Composites One Trading (Shanghai) Co Ltd
Position Description
Job Title: Technical Equipment Sales Representative
Reports to: Business Development Manager
Date: 08/12/09
Position Summary
This position is responsible for the growth of Equipment and Parts sales in the China Composites Market that will meet or exceed established Gross Profit Margin budgets. Building relationships with customers to define their equipment requirements and then assist them in optimizing their selection which best fits their production specifications. This person is also responsible for providing after the sale installation, customer training and equipment maintenance support.
Essential Duties and Responsibilities
Financial
• Work in tandem with the other Composites One sales team personnel to identify potential sales opportunities for new equipment at all existing Composites One China customers
• Indentify specific target accounts, prepare action plans and schedules for introducing the Composites One equipment product line
• Prepare customer presentations and proposals, that include specific features and benefits that would be pertinent to the target customer
• Review all new or potential sales opportunities and terms of the sale with the Finance Manager and General Manager prior to providing a commitment to the customer
• Provide an annual budget forecast to the BDM (Business Development Manager)
• Effectively utilize Travel and Entertainment monies for the purpose of creating additional sales revenues
Process
• Maintain and organize equipment product literature required for properly marketing equipment sales
• Conduct after sales installation and training at customer locations
• Respond to all maintenance requests within 48 hours of receiving notification from the customer
• At the outset of all maintenance requests determine the level of responsibility between Composites One and the customer utilizing the Composites One commitment and customer responsibility guidelines. Review action plan and planned customer response with BDM
• Prepare and submit all price quotations on quote templates for BDM approval before sending onto the customer
• Provide Inventory Control with a forecast of parts and new unit stocking requirements
• Provide a Monthly Sales Call Activity report and Sale Project Tracking Detail to the BDM
• Maintain demonstration equipment and repair kits
• Coordinate equipment shipping schedule and customer installations
• Communicate with equipment manufactures on any warranty claims or equipment quality issues
• Provide feedback to other Composites One Sales team on customer material issues or opportunities that are discovered during customer visits
• Be familiar with the use of MXP and Composites One B2b so as to be able to utilize and access information
• Working knowledge of Excel, Word and Power Point
• Ensure that all parts that are used during a repair or demonstration are properly inventoried and invoiced
• Provide rational problem resolutions and recommendations to the BDM on all identified hurdles and obstacles that are encountered on a daily basis.
• Respect and promote the policies, procedures and risk management practices of the Company.
Value Creation
• Perform periodic sales follow-up calls to ensure customer satisfaction with existing equipment and potential for future parts and/or equipment orders
• Conduct customer training schools to introduce new technology or process applications on both materials and equipment as they become available.
• Provide plan and recommendations for equipment/parts business future expansion
• Develop strategy, in conjunction with equipment manufactures, on avenues for penetration of wind energy accounts
• Organize and effectively utilize US supplier equipment representatives during their China customer visits
• Communicate with Equipment Manufacture on non standard equipment requirements to ensure fitness for use and also determine pricing
Personnel Development
• Make joint customer visits with US Equipment Manufacture Technicians
• Read industry publications and web sites to remain aware of new technology and products
• Participate in quarterly sales meeting and provide update on our progress in the equipment business
• Attend annual China Composites Exhibition
• Provide overview and general training to other C1 sellers on equipment
• Coach C1 sellers on how to investigate future equipment purchases and replacement parts sales
• Be proficient in demonstrating the LRTM process both from an equipment as well as materials standpoint
• Present a professional image during the sales presentation stage and also on the shop floor during installation and training.
• Participate in Annual KRA goal establishment and semi annual performance reviews with the BDM
Education/Experience
This position requires a proven job performance track record of selling, installing and maintaining equipment in the composites industry. Minimum experience of three years of successful sales experience and a bachelor’s degree, preferably in chemical or mechanical engineering. This person must have the ability to persuade and influence others. Must have the ability to develop and deliver presentations and a willingness to install and repair equipment on an after the sale basis.
Language Skills
Fluency in speaking, reading and writing English and Mandarin are a must
Supervisory Responsibility
This position does not have any supervisory responsibility
Travel
This position will require over night travel within the sales region and occasional travel to the United States for training and sales meetings. Accordingly, this person must be able to obtain a travel Visa for travel outside of China
Key Competencies
Mechanical Aptitude- The ability to read and understand equipment schematics and comprehend the equipment trouble shooting and repair process for root cause analysis.
Sales Skills-A strong knowledge of the sales process and how to build relationships and motivate a customer to purchase and close the sale
Organization-Self structure and a high degree of organizational skills are required to manage multiple priorities in a broad geographic area. Thorough preparation, planning and follow up will be key requirements for success.
Written and verbal Communication-Must be able to clearly articulate ideas, proposals and goals to the customer, management and other members of the sales team. Should also be comfortable in conducting customer presentations and new product demonstrations. Be an active listener
Initiative- Must be able to work independently in a fast pace and multifaceted environment. A drive for accomplishment and high energy combined with appropriate empathy and emotional intelligence to understand others and work for mutual solutions will be most effective.
Continual learner-The need for continued personal development and being a “student of the industry” will be required to remain at the fore front of learning new skill sets and staying informed of developments in the composites industry from a process and technology standpoint.
Team work- Orchestrates internal resources, works cooperatively with others, maintains positive and productive relationships, treats other with respect and dignity
Technical knowledge-solid understanding of products sold, customer processes and resources and the ability to make equipment/product recommendations.
有意者请将英文简历发：dhairhog@compositesone.com |
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发表于 2009-11-13 21:56:43