Department Sales Manager

by Yolanda Ye in Manufacturing    14th May, 2020       Shanghai

Department Sales Manager

Introduction:

Sales Manager plays the role of a leader for a market segment. He plans, coordinates the implementation and reports the activities for a segment. The major objective is to drive the project win rate. As a leader, he organizes his dot line team from the regional teams. He needs to do training well to transfer the product knowledge to his team so that they are capable of selling. As a leader, he works with regional sales team to develop the competitive distribution channel to grow the market. He needs to work closely with Regional Sales Manager of Building to deliver profitable sales for company products and services.

Responsibilities:

Enquiry to Order (During Quotation) – Improve sales productivities & create growth.

l     询价到形成订单(在报价期间)-提高销售量并实现增长

l     Planning:    develop the order and sales plan for the segment, key action plans in line with company strategic plan

l     计划:为细分市场开发订单和销售计划,发展符合公司战略的关键行动计划

l     Coordination in Implementing:   leads the mega projects to win from enquiry to order, and uses his knowledge, relationship network,  and  selling skill to  improve the  win  rate. Specifically the  tasks covered are as follow:

l     执行协调:领导大型工程项目,运用自己的知识、关系网、销售技巧来提升赢得率。具体任务

如下:

Ø    Achieve  the order and sales targets monthly and annually ( double counting with regional sales force )

Ø   Establish global and national level account relationship with targeted design institutes, consulting companies, developers, contractors and sign the strategic framework agreements with these core accounts.

Ø    Find new project leads and assign them to different regions and sales engineers.

Ø     Major projects of the key accounts:   review quotation and value offering, advise on and lead the projects

Ø    Standardize the bidding document favorable to the company.

Ø    Collect and edit the book of reference projects and certificates needed for bidding

Ø    Measure the win rate of key accounts

Ø    完成月度、年度的订单和销售计划

Ø    与目标设计院、咨询公司、开发商、承包商建立全球和国家级客户关系,与这些核心客户签

订战略框架协议

Ø    发现新的项目负责人,并分派他们到不同的区域和不同的销售工程师

Ø    重要客户的主要项目:审查报价,对项目提议,并带领项目

Ø    标准化对 公司有利的招标文件

Ø    收集和编辑参考项目的手册以及招标需要的文件

Ø    衡量关键客户的赢率

l      Feedback  and  reporting:     Review  our  strategies  in  product  line,  pricing,  communication  and distribution competency to to improve win rate. On a timely basis to report the progress of the planned action plans.

l     反馈和报告:审阅我们在产品线、定价、沟通和分销能力上的战略,以提升赢率。及时报告行

动计划的进程

l     Measure for this job: 衡量

 

Ø    Order and sales for his segment

Ø    Strategic framework agreement with key accounts

Ø    Number of seminars with targeted design institutes, consulting, developers, and contractors

Ø    Number of new leads

Ø    Win rate among the key accounts

Ø    细分市场的订单和销售

Ø    与重点客户的战略框架协议

Ø    与目标设计院、咨询公司、开发商、承建商举办的研讨会的数量

Ø    新领导的数量

Ø    重点客户的赢率

l     Order Fulfillment (After Order Entered) – Satisfying customer needs 订单履行(订单输入后)-满足

客户需要

Ø    Coordinate sales team and IDAs to work with customer service team and the factory team to plan the production, the delivery schedule, and expedite the delivery when needed.

Ø    Coach the sales team and the IDAs to handle the complaints on delivery to turn negative into positive.

Ø    Coach sales team and the IDAs to do well the preparation for delivery, money collection and invoicing to customers.

Ø    协调销售团队和分销商,和客户服务人员及工厂团队一起工作,计划生产、交货日程,需要

时加快交货

Ø    指导销售人员和分销商处理关于交货的投诉,化被动为主动

Ø    指导销售人员和分销商做好交货准备、收款以及开具发票给客户

l     After sales (After goods shipped) – Building long term relationship 销售后(货物装运后)

Ø    Coordinate sales team and the IDAs to do well to follow up the delivery, to prepare for installation and to make sure good installation.

Ø    Support the sales team and the IDAs to work with after sales service to resolve the quality issues when arising.

Ø    Coach sales team and IDAs to handle the complaints from customers to protect the interest of the company and to turn the negative complaints into the positive relationship.

Ø    协调销售人员和分销商做好跟踪发货,准备并确保良好安装设备

Ø    支持销售人员和分销商处理客户投诉,保护 公司 利益,化负面投诉为积极关系

 

 

C) Job fit highlight: the factors within the job that certain employees may find particularly satisfying or dissatisfying. Such as, heavy volume of paper work, travel into dangerous countries etc.

 

l     Enquiry to Order (During Quotation) – Improve sales productivities & create growth.

l     询价到形成订单(在报价期间)-提高销售量并实现增长

l     Planning:    develop the order and sales plan for the segment, key action plans in line with company strategic plan

l     计划:为细分市场开发订单和销售计划,发展符合公司战略的关键行动计划

l     Coordination in Implementing:   leads the mega projects to win from enquiry to order, and uses his knowledge, relationship network,  and  selling skill to  improve the  win  rate. Specifically the  tasks covered are as follow:

l执行协调:领导大型工程项目,运用自己的知识、关系网、销售技巧来提升赢得率。

Requirements:

1.    学士学位或以上。工程专业优先

2.    在泵行业或工程行业有至少 7 年的销售或客户管理经验。有营销经验更佳

3.    良好的英语说、读、写为佳

4.    良好的计算机 office 技能(Word, Excel, PowerPoint)

5.    优秀的口头和书面交流能力

6.    希望能接受频繁出差1

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