人才招聘

Shanghai / China/ Sales

General Description职位简介:

Under the supervision of the Chief representative for China, he is in charge of expanding the business activities in the industry and the region (mainland China, Hong Kong and Macau), and to guarantee customer satisfaction.

直接汇报给中国区首席代表,负责扩大公司业务的经营范围和地区(中国大陆,香港和澳门地区),并确保客户满意度。

MAIN TASKS AND ACTIVITIES:主要工作内容

Customer Relationship Management:客户关系管理

-         Work with the existing customer base and increase loyalty维护现有客户群,提高客户忠诚度:

  • Present new products and new features 向客户介绍新产品和新功能
  • Guarantee customer satisfaction 保证客户满意度
  • Execute customer satisfaction survey实施客户满意度调查

-         Develop the customer base发展客户群

  • Elaborate and implement the sales action plan, in line with the sales strategy制定和实施销售行动计划,和销售策略保持一致
  • Canvass prospects (phone calls, exhibition follow ups, website, etc.)通过不同渠道发掘潜在客户(电话跟踪,展会跟踪,网站等)
  • Search and identify new projects for ARC offers寻找新项目
  • Expand our network of distributors and system integrators扩大分销商和系统集成商的网络
  • Other sales actions : information, technical sales pitch, technical seminar preparation, fair and trade show其它销售工作:技术推广,准备技术研讨会,准备展会等

-         Project pre-sales activities:售前活动

  • Project evaluation and decision to take part参与项目的评估和决策
  • Project management and liaison with other services和其他部门合作实现项目管理
  • Review customer technical requirement if needed with the help of the technical department评估客户的技术要求,若有需要,可寻求技术部门的帮助
  • Preparation of the sales offer on time and according to customer specifications根据客户的要求准备报价等资料
  • Negotiate contract with the Chief Representative if needed若有需要,可与首席代表讨论合同相关事宜

-         Project after-sales activities:售后活动

  • Organize and update all relevant files and records such as quotations logbook, pricing file, etc.,- Achieve and document the follow-up of quotations with the Office Manager整理和更新所有的相关文档和记录,如报价单,定价文件等-与行政经理一起跟踪报价后续事宜
  • Follow up and guarantee the good delivery and execution跟进项目,并保证及时处理订单和交付产品
  • Handles client follow-up calls; Follow-up of orders from the reception to the expedition处理客户电话,跟进从接收订单到收款的整个流程
  • At order receipt, checks the conditions and conformity with the offer before entering data in the IT system and discusses all discrepancies with the customer在订单录入系统前,确认订单,检查条款是否符合,若有不符合的情况,需要和客户重新协商
  • Follow the orders in process, takes corrective actions if required and keeps the client informed跟进订单流程,若发生错误,需要及时纠正并保证通知客户
  • Act as a facilitator/coordinator for orders requesting special attention订单的协调和催单工作
  • Handle claims and transmit them to the Quality department if appropriate处理客户理赔情况,并将其提交到相应的质量部门
  • Collect information in case of non-payment and take appropriate contacts if needed及时跟进未收货款

Market intelligence:市场工作

-         Analysis of competition (presence, price strategy, market targeted, niche market,…) and share information with international sales group行业竞争分析(现有份额,价格策略,目标市场,细分市场等),并和全球的销售团队分享经验

-         Analysis of customers’ future requirements and needs (anticipate impact on our offer and service)分析客户的潜在的需求(以目前的报价和服务进行预计)

Performance analysis:性能分析

-         Analysis and review of performance in lost or won projects对丢失/赢得的项目进行分析

Reporting:报告

-         Update the CRM database and references database更新CRM数据库和案例数据库

-         Update the forecast monthly and report to the Chief Representative更新月度销售预测,并汇报给首席代表

-         Communicate on implementation of action plan and provide follow-up measurable KPI就项目实施的进度及时沟通,并提供跟进的计量KPI

-         Customer sales meeting briefing客户销售会议简报

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