Purpose of Job
The (Senior) Sales Engineer is to manage all sales activities in assigned customers including maintaining developing existing business identifying acquiring new business/customers to achieve sales objectives goals through both revenue & profit.
Principal Accountabilities/Main Functions
1)Sales Strategy & Planning
1. Deeply understexecute the short-term to long-term sales strategy, to achieve the business goals & objectives.
2. Execute implement the annual sales plan based on the regional sales strategy individually.
3. Take initiative to develop the annual customer plan fassigned customers.
4. Cultivate maintain good relationship with internal key stakeholders (e.g. marketing, product management, production, R&D, customer service, sup-ply chain other supporting functions), cooperate with the team to delivery solutions achieve business growth.
5. Ensure 100% compliance.
2)DistributManagement
1. Follow-up achieve the annual sales target fassigned distributors to in line with the strategy.
2. Develop execute action plans to enable customers partners distributors to achieve sales targets.
3. Maintain strong business partner relationship with key distributors on comparable level.
4. Manage the claim negotiations from towards customers within defined parameters based on supervisors coach guide.
5. Support the team to complete the annual distributors evaluation, advice the appropriate distribution level setting-up based on business result, contribution business growth potential.
6. Monitthe performance of assigned distributors closely, implement execute the action plan to improve the underperformance distributors.
3)Key Account Management
1. Support to develop the relevant customer strategy fassigned key ac-counts, implement the customer strategy based on the guideline.
2. the sales pipeline in CRM system timely.
3. Generate customer visit report timely by using CRM tool provide regular high/low lights as well as key customer intelligence.
4. Drive business growth with assigned accounts, follow-up the customer-centricity account plan to develop new business through new applications, new projects new products to increase business share in target key customers.
5. Deal with complaints as interface between internal stakeholders from function teams external stakeholders (key customers, value chain partners, association, downstream players), give feedback solutions to assigned customer on complains inquiries timely.
6. Follow-up the effective action plan to complete the key accounts’ annual contract negotiation fvolume, price, margin with supervisors coach guidance.
4)Business Development
1. Build-up strong business acumen market intelligence to identify, analyze monitpotential business growth opportunities, understcompetitive factors to support the business growth.
2. Understthe unmet needs of assigned customers, transfer the potential needs to Marketing Product Management team to develop new products.
3. Identify advice the potential new partners/distributors based on market analysis to support business growth.
4. Monitcompetitactivities report potential infringements of tesa from competitors timely.
5. Identify sales/market potential, feedback to marketing Product Management team to explore the potential solution ffurther business growth.
Requirements & Qualifications
1. BachelDegree above in chemical, business, economics similar.
2. Min 5 years working experience in sales relevant, chemical industry working experience will be preferred.
3. Strong capability to communicate, cooperate influence across teams functions.
4. Good skills in stakeholder customer management.
5. Strong learning ability agility, good business acumen.
6. Good problem-solving skills, can identify the problems analyze the root reason in area present clearly.
7. Strong willingness to grow step out of comfortable zone with own initiatives.
8. Strong willingness ownership to achieve business growth goals & objectives.
9. Good capability to work well under pressure.
10. Highly self-motivating, open minded diligent attitude.
11. Know IATF 16949 APQP/PPAP/FMEA/SPC/MSA.
12. Chinese with fluency in Mandarin is a must.
13. Workable English communication skill in writtenal.
14. Business travel is needed, should be flexible to travel frequently.
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