职位职能: 销售工程师 * o9 y1 `3 V4 R2 F6 T, D
职位描述:5 n2 Q6 }3 M: B; S$ ]2 \" |- X
职责/ k5 W/ l! }; _2 r
该岗位要求能独立自主的履行以下工作：
$ K$ _) W4 Z, F! y- I销售/业务
3 r' h% S9 U& B- 负责霍夫曼工具的地区性销售和服务( @9 R" m! ^4 O) h' p
- 发展与维护客户关系：建立和发展与客户间的沟通，人际关系。: L9 E2 z* g/ P% {4 c0 l, y0 F* {. c
- 收集并管理客户信息，及时更新客户数据：合作框架，组织结构，需求，潜力，决策者，文化背景等等。) c9 G3 s8 s6 V2 m! P' j
- 销售和定价谈判。
( o9 d8 Q' i7 A" ?5 r- 与客户一起制定目标：销售及服务计划与执行。! t4 Z3 W9 L. }' E8 o
- 开发新客户。7 q- @* C8 W- A% ^+ U2 ~
- 订单制定，流程的跟进。
6 s$ F S$ _- y& P$ x1 c) h* l) Z- 主动为客户做产品演示，推广霍夫曼产品。1 I2 W* ? S8 o" [% Z" p
- 专业性的客户投诉处理。2 l. |' M8 z: I, Q5 j: r
- 市场分析和报告：分析市场趋势，价格维护，竞争对手状况等。- ^+ m( ?% x% ~8 U7 T
- 不断提高和加强产品范畴的知识：产品手册，价格，折扣等。, P1 |/ n+ E& z' C- U% F
- 销售为导向思维和行动：绩效为导向的理念，自我时间管理，拜访客户的计划制定。
3 M+ T- a1 ~. ]% @8 l j3 I- 衡量客户忠诚度，引发客户兴趣。
- {, c8 Y7 w1 g: h+ L/ G% j技术：
% A6 |, p0 F% `) H/ q. l- 客户为导向的技术咨询，问题解决方案：充分利用霍夫曼内部的专家支持（物流技术等）。
% P7 ~' p r( `/ G" U- 新产品和新服务的推广。
& Z X5 @. S ^- u& C- Z- 不断更新和扩展产品和服务范畴知识。2 D& T5 L7 ?& R+ r8 @
- 不断了解更新对手等状况（产品/服务）
5 O& {7 a' m! k0 e% G: u合作，组织，工作流程：
* q. `( S( q+ x- c. c9 r# n9 V8 [, B U1 ?- 霍夫曼德 价值观（简单-专注-有用性）0 h5 f0 x' l7 t, x7 r6 e% r# a
- 利用公司平台相互交流并为公司的信息平台做贡献。
. f0 `0 i4 ]) M$ F6 W, v m3 t- 信息交流（销售经理，销售部，机加工专家，测量专家，产品管理部）。4 g) l+ f( Z4 Y
- 团队合作
. {! C$ W. H+ k0 e+ Q' l- 积极参与公司流程的优化工作。
' Y3 M# g5 [8 z工作能力：3 Y$ o. Z+ h4 ~ R+ q- W
主观能力：
% I) E4 J( Q& V4 E( R- 非常努力，自律，积极主动的人
% n9 w; ]) c: N/ X& j- 沟通能力强〉自信，洞察力强，善于决策，进取，追求成功。8 P; k3 l/ k4 n" C0 Y/ n- J
- 良好的个人形象，礼仪，和外形。 R+ j; @+ N# e# a' P% t9 r! i! C
- 能承受压力，好学，拥有团队精神。
_9 p% l7 y& m4 Q, D2 t B' J3 Z销售人员品质：! Z- K- Q# m0 b
- 很强的谈判和说服能力，具备销售的激情0 E1 e! T b8 w, n
- 很强的客户需求鉴定能力。
4 o& I2 b" k8 A+ K- h- 推荐展示能力，能带给客户忠诚可靠的感觉。: b6 }5 U8 H7 Y0 k
特殊技术知识
0 e8 |# n, [- l- 非常强的目录技术知识，在机械和客户支持下能解释技术产品。
- U0 Z3 S0 @* o; f7 d- 很强的经济头脑，以及对市场和定价的理解，绝对的服务意识。4 }/ Y7 G" D) r+ F+ V( e& { ^
- 了解标准工作流程：
2 {* z: P1 R9 z6 M; M; e# f订单流程（内部/外部），组织和操作结构. A* x: v, U; h. f
IT： WORD，EXCEL，POEWPOINT，E-BUSINESS以及客户关系管理软件
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1 i9 ~) e$ E# G: o管理能力：
6 r1 _/ J" @8 K/ v- 很强的可靠性和合作性* B0 ^! h' c. C
- 自我管理和工作方法
1 G& }4 R. _) ]+ a+ y9 w5 L+ F- 战略性和企业全局性的思维，
/ T, h; @7 u% k工作经验：
$ Z' G/ p' n+ e- 有机加工或工具行业背景。5 ^* e0 p% g5 m+ ?2 T/ {" M8 Z5 M
- 销售经验至少3年。0 l* H4 M& O: g. X" A$ s
2 {9 Z: a3 n# z' B# ]9 {* e福利：
; Y- s/ b; J( _) ?1 f x h- 国家规定的5险1金
3 t8 V! L: k( g7 B& d( R) j- 公司为销售人员提供公务用车 " G6 J I% L7 n% {& S) x* P2 k D* ?) i
- 商业团体保险
& w/ _0 y% B3 d6 @- 每年15天年假，5天带薪病假
# B" E3 k1 t( ^1 b) n- 在莘庄和淞虹路地铁站有班车 7 ~7 ]1 H7 _; i& n) _( N( X& P4 f
$ P( Z2 H. _. kActivities / Responsibilities: 9 u3 ?3 Z, Y8 j; ^% {7 ]
The job holder will perform the following tasks autonomously and self-dependently: : n4 j; `8 O8 Z$ V9 B9 n
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7 l- K9 t" _2 P§ Sales / Business: ; q. ]8 F* t+ M$ h' a
- Active sale of HoG tools and services (HoG excellence features)
: w: T! _# [9 G6 R+ P- t1 i- Maintenance and further development of customer base: build-up and development of customer contacts, networking 6 I( a+ W' w% e9 A) j
- Gathering customer information and updating customer details: corporate structure, organization, demand, potential, decision makers, culture, problem areas, etc.
' O+ D% p4 V2 x' K6 u) g8 w+ i- Sales and price negotiations
9 h6 {6 v4 T. F2 e- Arranging targets with customers: planning and implementation of turnover - O* }8 }$ T( V+ u* N
- Bringing in line customer’s and HoG’s interests & J( @: v3 b9 X3 |
- New customer acquisition
3 v3 l# s3 s H7 B; _- Elaboration of offers, follow-ups
. T! \5 e2 x8 w, y) W' ~- Active product presentation at the customer ) A5 f/ p( x0 R. m
- Professional complaint management ( f; }: D: u" k$ A1 Q9 I( q: h
- Market analysis and reporting: trend spotting, price development, competitors etc. , o9 s/ j9 |! \! O) E; K
- Acquisition and on-going improvement of knowledge about product portfolios: catalogues, prices, discounts etc.
9 @7 X6 F" C+ P, l8 r- Business-oriented thinking and acting: turnover- and result-minded attitude, time-management, planning of customer calls etc. 2 I4 ]# V. E4 W3 }" t( j8 j
- Planning an implementation of customer loyalty measures, customer interest generation
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# K/ W' ]$ }8 k* ~/ ]0 v( I§ Technology:
- ^7 o# S# E" h- Customer focussed technical advice, problem solving: efficient employment of metrologists/machining experts and other HoG specialists 8 d8 W j" [* `' F' ?
- Launch of new products and services
1 z/ u) M1 Z. s. w' T9 f W: c9 \- Continuous update and expansion of product and service portfolio knowledge
6 ^2 q* t0 C: x |. W; \- Knowledge and continuous update of facts on competitors’ strengths and weaknesses (products / services) ! | Z: x0 n, {
§ The Corporation, Organization, Workflow:
" | \" o+ S5 S- R- Living HoG corporate values (simplicity – focus – usefulness)
$ h. t5 K6 F: C5 P) K( g- Turning one’s knowledge/information into corporate knowledge: reporting and data administration according to set guidelines (Smart CRM)
' ?+ [, b7 I" [0 q8 y- Active information exchange (Sales Manager, Sales Department, Machining Experts, Metrologists, Product Management)
, @/ s' ^4 h3 @" ]- Team sales activities, partnership cooperation 6 o- ~+ R) @# `7 q9 W
- Knowledge and improvement of workflow processes (User – HoG – User) 9 ^( \4 o5 a f2 ]
- For machining experts / metrologists only: instruction at customer seminars
! D7 z: v+ m4 U- ~) G3 qAuthority, Responsibility and Authority to Sign:
- R/ | W( D0 l9 E. aCompetences:
( D6 h5 O: O2 o3 F) cDef. Degree of competence: very weak, weak, average, strong, very strong
+ } Q! Q: A- a& q5 W i§ Soft Skills ! k; A" j: s ~* Y# Q% R- D
- very strong Effort, self-discipline and initiative person
+ V, D. N9 F+ M$ h# p4 J dEnthusiasm, positive personality and Integrity
: ^- y- ^, J& u8 n' h- Strong Interpersonal skills > Assertiveness ( “Success-Seeker”) Perceptiveness and decision- * e& ^5 {) g- O
Making.
; `; ?/ J* E8 ]+ Z3 Y' B- Good Personal style, manners and appearance
5 S X& p- _' c. ?3 T6 Z3 _5 L9 O- Ability to accept criticism, learning motivation and Team spirit / }& y$ E9 z# }! P
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& |# c+ `# N! E+ i§ “Salesman Qualities” 4 X/ r2 i" S6 x! B% [' \
- very strong Negotiation and Persuasion skills combined with Communication skills in order to “selling HOG” (enthusiasm for tools) # X9 u) O0 a& u' X
- strong Identification of customer needs and Customer acquisition ! M% `0 @+ k/ o' N
- Strong habit to present (promotion) Hoffmann and establish customer loyalty measures * U0 K) t% Z9 c, g
- Profit-oriented and targeted use of promotion material, personal engagement
" h5 q2 N e1 z4 L; @5 {- Good command and use of presentation skills 2 l {' a7 {1 }- t9 |7 P# s* E
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5 @, c# Z- G5 v7 e- l% B§ Special Technical Knowledge
, i4 _4 C+ I! B8 q- very strong Technical knowledge combined with “Catalogue” skills. 9 F2 X2 D+ K4 X n- t0 h
Ability to explain technical products with focus on machining and technical customer support
* j- u( D. Y: u8 A. G7 ~1 }- strong Economics and business thinking, understanding of the market and the pricing 1 m1 Z) x) j. k7 G7 Y
combined with a strong service idea (HOG service package)
( j4 ?2 ~" g; ~3 q- Knowledge of Standard Workflow:
5 p, x" u" v3 S. l! h% O6 A! r8 R0 xOrder processing (internal/external), organizational and operational structure
K5 Z* L, W1 `- l- IT: CRM- Modules, Word, Excel, PowerPoint , e- business knowledge 6 Q. X( H; N' d9 N" z0 g
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§ Management Abilities , ]+ n- h. e3 f. R D
- very strong Reliability and Corporation : ~6 d# ^- R& V5 p5 s1 s6 L
- strong Self-management and Work Methodology " i% i, @- e' P0 b( D
- average Strategic and Entrepreneurial Thinking 9 e8 e' {/ \2 f9 S
§ Various abilities: 4 s- n! w0 Y2 X. f( q) L
- Languages: English, German (not mandatory)% w8 {6 g6 ~1 M+ j% R# A
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猎头联系方式：
4 K7 U" p% R. {bonnie@coosion.com |
发表于 2013-8-13 10:28:48
