職位描述
工作目的
負(fù)責(zé)在指定客戶(hù)內(nèi)實(shí)現(xiàn)產(chǎn)品和服務(wù)的銷(xiāo)售目標(biāo)（訂單和發(fā)貨），并管理業(yè)務(wù)項(xiàng)目，以實(shí)現(xiàn)指定客戶(hù)的業(yè)務(wù)增長(zhǎng)
關(guān)鍵績(jī)效指標(biāo)
單個(gè)訂單/發(fā)貨目標(biāo)的實(shí)現(xiàn)情況和新開(kāi)發(fā)的賬戶(hù)數(shù)量
主要職責(zé)
與指定地區(qū)或行業(yè)的新客戶(hù)或潛在客戶(hù)建立和發(fā)展關(guān)系。
為特定地區(qū)或行業(yè)的新客戶(hù)或潛在客戶(hù)制定全面的銷(xiāo)售計(jì)劃。
對(duì)特定地區(qū)或行業(yè)的新客戶(hù)或潛在客戶(hù)進(jìn)行日常銷(xiāo)售電話(huà)
制定銷(xiāo)售機(jī)會(huì)的潛在客戶(hù)列表。
保持活躍的渠道，以滿(mǎn)足銷(xiāo)售目標(biāo)。
確定、跟進(jìn)并關(guān)閉指定客戶(hù)或地區(qū)的銷(xiāo)售機(jī)會(huì)。
在保留、查找和關(guān)閉過(guò)程中與市場(chǎng)準(zhǔn)入合作伙伴合作。
與其他地區(qū)的銷(xiāo)售團(tuán)隊(duì)協(xié)調(diào)和溝通跨區(qū)域項(xiàng)目信息。
與工作相關(guān)的能力
在銷(xiāo)售基礎(chǔ)（傾聽(tīng)、分析、解決問(wèn)題、確定潛在客戶(hù)資格、談判、堅(jiān)持、結(jié)束）、潛在客戶(hù)和新客戶(hù)開(kāi)發(fā)、基于價(jià)值的銷(xiāo)售、以客戶(hù)為中心的銷(xiāo)售以及區(qū)域規(guī)劃和管理方面具有較強(qiáng)的技能
對(duì)PLC 、交換機(jī)，標(biāo)準(zhǔn)驅(qū)動(dòng)器、低壓元器件，和網(wǎng)絡(luò)方面具有中級(jí)專(zhuān)業(yè)知識(shí)，對(duì)軟件及數(shù)字化有一定的了解（特別是運(yùn)動(dòng)控制、驅(qū)動(dòng)系統(tǒng)、服務(wù)和解決方案）有基本了解
行業(yè)知識(shí)、OEM業(yè)務(wù)驅(qū)動(dòng)因素（了解OEM客戶(hù)的需求）、流程業(yè)務(wù)驅(qū)動(dòng)因素
學(xué)歷/工作經(jīng)驗(yàn)
本科以上學(xué)歷
至少5年相關(guān)行業(yè)銷(xiāo)售經(jīng)驗(yàn)或同等培訓(xùn)，自動(dòng)化行業(yè)優(yōu)先工業(yè)數(shù)字化，信息化，自動(dòng)化銷(xiāo)售
1.與指定地區(qū)或行業(yè)的新客戶(hù)或潛在客戶(hù)建立和發(fā)展關(guān)系。
2.指定區(qū)域或行業(yè)的新客戶(hù)或潛在客戶(hù)銷(xiāo)售計(jì)劃。
3.拜訪(fǎng)區(qū)域內(nèi)或行業(yè)的新客戶(hù)或潛在客戶(hù)。
4.制定潛在機(jī)會(huì)列表。
5.維護(hù)活躍的銷(xiāo)售漏斗來(lái)滿(mǎn)足銷(xiāo)售目標(biāo)。
6.確認(rèn)、跟進(jìn)并贏取指定客戶(hù)或區(qū)域的機(jī)會(huì)。
7.在跟蹤銷(xiāo)售機(jī)會(huì)過(guò)程中和渠道合作伙伴合作。
8.與其他地區(qū)的銷(xiāo)售團(tuán)隊(duì)協(xié)調(diào)和溝通跨區(qū)域的項(xiàng)目信息。
1.Generate and develop relationships with new or dormant customers in assigned territories or industries.
2. Develop comprehensive sales plans for new or dormant customers in the specific territory or industry.
3. Undertake daily sales calls to new or dormant customers in specific territory or industry
4.Develop prospect list for sales opportunities.
5. Maintain active funnel in order to satisfy sales targets.
6. Qualify, follow up and close opportunities for assigned accounts or territories.
7. Work with market access partners during the keep, find, and close process.
8. Coordinate and communicate cross-regional project information with sales teams in other geographies.
Job related competencies
1.Strong skills in Sales Fundamentals (listening, analyzing, problem solving, lead qualifying, negotiating, persevering, closing), Prospecting & New Customer Development, Value-based selling, Customer-centric Selling and Territory Planning & Management.
2.Intermediate level of expertise in Integrated Architecture, Standard Drives and Networks and a basic understanding of all our products (specifically, Motion Control, Drive Systems, Services and Solutions).
3.Intermediate level of expertise in Industry Knowledge, OEM Business Drivers (Understanding of needs of OEM customers), Process Business Drivers (Understanding of needs of Process Solutions customers)