职位职能: 销售工程师 8 B; {3 v5 o+ p, N6 W' Y, M
职位描述:
. \; [7 f0 T1 G职责) [/ h) _, ]# u, X
该岗位要求能独立自主的履行以下工作：/ R$ U0 g7 p* V" u5 r9 y! H
销售/业务
$ v% |, e! d# G# f! `6 { x- 负责霍夫曼工具的地区性销售和服务
7 y( d* @4 M% o. d- u- 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。: U: ]7 H* `( f- o8 |
- 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。) E6 c2 h7 q+ j3 n
- 销售和定价谈判。
; O* o3 s0 ?) h3 i& \ }7 ?- 与客户一起制定目标：销售及服务计划与执行。5 @4 Y. n: P5 E) w# T5 R+ O
- 开发新客户。4 o# g3 B h7 u4 ]0 ?
- 订单制定，流程的跟进。8 g9 ]( K4 x/ P0 w6 C# k% Y S# J
- 主动为客户做产品演示，推广霍夫曼产品。
5 }$ m5 d: K8 F$ _! c( z- 专业性的客户投诉处理。
- x | S- X6 a7 P) Y- 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 o3 V3 `, M5 ~) b" n( f. Y- 不断提高和加强产品范畴的知识：产品手册，价格，折扣等。% K' ]2 W- E, L' W: x) x% z$ T! u
- 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。7 o4 @- S+ c" N9 O, x& x- z3 @. }: b ]
- 衡量客户忠诚度，引发客户兴趣。
. }0 E, c. Z P- g, E8 [; X( N技术：" }6 a l% \+ ~9 A: S0 `' ]! ?5 e
- 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）。
; x; B; h2 X$ T- 新产品和新服务的推广。
) `# y/ y* u) I) B- 不断更新和扩展产品和服务范畴知识。
1 |8 |7 [) C3 H/ `- 不断了解更新对手等状况（产品/服务）0 L% T/ T k/ `# V- d7 g0 r
合作，组织，工作流程：; H- { v5 O' b. K/ @' k0 o
- 霍夫曼德 价值观（简单-专注-有用性）
7 l! m0 f' ?6 y A$ R0 j8 a7 @8 g- 利用公司平台相互交流并为公司的信息平台做贡献。
% `" u$ A4 z5 I8 o/ Y5 p6 d) s, x- 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）。
( ] J2 Y/ M& G# r( j- 团队合作7 ~6 f1 `/ K( }" Q2 V
- 积极参与公司流程的优化工作。
4 U# r1 f# d! T, |% t5 r+ J/ \' {6 _4 j工作能力：6 |4 [6 y# K+ Y/ y. y& s2 K
主观能力：
+ G3 r4 @$ h$ T+ G7 l- 非常努力，自律，积极主动的人1 t" T' S7 e. {
- 沟通能力强〉自信，洞察力强，善于决策，进取，追求成功。$ z8 D9 t- x9 _4 X/ |
- 良好的个人形象，礼仪，和外形。
) R* l# C! l( F {- 能承受压力，好学，拥有团队精神。
& C$ W/ D$ z9 O8 S! F销售人员品质：
5 g# |7 G; M, v. |) O- 很强的谈判和说服能力，具备销售的激情6 I/ g2 g3 O. {
- 很强的客户需求鉴定能力。* j, x7 v6 d+ Z' H0 J: `7 s* h4 C
- 推荐展示能力，能带给客户忠诚可靠的感觉。# }& f7 J$ [, Q. W( Z( ~/ v( z
特殊技术知识5 K7 D5 H2 r5 B: Y* X8 k8 @
- 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( {: }* h2 v* U
- 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。
8 A3 X3 [1 f' h- {* i- 了解标准工作流程： : C1 u5 J8 x" c0 n
订单流程（内部/外部），组织和操作结构
0 w Y L' y8 ~) dIT： WORD，EXCEL，POEWPOINT，E-BUSINESS以及客户关系管理软件. A5 b- b5 T" W/ T& }* v
; T: U2 s% b2 L! `! R- c8 p管理能力：
9 Z! Q V) C; i, G7 Q' j- 很强的可靠性和合作性- [- _/ v3 h& i) L7 ]
- 自我管理和工作方法
) ]# Z; X$ V8 c0 f- 战略性和企业全局性的思维，
; z/ B" i5 U+ Z3 z工作经验：
, [( D1 G( L9 x; z. `. {& r- 有机加工或工具行业背景。
( `' z# w! k$ f3 |- e3 _5 q% _- 销售经验至少3年。
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7 `* S" {* e8 }& t8 ]/ ^福利： 7 G3 Q) D: v. n% C, D' F. O
- 国家规定的5险1金
$ N! d ]& i2 n" C. y9 \- 公司为销售人员提供公务用车 u0 i: n1 z3 o: N
- 商业团体保险 6 k" o- P+ Y- r- D6 F$ Y
- 每年15天年假，5天带薪病假 % Q% |* V% }) T9 ]) e; w' ?
- 在莘庄和淞虹路地铁站有班车
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Activities / Responsibilities: ) b% S* \) a+ s6 O
The job holder will perform the following tasks autonomously and self-dependently:
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§ Sales / Business: " w* n7 C+ t6 P. j' z, q2 r$ _
- Active sale of HoG tools and services (HoG excellence features)
; |; x( E7 _' l% {) r( M$ C. V- Maintenance and further development of customer base: build-up and development of customer contacts, networking 7 ]9 Y6 V; c! ^& q( M9 F& ~. X
- Gathering customer information and updating customer details: corporate structure, organization, demand, potential, decision makers, culture, problem areas, etc. ' s3 I2 d8 H6 e6 B* D2 \
- Sales and price negotiations 2 O7 s4 u2 r* q0 b7 t4 J
- Arranging targets with customers: planning and implementation of turnover
, A# G, w! F0 \$ }7 b- Bringing in line customer’s and HoG’s interests
$ `: q# B" B& w- v- New customer acquisition
[& u( z+ u0 L. v) b- Elaboration of offers, follow-ups
: p) s/ r; R- V' z) B- Active product presentation at the customer \1 l( D" _) |$ y
- Professional complaint management 5 f5 \3 j( z7 p5 P
- Market analysis and reporting: trend spotting, price development, competitors etc.
7 \3 u% K: b! O3 e+ n- Acquisition and on-going improvement of knowledge about product portfolios: catalogues, prices, discounts etc.
# t, z. r% w3 R; ^" q' y% x5 S- Business-oriented thinking and acting: turnover- and result-minded attitude, time-management, planning of customer calls etc. 0 s( c! \4 J/ l8 Y4 {- n: u8 @
- Planning an implementation of customer loyalty measures, customer interest generation
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% U4 i3 u& O& Q( _ o4 h§ Technology: 9 S1 t( c9 _1 C/ I Z X: c3 p
- Customer focussed technical advice, problem solving: efficient employment of metrologists/machining experts and other HoG specialists
! V7 k& C# }' L- n" D- Launch of new products and services - d" b9 Y. C) J% f5 v3 V
- Continuous update and expansion of product and service portfolio knowledge
) L' t+ M7 j- x' o3 j, w1 h- Knowledge and continuous update of facts on competitors’ strengths and weaknesses (products / services)
" y% T% _. e# Y$ ~: R$ v# L& @. W/ U§ The Corporation, Organization, Workflow: / N% m/ A1 u' k' b
- Living HoG corporate values (simplicity – focus – usefulness)
# t3 h* j8 G1 X$ [( h- Turning one’s knowledge/information into corporate knowledge: reporting and data administration according to set guidelines (Smart CRM)
" U, B7 @( ~+ F' J4 B- Active information exchange (Sales Manager, Sales Department, Machining Experts, Metrologists, Product Management)
/ ]$ l8 F; F7 |* T$ s2 k- Team sales activities, partnership cooperation
9 }: O: c9 l; K" c- M& b$ ?! v- Knowledge and improvement of workflow processes (User – HoG – User)
/ W; d- Y0 S( ?! O- For machining experts / metrologists only: instruction at customer seminars
) A7 v* C0 A( E5 y) p7 }Authority, Responsibility and Authority to Sign:
8 f4 M9 N' W8 F# tCompetences: # |4 T' g. }& g: R# k* E- N
Def. Degree of competence: very weak, weak, average, strong, very strong
. l# ~! A* X, p7 o* Y6 B! y s+ p9 i§ Soft Skills 6 Y9 `- D" Z6 W
- very strong Effort, self-discipline and initiative person
3 Q5 y% v$ j( |6 j4 q2 vEnthusiasm, positive personality and Integrity
* @5 v/ g# l7 t8 g( M! I& M8 d- Strong Interpersonal skills > Assertiveness ( “Success-Seeker”) Perceptiveness and decision- ' Y8 e( l4 T: y" N
Making. 8 y1 o5 G4 \) G- ?( L
- Good Personal style, manners and appearance 5 Q1 N5 s$ ]4 b, g/ {
- Ability to accept criticism, learning motivation and Team spirit + o& C3 r0 }/ f/ y. n% z
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§ “Salesman Qualities”
2 d1 G1 k! b L7 g- very strong Negotiation and Persuasion skills combined with Communication skills in order to “selling HOG” (enthusiasm for tools)
0 \; W" o. C9 p- strong Identification of customer needs and Customer acquisition
. x7 Y' F0 s: d9 O! ~) a& q- Strong habit to present (promotion) Hoffmann and establish customer loyalty measures % x. {7 u: h9 x% n' M
- Profit-oriented and targeted use of promotion material, personal engagement
3 \' `5 q9 n8 z+ s' p& T# q. ^- Good command and use of presentation skills ) k- S( {( L" j
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§ Special Technical Knowledge * h- P1 i& H% _' X0 Y, k p
- very strong Technical knowledge combined with “Catalogue” skills.
7 r# g: R7 |; F* ZAbility to explain technical products with focus on machining and technical customer support * |1 }5 E7 h4 v' v8 l* [; D* s
- strong Economics and business thinking, understanding of the market and the pricing 1 l s6 g ?) p$ D' k
combined with a strong service idea (HOG service package)
3 ^" G' Y3 n$ j- Knowledge of Standard Workflow: / `; S* R6 O9 Y" l, Z* ^6 a+ b- P
Order processing (internal/external), organizational and operational structure
7 a. N; Q1 Y* a- IT: CRM- Modules, Word, Excel, PowerPoint , e- business knowledge
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& j, w( l4 L# D. V0 C. Y5 ]§ Management Abilities 5 t- d h# e! G" _
- very strong Reliability and Corporation " k: T* r* S6 p; W1 P
- strong Self-management and Work Methodology + ]0 g$ i# e. z& U: Z
- average Strategic and Entrepreneurial Thinking
- z6 M6 e- b* s8 A§ Various abilities: + g1 g( L; t) U% F" v9 ]
- Languages: English, German (not mandatory)/ e5 S" F+ I5 ]/ ^3 \+ F* H
3 N s9 J- }6 y& Q4 `猎头联系方式：/ J4 t* F5 d E# N/ M
bonnie@coosion.com |
发表于 2013-8-13 10:28:48
