【广州欧美外资BDM - 电子粘合剂招聘】-猎头顾问广州招聘信息-猎聘

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高级顾问 · 广州鹰柏管理技术顾问有限公司

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职位介绍: General Summary: The Business Development Manager is responsible for target build and closure through business development. Accountability will center on margin and relationship building but will include prospecting & forecasting, achievement of sales objectives and directing activities across functional groups in support of account goals. Expectations include the ability to sell at all levels of management and build relationships that ensure our company will continue to get the first and last look. Being skilled at customer centric selling approaches and effectively selling the value of our products and services are also keys to success. Individual must have the ability to assist customers in problem solving to deliver solutions, bring energy, enthusiasm and professionalism to their daily routines, and able to perform the function independently and effectively coach and direct personnel in marketing and other disciplines to achieve results. This individual will be able to influence effectively at the peer level, as well as with the next level of the organization, as a thought leader influencing cross functionally. Essential Duties & Responsibilities 1. Profitable revenue growth, including robust new business development. 2. Achieve stated gross margin targets as a percentage of sales. 3. Approach the sales process with a high degree of professionalism and effectiveness by successful utilization of customer centric selling skills and tools, such as use of scorecards, business reviews, EVE tools, high/wide/deep, 5 warning signs, prospecting & new account calls, development of a robust sales funnel, collecting ARs, avoidance of bad debts, cross selling, and effective CRM system management. 4. Develop account relationships, identify opportunities and capture the specification for company’s products at strategic accounts within assigned geography or industry. 5. Establish, track and close new business targets consistent with short and long-term objectives at designated accounts within the territory. 6. Develop contact matrix and establish strong relationships with key decision makers and project facilitators. 7. Prospecting and cold calling. 8. Develop, execute and manage sales plans, sales budgets, and expense budgets. 9. Negotiate pricing and contracts to deliver value and growth. 10. Establish account development plans and network resources up, down and across both the customer’s organization and our company. 11. Deliver the planned results (AOP). 12. Develop account relationships, identify opportunities and capture service opportunities at strategic accounts within assigned geography or industry. 13. Understand key players, applications, requirements, trends, and needs as well as company's potential and share within the targeted industry. Become an industry and product expert to leverage successes across the industry. 14. Coordinate closely with regional sales teams as well as collaborating with the technical area as necessary to accelerate and drive profitable growth through solutions selling to targeted accounts. 15. Establish a linkage between the customer’s business strategy and company's capabilities. 16. Monitor the competition to better understand issues and threats and develop plans to eliminate barriers. 17. Implement company's, pricing and market strategies as well as business practices. Negotiate customer contracts and value packages to insure an acceptable return on company resources invested. 18. Participate in strategy development, help position the business and develop the offer. Assist in defining the target markets, and commercial strategy. 19. Establish individual performance standards, goals and objectives - measure and provide feedback. 20. Develop written Account Plans for strategic accounts including metrics to define annualized sales potential at each account. 21. Develop, execute and manage sales plans and budgets. Manage expenses and report in a timely fashion. 22. Manage strategic relationships, cultivate new alliances, and monitor competitive activity. Requirements: 1. Bachelor's degree or above. 2. Understand what it takes to open new markets / new customers. Having a successful track record in sales and understanding value-added selling and technical selling are a plus. 3. Over 5 years of sales experience in adhesives within the electronics industry. 4. Have certain exposure to and knowledge of the application of electronic adhesives in industries such as optical communications, robotics, and medical devices. 5. Strong capability of building good customer relationships and solving customers’ technical problems, strong hands-on experiences in process problem-shooting. 6. Have good communication skills both written and verbal. He or she needs to be able to communicate with technical people in R&D as well as sales and purchasing personnel.