大客户销售经理
1-1.5万
上海 大专
古北国际财富中心
作为客户经理，其主要职责是：管理负责范围内的客户和潜在客户，确保其满意度。执行市场细分、产品或区域制定的商业路线图，并达成销售（和/或利润）目标。
关键任务与职责
1. 客户目标与销售规划：参与制定详细的量化目标，并制定详细的行动计划（包括新机会）。
2.执行：客户与关系管理：
识别增长/盈利能力提升机会（利用客户关系管理系统的商机管理功能），并发展与客户的关系以充分把握这些机会。
通过定期拜访区域内的客户和潜在客户，按照既定的客户计划，确保营业额和市场份额的增长。
向客户介绍新产品和新的解决方案/服务。
与细分市场销售总监或集团大客户经理协调，应用定价政策/策略。
完成针对目标客户既定目标的衡量工作，并汇报绩效表现。
履行客户管理职责，包括（但不限于）谈判短期和长期合同，确保条款与条件得到遵守，解决并传达客户投诉（与客户服务、质量及物流团队等协调）；协助/与客户谈判合同。
与区域团队协作，根据需要支持战略客户的增长。
在新产品开发方面，充当客户、科技部门与运营部门之间的联络人。
3.销售预测：对现有及潜在客户进行准确的销售预测。
4.客户关系深化与需求理解
与指定客户（管理层、采购部门、科技部门）建立并培养关系。
持续主动地评估、澄清并确认客户需求。
市场情报：从客户处收集有关市场和竞争对手的宝贵信息，并在适当时机传达所有必要信息（通过客户关系管理工具）。
领导针对客户需求的新产品开发、供应链、客户服务等方面的解决方案制定工作，并协调所有必要的公司支持人员的参与。
5.健康安全环境职责：
确保遵守安全规则。
任职要求
耐火材料/无机非金属材料/商业相关领域学士学位或同等经验。
至少5年以上相关岗位工作经验。
拥有经证的B2B销售与客户管理业绩记录。
具备耐火材料市场知识者优先。
良好的说服和赢得客户的能力。
良好的沟通技巧和谈判能力；增值解决方案销售能力。
工作有条理、严谨且能独立开展日常工作。
具备团队合作能力，兼具商务和技术视角。
自我驱动，乐于接受挑战。
灵活、有韧性、积极主动、有干劲、能自主工作。
能够使用常用IT工具。
需要经常出差（75%以上）
可居家办公
JOB SUMMARY/PURPOSE
As an Account manager, for your perimeter, your role is to:manage customers and prospects of your portfolio, ensuring their satisfaction.
execute the commercial roadmap developed for your market segment or products or geography and reach your sales (and/or profitability) target.
1. Account objectives & sales planning: Participate in setting detailed quantified
objectives and develop detailed action plans (incl. new opportunities)
2. Execution: Account & relationship management :
● Identify growth /profitability improvement opportunities (using CRM opportunity management functionality) and develop the relationships with customers in order to fully capture them
● Ensure the development of turnover and market shares through regular visits to customers and prospects in the area, in line with the designed account plans
● Introduce to the customers new products and new solutions/services
● Apply the pricing policy/strategy in coordination with the segment sales director or Group KAM
● Accomplish measures and report performance against assigned objectives of targeted accounts.
● Perform account management duties including, (but not limited to) negotiating short term and long term contracts, ensuring terms and conditions are adhered to, resolution and communication of customer complaints (in coordination with Customer Service, Quality and Logistics teams, ...) ; Help / Negotiate contracts with customers.
● Partner with Regional teams to support the growth of strategic Accounts as needed.
● Act as a link between customers, S&T and Operations on new product
development
3. Sales forecast: Develop accurate forecasts of current and prospective customers.
4. Customer intimacy and needs understanding
● Establish and nurture relationship with assigned customers (management, purchasing, S&T)
● Proactively assesses, clarifies, and validates customer needs on an ongoing basis.
● Market intelligence: Gathervaluable information about market and competitors from customers and convey all necessary where appropriate (through CRM tool)
● Lead solution development efforts in new product development, Supply Chain, Customer, Service, etc. that best address customer needs, while coordinating the involvement of all necessary company support personnel.
5. Hygiene Safety Environment missions
● Ensure compliance with safety rules
JOB SPECIFICATIONS
●Bachelor's Degree in Refractory / inorganic non-metal materials /Business related field or equivalent experience
● Minimum 5 + years experienced in a similar role
● Proven track record in B2B sales & account Management
● Refractories market knowledge is a plus
● Good ability to convince and win customers
● Good communication skills as well as negotiation capabilities; value-added solution selling
● Organized, rigorous and autonomous in his/her daily work,
● Ability to work in a team, commercial and technical,
● Self-motivated, taste for challenges
● Flexibility, resilience, pro-activity and motivation, autonomous
● Ability to use common IT tools
● Frequent travel required (75%+)
Workplace ： Home-based
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