.

3. Expanding the network of agents and market exploration:
? Prepared for national (and whereas needed also international) fairs in order to build customer relationships, generate leads,…
? Makes contacts on national (& international) fairs.
? Encourages customers and prospects to visit the stand or our offices (and demo-centre).
? Monitors the contact in order to achieve to sales activity (and accurately report projects status). In case of project delays, report why, what,..
? Accurately monitor (and concur) competition activities towards the contacts.
? Actively explores the market in order to have an image on the possible sales potential (lead generation & prospect finding); the same should be supported by earlier drafted market mapping/evaluation, this in conjunction with the Market unit, Product and/or Market Directors, supporting the food business stream.
? Execute intelligence studies to maintain competition advantage; actively gather competitor information on assigned regions and/or market segment; report this in a structured manner to the whole organization (also outside China).
? Participate actively in the Annual Asia & Bi-Annual worldwide sales meetings, whereas direct sales, sales management, ASM’s, product, market R&D experts will attend; issue dedicated presentations upon sales and territorial activities.

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Main Requirements:
1. Bachelor or above degree, technical related major is preferred.
2. At least 5 years’ or above sales experience with proved successful record.
3. (Rich) total solution/consultative selling skills in equipment or applications
4. Aggressive, ambitious, passion and can drive for result; never give up mentality.
5. Good at communication and coordination with internal/external resources.
6. Fluency/fluent English (must – as all communication amongst colleagues internally is in English!) and Mandarin.
7. Located in Xiamen with intensive travel to visit customers countrywide; regular visits to TSS-Competence centres (mainly in Europe) or joint visits with customers outside China, are obviously also part of the tasks, being an Jr-SM. 举报 分享

    陶朗集团是全球领先的传感分选解决方案及收集解决方案供应商，以引领资源革命为使命，开发了全系列的基于传感的解决方案，帮助客户增加收益并减少对环境的影响。陶朗集团于挪威奥斯陆证交所上市，目前在全球80多个国家和地区设有运营机构，员工人数达2400多人，2014年营业额为5.5亿欧元。
    陶朗集团于1972年成立于挪威，成立之初，集团的主要业务是设计、制造和销售空瓶回收机，在40多年的发展历程中，陶朗集团始终不遗余力地进行技术研发和产品革新，与此同时，进行了多次的战略性并购和内部研发投资，技术链不断健全，技术方案的应用范围更广，今天，陶朗集团的业务横跨两大领域——资源收集和分选。目前，陶朗集团各个业务在各自运营领域均在全球市场中占有无可争议的主导地位，在2004至2014年间，集团营业额年增长率一直保持在33%左右。
    2015年，陶朗集团赢得了欧洲企业年度大奖，是年营业额超过1.5亿欧元企业类别的十家最终获奖企业之一。作为这个奖项的优胜者，标志着陶朗集团在科技创新、商业道德和财务成就方面，在业界及整个欧洲获得了普遍认可。

陶朗中国
    陶朗集团于2010年进入中国市场，目前在华有五大业务板块——自动退瓶机业务板块以及分选事业部下属的食品、资源回收、矿产及特殊产品业务板块。截止至2015年底，在大中华地区共安装了超过250台设备（其中食品分选业务120多台，资源回收业务80多台，矿产和特殊产品业务50多台）
    我们的在华全资子公司设在风景秀美的海滨城市厦门，这也是陶朗的大中华地区总部所在地，除办公室外，在厦门还设有两个先进的设备测试中心（分别服务于食品业务和资源回收业务）及一个组装车间；此外，陶朗分选事业部的客户服务团队为及时响应全国各地的各户需求，在全国范围内设立了5个服务网点，分别位于青岛、杭州、昆明、兰州和台中。2015年，新近踏进中国市场的陶朗自动退瓶机业务还与本地合作伙伴一起，共同在北京和厦门成立了2家合资公司，开始全面开展自动退瓶机的本地研发、运营和销售。
    公司秉承立足中国，服务中国的战略，致力于长期在华发展，深耕本地市场。为了充分满足本地市场的需要和提供适合本地市场的解决方案，我们专门组建了一支本地研发团队，开发适合中国市场且灵活的模块式分选设备，届时，陶朗将实现本地工程研发、生产、测试、销售和维护维修等全方位的服务。

陶朗集团回收事业部——自动退瓶机业务之翘楚
    陶朗集团的发展始于自动退瓶机业务，经历了40多年的发展和繁荣，迄今，陶朗已向全世界40多个国家和地区提供了7万多台自动退瓶机，这些机器每年实际回收超过350亿个空饮料瓶/罐。
    目前，陶朗集团回收事业部涵盖自动退瓶及和资源回收两大业务板块，占集团总收入的60% 。
    陶朗自动退瓶机的多重鉴别功能，可有效防止接收不合格的饮料瓶并支付瓶子的费用，同时准确跟踪并记录所有的交易记录：仅仅在德国一个国家，每年的空瓶交易额就超过了40亿欧元。
陶朗集团分选事业部 食品业务
    陶朗食品业务秉承开发尖端技术为客户优化生产流程的理念，30多年以来始终坚持为客户提供品质可靠且高效的解决方案。食品业务的前身为BEST和ODENBERG两大国际知名品牌，品牌的整合使得陶朗能够为全球食品加工企业提供从农场到餐桌的全链条方案：包括设计和提供尖端的分选、去皮和过程分析设备，协助客户实现提高生产效率，增加产出和提高产品质量的最终目标。
    陶朗食品分选解决方案的应用范围广泛，包括新鲜水果、新鲜蔬菜、干果、鲜切蔬菜、土豆、肉类、海产品等，目前已在全球范围内为食品生产商、包装商及加工商提供了5000多台设备，这些设备操作和维护简便，还能实现食品原料的最大化利用率，减少浪费，从而实现资源的有效利用。
        
陶朗集团分选事业部 资源回收业务
    陶朗基于传感的分选技术可用于从废物和垃圾中回收各种有价资源，包括纸制品、金属和塑料等多种应用领域，从而减少对一次能源及原材料的需求，降低人类生产活动对环境造成的不良影响。目前，共有4500多台陶朗的资源回收分选设备安装于全世界40多个国家和地区。
    我们的尖端科技不但能从垃圾中自动识别和分选高纯度的可回收资源，还能帮助提高生产线的灵活性，使之能够处理更多组分不同的垃圾，并可通过实时监测垃圾的组分，使得分选任务根据投入物料的组成不同而更具针对性，从而显著提升回收利用率。我们的专业工程师团队凭借多年以来积累的丰富知识和实践经验，能够为客户量身定制符合产品需求的解决方案，让客户的设备能够始终高效的对各种原料进行分选处理。与此同时，自动化的解决方案大大降低了人工成本以及运行和维修费用。