职位职能: 销售工程师 & k+ W' t, D4 f3 @& w( A: `
职位描述:8 L* U! }7 N' o
职责* {$ ] Y3 f3 L' H9 s
该岗位要求能独立自主的履行以下工作：; |6 p j9 w, \' b2 s! I P
销售/业务
0 E) w! v. [3 E9 {- 负责霍夫曼工具的地区性销售和服务" R3 k( E3 v0 j' H4 L4 ]# m/ g
- 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。# l L( d) H3 U( v+ [; I% w
- 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。
. m) h1 P: {6 q7 F! ]- 销售和定价谈判。' c# X" }3 b$ _# X: f
- 与客户一起制定目标：销售及服务计划与执行。, H6 e. n) X& N/ O, m. ?
- 开发新客户。
; m$ }5 k9 _7 J- 订单制定，流程的跟进。
8 w6 I J `+ l+ v$ r. m" F( w- 主动为客户做产品演示，推广霍夫曼产品。
, w5 @6 e1 [ w9 f- 专业性的客户投诉处理。
3 b4 x* r# g$ B) C- P4 c/ q- 市场分析和报告：分析市场趋势，价格维护，竞争对手状况等。
1 T/ ~$ V: e, F. Y4 {7 a. o% [- 不断提高和加强产品范畴的知识：产品手册，价格，折扣等。
' O; P. p& _# }0 a+ a- 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。: P6 ~- w' N2 L( z0 C% k
- 衡量客户忠诚度，引发客户兴趣。( K6 @. J8 G6 ^* R. K
技术：
8 }, v n3 _2 i# e: n- 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）。
6 H* u) p( x7 U1 H) [8 _- 新产品和新服务的推广。
$ U |- E/ ?, s9 ?) h/ [- 不断更新和扩展产品和服务范畴知识。
e9 `7 E! H4 B1 q' |$ t- 不断了解更新对手等状况（产品/服务）
0 u* `) T+ j- t4 Q7 l6 }$ F合作，组织，工作流程：, D0 M8 m8 n! }: z# g) o" b2 K
- 霍夫曼德 价值观（简单-专注-有用性）
* e, m8 J0 z$ f! V9 i/ B3 n- 利用公司平台相互交流并为公司的信息平台做贡献。- r J7 V, X% Y
- 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）。! e9 x( S8 x* Q% f7 N- ?1 j, H
- 团队合作8 p& }' U" k+ }7 q/ v
- 积极参与公司流程的优化工作。" `' [ Q+ t9 F
工作能力：$ H5 Q7 c3 F, V1 `3 C$ f: `
主观能力：
1 c, t$ \% \# w- 非常努力，自律，积极主动的人 ]: Q* k0 I8 V0 ^, U$ a5 x2 m) p
- 沟通能力强〉自信，洞察力强，善于决策，进取，追求成功。! o8 j4 R. N. G1 n) p$ o
- 良好的个人形象，礼仪，和外形。! n O% k9 _# c& x \3 N
- 能承受压力，好学，拥有团队精神。6 w9 f2 r Z& B! m/ K) ]5 K y
销售人员品质：! V, `, e5 Z' C' m3 t3 j' t5 ?& i
- 很强的谈判和说服能力，具备销售的激情
) Y8 {+ S+ O# |! _9 k- 很强的客户需求鉴定能力。
P& B7 e0 B6 W/ L! }- 推荐展示能力，能带给客户忠诚可靠的感觉。) T9 s0 I6 k+ f6 a
特殊技术知识- X( k6 b/ s, H5 o! g) k
- 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。* ]: Z, b; N' V3 I5 ?; ]) z
- 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 S6 \2 E' u! ~$ L$ @5 ]+ X- 了解标准工作流程： + s7 K; @( w8 f1 q8 h$ b+ r
订单流程（内部/外部），组织和操作结构
& r0 k& |! _/ n" Y5 t7 ]% CIT： WORD，EXCEL，POEWPOINT，E-BUSINESS以及客户关系管理软件
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管理能力：
7 U( u( K6 ^: F- 很强的可靠性和合作性, [6 T9 n6 f7 Q7 S% a
- 自我管理和工作方法
( ~, G6 O' U- f3 R3 [- 战略性和企业全局性的思维，8 V$ A, C4 A `6 ]8 N; u5 f, h
工作经验：& `$ p: z) K' v9 A; ~6 L2 ^" t
- 有机加工或工具行业背景。
, E7 j& G2 |' U/ r* L- 销售经验至少3年。
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" w& ^ r5 }9 ?5 T2 M- U6 d @' A福利：
) p2 f4 g' W6 R- 国家规定的5险1金 . ~5 l2 ~' f$ h8 k
- 公司为销售人员提供公务用车 * P. d, p. p1 y8 N) h* p
- 商业团体保险
, q8 g; [3 x+ a0 Q9 v$ l9 l- 每年15天年假，5天带薪病假 8 ]. Q" v I# V8 h( ]
- 在莘庄和淞虹路地铁站有班车
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Activities / Responsibilities: + u* S& {- M z. ^" d* b
The job holder will perform the following tasks autonomously and self-dependently: , c" p' e$ | r6 ~' S/ T
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; p v0 D9 e* H2 Q# L0 K§ Sales / Business: 4 h0 J N; C& ~. E( v
- Active sale of HoG tools and services (HoG excellence features)
) y& \/ C$ J$ z! N+ ~- Maintenance and further development of customer base: build-up and development of customer contacts, networking . Y- {1 z- H9 `) B. {: r& U& D, _
- Gathering customer information and updating customer details: corporate structure, organization, demand, potential, decision makers, culture, problem areas, etc.
- }9 {3 W0 m: z& b* s ^- Sales and price negotiations 1 ~5 X8 D9 `: A/ T1 r/ q
- Arranging targets with customers: planning and implementation of turnover . Q1 A9 l( F& z9 y
- Bringing in line customer’s and HoG’s interests 0 \; K3 v3 i8 P1 E3 r. d
- New customer acquisition , I7 u7 B2 K* B
- Elaboration of offers, follow-ups , f# @0 B# B" H
- Active product presentation at the customer
' T5 z, D8 O5 F- Professional complaint management 6 U% H. T% N+ d9 |! J% H
- Market analysis and reporting: trend spotting, price development, competitors etc. . D) ^. a* k* ~. u
- Acquisition and on-going improvement of knowledge about product portfolios: catalogues, prices, discounts etc. ! F" K2 m# n( C& r4 J
- Business-oriented thinking and acting: turnover- and result-minded attitude, time-management, planning of customer calls etc. ) b4 H3 u% u0 }( N1 H* D
- Planning an implementation of customer loyalty measures, customer interest generation
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§ Technology:
4 f/ ]! j3 E& {- Customer focussed technical advice, problem solving: efficient employment of metrologists/machining experts and other HoG specialists , u$ K/ H8 E, P/ T
- Launch of new products and services
" w$ V; Z. B6 J, z; A7 h& Z! P. F- Continuous update and expansion of product and service portfolio knowledge
# x1 ?$ q* Q+ Q; j$ x- Knowledge and continuous update of facts on competitors’ strengths and weaknesses (products / services) 8 c( ]( D+ a$ y4 y9 {. ]6 q
§ The Corporation, Organization, Workflow: $ @: Q3 B. C; @9 n! W5 |, V% a5 g% j, Y
- Living HoG corporate values (simplicity – focus – usefulness)
+ R% q: Y# N2 F- Turning one’s knowledge/information into corporate knowledge: reporting and data administration according to set guidelines (Smart CRM)
( ?) Q% j! X# k( z3 o5 q, a& ]- Active information exchange (Sales Manager, Sales Department, Machining Experts, Metrologists, Product Management)
8 H& ~- H9 V' V* @- K t9 A( F- Team sales activities, partnership cooperation
' J& \- x* l( c% v/ Z8 E: @- Knowledge and improvement of workflow processes (User – HoG – User) 6 }1 t( ^# u6 J& m
- For machining experts / metrologists only: instruction at customer seminars
" x% F9 b7 x" w/ o7 sAuthority, Responsibility and Authority to Sign:
; @% e/ O; F% x6 ]% uCompetences: + y! ` J5 f) g* P: T2 j
Def. Degree of competence: very weak, weak, average, strong, very strong 3 {) Q0 h& {: ~0 u
§ Soft Skills ; n" y* _; I0 l$ {3 H% F
- very strong Effort, self-discipline and initiative person 7 T$ m& U- Z& i3 G/ t
Enthusiasm, positive personality and Integrity
, s* w) a6 x3 _, {) C/ D; B- Strong Interpersonal skills > Assertiveness ( “Success-Seeker”) Perceptiveness and decision- 8 J% Y) M& w9 }- F. o6 N& U
Making.
8 e' a' ~0 O7 X, k$ N0 D- P+ P- Good Personal style, manners and appearance
$ h) l) K G5 T3 q. n- Ability to accept criticism, learning motivation and Team spirit
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1 {9 q8 r* ^- w0 ^§ “Salesman Qualities”
6 P/ ~$ f. o. ^; k+ `# V- very strong Negotiation and Persuasion skills combined with Communication skills in order to “selling HOG” (enthusiasm for tools)
( \! z o. w$ \/ H- t: R% ^$ Q: T- strong Identification of customer needs and Customer acquisition
0 S" i/ ]5 y% l# X- F- Strong habit to present (promotion) Hoffmann and establish customer loyalty measures
& K% T7 v0 g4 B* I- Profit-oriented and targeted use of promotion material, personal engagement
2 D# l' h- @# j" r/ U" k' u- Good command and use of presentation skills
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) ^4 ?& u3 B* c5 H- L( W3 h6 c5 s§ Special Technical Knowledge
/ x" C7 @* c: T% H$ R3 q- j3 n4 Z; D- very strong Technical knowledge combined with “Catalogue” skills.
0 G: l0 D! b% j& q+ JAbility to explain technical products with focus on machining and technical customer support
# r: m5 T. G, s' `- strong Economics and business thinking, understanding of the market and the pricing ; r8 {$ j- Q" @: }1 s, q
combined with a strong service idea (HOG service package)
6 E' T, [) N" I: O: s. A$ ]6 {6 F4 n- Knowledge of Standard Workflow:
+ F$ [/ X7 b* b3 q( z$ oOrder processing (internal/external), organizational and operational structure 4 E6 s, N+ d0 _+ }& b4 g
- IT: CRM- Modules, Word, Excel, PowerPoint , e- business knowledge
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6 V- l: `# a& z0 g* C) |; ]$ O3 _. `§ Management Abilities _$ C* ?9 m. Q/ S8 M
- very strong Reliability and Corporation / o( F/ Y8 K& S K+ S5 W' j* m: a
- strong Self-management and Work Methodology
9 F6 g; u6 b* [! e4 r- average Strategic and Entrepreneurial Thinking 5 `) v1 ~; i( p; w
§ Various abilities:
# d2 P/ W5 N- j; K1 f1 x- Languages: English, German (not mandatory)
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猎头联系方式：$ G9 d5 @, O3 ^
bonnie@coosion.com |
发表于 2013-8-13 10:28:48
