职位职能: 销售工程师 2 h2 U. H! k5 T0 B% m, @2 c+ R
职位描述:
6 f# C4 P6 c. J6 H职责
8 w4 A) m; A& Q- b+ ] ?该岗位要求能独立自主的履行以下工作：+ F) C: p$ o# c1 |+ `! Q
销售/业务
) A% `6 ~. ]9 g1 ~1 z) w, u: j- 负责霍夫曼工具的地区性销售和服务
, ], @7 ]* p7 F' q O- 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。6 Y( H1 ^* G! s1 l3 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。
% u! c" a b6 H4 Z" h% i3 I# q- 销售和定价谈判。
% w/ h; K3 Z4 [# r& r- 与客户一起制定目标：销售及服务计划与执行。/ I) L& I* O/ E) s
- 开发新客户。9 c6 |8 f; j4 G
- 订单制定，流程的跟进。
: x9 L& ]9 @) T% A7 o- 主动为客户做产品演示，推广霍夫曼产品。7 i5 S- B7 \! a+ r2 Q
- 专业性的客户投诉处理。
: V* s0 D, \5 ^0 v- W- 市场分析和报告：分析市场趋势，价格维护，竞争对手状况等。2 C# f8 m" u. a' W. s0 R
- 不断提高和加强产品范畴的知识：产品手册，价格，折扣等。
6 s& G8 e* ?, N M- 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。- n# _$ V* \) A: m7 z! g, w6 W5 X* F
- 衡量客户忠诚度，引发客户兴趣。4 X7 v* `1 u8 T* Y8 w! q& C
技术：
- Y" k) |! O5 @' Y3 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）。3 ^( M g/ ?1 J" o6 C
- 新产品和新服务的推广。
6 [9 s/ F# A, b- 不断更新和扩展产品和服务范畴知识。
! s! v: x* w* H- E- E. H- 不断了解更新对手等状况（产品/服务）' {# k& {$ ^- I) [2 I
合作，组织，工作流程： }- w% ?3 @3 Z/ f$ ~
- 霍夫曼德 价值观（简单-专注-有用性）
9 z( b) _4 E. ?7 g3 r1 C- 利用公司平台相互交流并为公司的信息平台做贡献。
, W C! M5 G7 t3 n v! R- 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）。
9 h Y; [/ D, D5 h7 q8 V7 k0 {- 团队合作
4 O' g1 s8 \$ J% S v8 m- 积极参与公司流程的优化工作。; M" I7 i6 E; {$ P. ~
工作能力：
) U% U' u- Q/ p( h, i; C* _" I主观能力：
' b9 H! y, e l! y) i6 ~- 非常努力，自律，积极主动的人
- N" H* X, d$ P. t3 O- 沟通能力强〉自信，洞察力强，善于决策，进取，追求成功。
: ]) J5 d9 o8 Q! r+ u" x9 H- 良好的个人形象，礼仪，和外形。6 I% X( `& f/ u0 t. \' d" S
- 能承受压力，好学，拥有团队精神。! c F$ z1 ~7 S$ p
销售人员品质：# p- e! X, d% R+ D
- 很强的谈判和说服能力，具备销售的激情
7 A3 q/ ~5 b5 n& U$ m- 很强的客户需求鉴定能力。1 X2 O1 V( ^9 h' l2 H
- 推荐展示能力，能带给客户忠诚可靠的感觉。$ D3 y$ x4 r0 c7 Y9 Y
特殊技术知识
. a q; c3 X* z% m- V- [- 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。
, \/ G6 ~4 ]( _2 s% \0 S- 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。
+ K$ r, L. N1 c. w: |- 了解标准工作流程： / s) ]4 u1 o, ~8 f7 Y
订单流程（内部/外部），组织和操作结构
% a$ O7 t* I @9 l! ~# \IT： WORD，EXCEL，POEWPOINT，E-BUSINESS以及客户关系管理软件
2 O/ J3 Q8 f+ U T* U
6 P7 b4 j- {# A9 i管理能力：
4 D( [/ Y% F/ D$ x) n: Q* o% A- 很强的可靠性和合作性
5 q h7 t2 ~9 |! a4 R* y- 自我管理和工作方法3 m3 ?' j2 ?4 ?' W3 L
- 战略性和企业全局性的思维，" a1 O+ p/ s4 w1 @( _
工作经验：( p1 i" l6 p! L2 `- d2 n
- 有机加工或工具行业背景。
+ P3 Z2 e; S, f; Y* V# k- 销售经验至少3年。3 k; T6 {7 e2 |# L/ I
1 B+ C' z4 i6 f- u7 O8 g3 [
福利： 7 k6 m6 O3 A7 ]( j+ c; `
- 国家规定的5险1金 ; U3 O- X* n8 R8 O
- 公司为销售人员提供公务用车 8 F1 j' t, U6 i0 r. r6 R6 B, j
- 商业团体保险
2 G& {; B9 ?9 }3 H- 每年15天年假，5天带薪病假 # ^8 O5 o7 r$ B
- 在莘庄和淞虹路地铁站有班车
% r9 ] C$ b: s7 e* ^7 d! i' c, }3 d. q& ]
Activities / Responsibilities: + e1 d, j$ N, _# P Y. d( n
The job holder will perform the following tasks autonomously and self-dependently:
; p0 l; _2 ~* ], N- _: }5 V6 D7 |; |9 Y2 Z
. w: r V, p& e2 B7 F- `+ t§ Sales / Business: 4 Q0 ~% }3 W( U
- Active sale of HoG tools and services (HoG excellence features) / R9 V6 E) `" D/ {7 C/ G) z
- Maintenance and further development of customer base: build-up and development of customer contacts, networking S+ T1 i" P7 ?! E8 ]- r
- Gathering customer information and updating customer details: corporate structure, organization, demand, potential, decision makers, culture, problem areas, etc.
7 d& a7 E2 ~6 ~5 O Q. h- Sales and price negotiations 7 r$ A1 K! ^7 a# G+ A
- Arranging targets with customers: planning and implementation of turnover
& M& u' |" \8 D; W" b# C% z0 j- Bringing in line customer’s and HoG’s interests 5 P/ h$ u) [' B; f
- New customer acquisition " d( i" p8 C, a0 K
- Elaboration of offers, follow-ups
6 y3 w' J7 K0 U- Active product presentation at the customer
5 A$ n: D7 l% V& d5 \* N* k- Professional complaint management
2 N# I$ z. Z$ m* m- ^- Market analysis and reporting: trend spotting, price development, competitors etc.
1 @- w# i% b( y5 x0 \- Acquisition and on-going improvement of knowledge about product portfolios: catalogues, prices, discounts etc.
- I2 h, h8 R: I3 Y- Business-oriented thinking and acting: turnover- and result-minded attitude, time-management, planning of customer calls etc.
3 h5 q9 z3 X M. D- Planning an implementation of customer loyalty measures, customer interest generation
8 a' a/ f2 e& @# n# Y4 C. A2 F4 u2 @8 U' Q
1 K% N5 k+ {9 c- x! D7 x§ Technology: - y- g7 f$ K5 p
- Customer focussed technical advice, problem solving: efficient employment of metrologists/machining experts and other HoG specialists + K# a; Z3 l5 Y, p7 u# W. B3 V
- Launch of new products and services + x3 g& `0 p; W# X
- Continuous update and expansion of product and service portfolio knowledge
/ D6 B, q9 V, y' g! z9 _4 R" U: I+ X- Knowledge and continuous update of facts on competitors’ strengths and weaknesses (products / services)
' [/ w* a! `) K* F+ H) y" N§ The Corporation, Organization, Workflow:
! f( v) I/ M0 q+ A0 j2 O% J. [4 j- Living HoG corporate values (simplicity – focus – usefulness) . V- C& t% D( q
- Turning one’s knowledge/information into corporate knowledge: reporting and data administration according to set guidelines (Smart CRM)
. A. E9 t3 s& Z$ m4 |: ?% \- Active information exchange (Sales Manager, Sales Department, Machining Experts, Metrologists, Product Management) 8 s+ u; ?% k* t) q0 E% ]- d
- Team sales activities, partnership cooperation s( `/ e9 d/ l( U& H+ y( U
- Knowledge and improvement of workflow processes (User – HoG – User) - I2 c" |. Q& r( | j
- For machining experts / metrologists only: instruction at customer seminars - H* S6 L3 K; t
Authority, Responsibility and Authority to Sign: 9 q& ]! }+ w* r8 [1 O3 K2 I
Competences: : Y4 R/ m2 ~+ _
Def. Degree of competence: very weak, weak, average, strong, very strong 8 k1 i! A8 L' e' }
§ Soft Skills ! u! _* ~& ^6 y! [) l
- very strong Effort, self-discipline and initiative person
) k) ?' Y! @& O, [6 g- K1 aEnthusiasm, positive personality and Integrity 0 r' [, z( Z, C2 h. k
- Strong Interpersonal skills > Assertiveness ( “Success-Seeker”) Perceptiveness and decision-
' k" h( e0 V, z) S( oMaking.
* w4 f$ U$ G5 d7 g# Q+ q- Good Personal style, manners and appearance
6 C0 r6 u- C1 p/ H! [/ V8 \- Ability to accept criticism, learning motivation and Team spirit
: }% M4 N. C. p) o# i# M/ e# ~4 R/ j/ X6 n+ e w' n
" R/ J: N+ @! k* k" x* Y1 F§ “Salesman Qualities” $ u( N$ _- j! B# P9 \) L
- very strong Negotiation and Persuasion skills combined with Communication skills in order to “selling HOG” (enthusiasm for tools) - x& V" ]# Y9 W! q1 [& D/ z' }0 c1 E. J
- strong Identification of customer needs and Customer acquisition Q+ f* @4 W% Z% d6 B G1 H
- Strong habit to present (promotion) Hoffmann and establish customer loyalty measures
' {' D1 z, r4 T- Profit-oriented and targeted use of promotion material, personal engagement 9 W2 ~0 @8 d2 I( C& O7 V. e$ k# h
- Good command and use of presentation skills
" j* u8 y0 s. c% A! h# P2 |% x1 o3 L: i% G! y7 g
- ^" \& ] j; A ~§ Special Technical Knowledge
& @' t$ b; g/ `' n) q5 E% _- very strong Technical knowledge combined with “Catalogue” skills.
5 M5 O' Y1 M1 S9 y. NAbility to explain technical products with focus on machining and technical customer support 7 j) s l+ l: {# `$ t3 r
- strong Economics and business thinking, understanding of the market and the pricing & T' a, c# e, x' o. U) o
combined with a strong service idea (HOG service package)
; O L5 t8 @7 [8 l6 a+ s( m- Knowledge of Standard Workflow: + v0 X$ u' B" q) P, d2 I( L* N
Order processing (internal/external), organizational and operational structure + S9 }. R, f4 D8 J
- IT: CRM- Modules, Word, Excel, PowerPoint , e- business knowledge 4 ]8 L! V' N4 g5 W1 R2 n) q
* |; Y+ Q5 ~# ^! h! K Y
$ J+ c# E+ Q# ]" D* F/ ?
§ Management Abilities
2 W R$ h8 N6 e5 w1 A% @- very strong Reliability and Corporation % ~ ?4 [8 H5 v7 J
- strong Self-management and Work Methodology
6 w5 r8 @2 x7 z3 z$ @" }- average Strategic and Entrepreneurial Thinking
4 ?* E+ O# F* B# h$ U6 E§ Various abilities: % k5 G" p- V% X: M9 @$ x& \" a+ d# O# j
- Languages: English, German (not mandatory)$ e- j( d4 I; z
& z8 O& f b- o6 X5 `% m猎头联系方式：
3 c# S$ u" f# w0 zbonnie@coosion.com |
发表于 2013-8-13 10:28:48
