职位职能: 销售工程师
- \' h* a+ H I1 V6 @职位描述: T1 A. }" e( Q( ?( M$ V6 z
职责% v* y! U }1 ^; f$ m' {
该岗位要求能独立自主的履行以下工作：
" t+ o. c( ^( ?9 B* f销售/业务
. k- f7 a) n. ^4 P0 ]- 负责霍夫曼工具的地区性销售和服务% f* R- H4 g, V# g4 n- {2 L: `
- 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。7 B& ^7 b) n3 l; ^) a% I: j3 b
- 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。- b' T" l8 z( G7 E+ {* S5 l1 M) A2 W
- 销售和定价谈判。
6 Y$ D" B9 {. c7 t S* n( }+ H- 与客户一起制定目标：销售及服务计划与执行。# k/ _& ]! z8 j4 x6 p2 }$ B; Y
- 开发新客户。& J& C( {. q* S
- 订单制定，流程的跟进。8 _* ?! \$ ?6 k' |) T4 i
- 主动为客户做产品演示，推广霍夫曼产品。
2 ?/ a5 u3 o9 R, \: W- 专业性的客户投诉处理。. h$ u* E* W( u0 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。
7 C4 N5 f( j9 e9 c% h; M7 O- 不断提高和加强产品范畴的知识：产品手册，价格，折扣等。
: a- _0 n( _: D) E5 c- 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。
4 z1 P7 h5 l2 y" t5 s- 衡量客户忠诚度，引发客户兴趣。
* Q& U' n/ ?) Q0 t技术：
F1 {3 b4 [. 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）。
; q& r# M, @: A9 y1 z- 新产品和新服务的推广。
5 d+ a/ X$ A0 S! o' {' w' Q- 不断更新和扩展产品和服务范畴知识。' v7 c! g5 |" k
- 不断了解更新对手等状况（产品/服务）
" \1 Y( \# A6 a& ]' z合作，组织，工作流程：
9 e3 v/ N# x: Q* C+ T7 }/ D/ ]2 [- 霍夫曼德 价值观（简单-专注-有用性）
/ b2 l- @0 Z. ^3 j4 M/ y8 [7 |- 利用公司平台相互交流并为公司的信息平台做贡献。
" D0 W3 N8 o3 |* k! L |* \( o" O- 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）。
7 i( W n; _+ }* R" M- 团队合作- A! b" z1 u% K# P7 c) @8 {& a
- 积极参与公司流程的优化工作。
. J/ V- }) B/ ~) n/ K/ S( Q工作能力：3 x/ M+ Y0 E' t: @$ o6 B% S
主观能力：# A3 Q! q7 S* x" B0 S" x
- 非常努力，自律，积极主动的人+ c0 R1 k3 z: e7 L: Z' G; `$ W% P
- 沟通能力强〉自信，洞察力强，善于决策，进取，追求成功。9 F$ }: ]& Q8 ]) N5 U0 U3 w/ u
- 良好的个人形象，礼仪，和外形。
/ Q) p; Q. V: q( O0 G- 能承受压力，好学，拥有团队精神。
0 s, z C Z- @; n销售人员品质：
, M$ x3 g1 ]5 d- 很强的谈判和说服能力，具备销售的激情' k2 J) `" V; K* g
- 很强的客户需求鉴定能力。
( o# R9 x, s. K! W, u& Q& b l- 推荐展示能力，能带给客户忠诚可靠的感觉。 M, b% h8 {0 N) n' f0 ^6 k
特殊技术知识
* _/ d( m+ C% T) s! V: Q8 o! b' D- 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。
( u8 d7 _# J2 ]' n- 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。; U0 }7 d/ J$ r% T+ ]9 D
- 了解标准工作流程：
; Q3 S. O$ B9 h' Q% w6 L/ K! H; I订单流程（内部/外部），组织和操作结构
8 G8 v" a: t- e3 Q" PIT： WORD，EXCEL，POEWPOINT，E-BUSINESS以及客户关系管理软件
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4 M. m+ [2 u* J- T! }: j3 @管理能力：7 D* [: |1 V: m6 Q: ]1 t0 O* l G/ \
- 很强的可靠性和合作性
' _0 n2 a9 ^" {. U( [% l& }5 Z- 自我管理和工作方法2 n" ]4 J" E% Y
- 战略性和企业全局性的思维，, v6 J; t% c1 Z$ F
工作经验：
. L( t. g% S% r8 X! G* I- 有机加工或工具行业背景。
; y m6 F" g2 K0 H# h' L- 销售经验至少3年。0 d" h& {' C5 ?3 G O6 \+ a
' n& c9 s5 Y! M7 R5 o* U4 c福利： 0 R# Z$ e1 Y! F
- 国家规定的5险1金 / ]) M e' t9 T6 n3 w7 |7 V. C
- 公司为销售人员提供公务用车 * T' x* i, ~7 q8 P7 |" ?) G) K5 V
- 商业团体保险 ' ?- M$ W% K j5 M7 ]! G
- 每年15天年假，5天带薪病假
( r/ [/ [) z! U. `3 i- 在莘庄和淞虹路地铁站有班车
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9 H8 E4 ^- z6 t. f2 wActivities / Responsibilities:
, x. c% O! u4 ^- ^# J3 sThe job holder will perform the following tasks autonomously and self-dependently: 9 _: [8 M7 n$ r$ c$ E
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§ Sales / Business:
6 T" Z6 x% C2 w" d+ ^3 N- Active sale of HoG tools and services (HoG excellence features) ' }3 }" s8 I8 U7 p, D% |* e2 G: `
- Maintenance and further development of customer base: build-up and development of customer contacts, networking
( a) z; h* u& p7 B8 o8 V- Gathering customer information and updating customer details: corporate structure, organization, demand, potential, decision makers, culture, problem areas, etc. - d: k9 S" `% o D8 N
- Sales and price negotiations / ] _& q D5 w1 k
- Arranging targets with customers: planning and implementation of turnover B1 C) d+ X/ L* O. q& p
- Bringing in line customer’s and HoG’s interests
! X; o; f) O5 R* f$ i ?# j5 w" f/ f, g- New customer acquisition
& s& B4 ]# `$ H- Elaboration of offers, follow-ups
/ z( {4 Y7 c% ]% ]( v; J& d& I- Active product presentation at the customer $ i8 F% H# Y; C1 z
- Professional complaint management
& h! a& p# i8 }) N- L: l- Market analysis and reporting: trend spotting, price development, competitors etc.
% ~, x3 Z8 B9 y- @- Acquisition and on-going improvement of knowledge about product portfolios: catalogues, prices, discounts etc. 7 O' Y- |* J. ?9 } E# W! h
- Business-oriented thinking and acting: turnover- and result-minded attitude, time-management, planning of customer calls etc.
, B2 I5 z D6 c- }5 ]6 x! L- Planning an implementation of customer loyalty measures, customer interest generation
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§ Technology:
. z+ p9 v8 w' B7 q0 w- Customer focussed technical advice, problem solving: efficient employment of metrologists/machining experts and other HoG specialists # l4 Z3 h4 C8 p0 F$ U6 z( Y) [: J& b
- Launch of new products and services ) G% A- Q8 x) A7 l. H0 R1 m, l
- Continuous update and expansion of product and service portfolio knowledge
5 U" D4 a/ a7 H+ z$ @ h- Knowledge and continuous update of facts on competitors’ strengths and weaknesses (products / services)
0 Z! F( d3 ?; t" r) `0 R§ The Corporation, Organization, Workflow:
# s# ^! s+ V) T f- Living HoG corporate values (simplicity – focus – usefulness) . U- `. J. N' c" e* @/ F, O
- Turning one’s knowledge/information into corporate knowledge: reporting and data administration according to set guidelines (Smart CRM) 9 {3 \+ }) v# d$ L- l
- Active information exchange (Sales Manager, Sales Department, Machining Experts, Metrologists, Product Management) $ |" O0 r: c( b6 b3 m
- Team sales activities, partnership cooperation - P V' G/ n0 r
- Knowledge and improvement of workflow processes (User – HoG – User) 7 w. l& X9 ?0 C1 I5 u
- For machining experts / metrologists only: instruction at customer seminars
/ i9 x; |3 r# u2 m$ s1 SAuthority, Responsibility and Authority to Sign: ' u! {! W: c0 i; x j K8 b
Competences:
( b5 _; r3 `6 S6 \" a8 i! n2 iDef. Degree of competence: very weak, weak, average, strong, very strong 1 f* Z2 p% K( i* b3 Z
§ Soft Skills , `2 ?' j: f' U- g
- very strong Effort, self-discipline and initiative person 2 x' o9 W1 C g7 e, }7 ~3 k# h& u$ n! J
Enthusiasm, positive personality and Integrity
1 z5 q1 T# Z: A1 S3 v- \9 B- Strong Interpersonal skills > Assertiveness ( “Success-Seeker”) Perceptiveness and decision- * X* E) G. k( q4 o9 z# Y( N* D3 j
Making. ) f2 n7 I1 C7 C8 q9 i
- Good Personal style, manners and appearance + n# i5 U$ G- v' q ^9 z3 P8 {) A
- Ability to accept criticism, learning motivation and Team spirit
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§ “Salesman Qualities”
5 ~9 K7 C1 q3 U: J- very strong Negotiation and Persuasion skills combined with Communication skills in order to “selling HOG” (enthusiasm for tools) 2 @% y: M2 d8 a
- strong Identification of customer needs and Customer acquisition ' h z& F& d, x( G6 v
- Strong habit to present (promotion) Hoffmann and establish customer loyalty measures & T, G- N: u* M9 S) x
- Profit-oriented and targeted use of promotion material, personal engagement
+ s8 W' |* [ x, c; J- Good command and use of presentation skills 4 B& N; E+ m) M1 ]# b& O, y
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§ Special Technical Knowledge
8 Q6 O, G6 u& f- t( _! u0 ]! H' S1 f- very strong Technical knowledge combined with “Catalogue” skills. , t U3 k- y0 P3 D% O) ]
Ability to explain technical products with focus on machining and technical customer support o8 e0 s5 Q. i; M j
- strong Economics and business thinking, understanding of the market and the pricing ; X+ N, ]5 W/ P- g1 Y- k6 A
combined with a strong service idea (HOG service package) : A K) _" j$ O
- Knowledge of Standard Workflow: ) G# b6 }7 i. `0 @% ?- l: |* Z
Order processing (internal/external), organizational and operational structure
8 y" ~5 j5 l3 n- s) n( A) {, B- IT: CRM- Modules, Word, Excel, PowerPoint , e- business knowledge
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§ Management Abilities ( p# M. p# G9 Y' l i. {. b
- very strong Reliability and Corporation
) |: j$ G5 w9 G; ^4 u- strong Self-management and Work Methodology ) d6 u5 z) k+ g1 G7 {
- average Strategic and Entrepreneurial Thinking
2 s/ X9 [1 N7 O e' [§ Various abilities: ' V5 D( `% |6 I
- Languages: English, German (not mandatory)
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4 L$ ~5 M W s. X5 r猎头联系方式：
: Q+ [* t; z* U9 C8 d, [bonnie@coosion.com |
发表于 2013-8-13 10:28:48
