主要职责：（基本功能）Principal
Responsibilities: (Essential Functions)

§ 客户开发：根据客户来源，用相应的国际贸易术语解释通则，在中国识别和发展新的客户关系，实现从零到壹的过程；

Customer Development: Identify and develop new customer relationships in China , starting from zero contact level and focusing on the appropriate Incoterms based on customer origin.

§ 冷数据库管理：管理和培育冷数据库，通过销售渠道挖掘潜在客户，使其签订合同并达成交易；

Cold Database Management: Manage and nurture cold databases, guiding prospects through the sales funnel to achieve final status and close deals.

§ 渠道管理：维护和监督强大的销售渠道，每周进行跟进，以确保进展并应对任何挑战

Pipeline Management: Maintain and oversee a robust sales pipeline, conducting weekly follow-ups to ensure progress and address any challenges.

§ 报价管理：及时准备和管理报价，确保客户需求和公司能力能够对齐；Quotation Management: Prepare and manage quotations in a timely manner, ensuring alignment with customer needs and company capabilities.

§ 交易管理：从交易开始到结束，进行谈判和管理，确保符合公司政策和客户期望；

Deals Management: Negotiate and manage deals from inception to closure, ensuring compliance with company policies and customer expectations.

§ 合同管理：监督合同的准备和执行，确保在整个项目生命周期内满足并维护所有条款；

Contracts Management: Oversee the preparation and execution of contracts, ensuring all terms are met and maintained throughout the project lifecycle.

§ 预算管理：计算营销和销售预算，确保资源的有效分配，以最大限度地提高投资回报率；

Budget Management: Handle marketing and sales budget, ensuring effective allocation of resources to maximize ROI.

§ 网络：代表公司参加商业协会、商会和行业活动，建立关系，提高品牌知名度；

Networking: Represent the company at business associations, trade chambers, and industry events to build relationships and enhance brand visibility.

§ 客户拜访：定期拜访客户，加强关系，发现新的增长机会。

Customer Visits: Conduct regular visits to customers to strengthen relationships and identify new opportunities for growth.

期望工作表现Performance
Expectation

§ 在指定领域表现出积极进取的良好心态

Demonstrate a fast and aggressive growth mindset in the designated area.

§ 对销售和业务发展采取积极主动的态度，表现出对取得成果的责任感

Take a proactive approach to sales and business development, showing responsibility for achieving results.

任职资格
Qualifications:

硬实力 Hard Skills:

§ 至少5年工业部门销售和业务开发经验；

Minimum of 5 years of experience in Sales and Business Development within the industrial sector.

§ 物流或销售相关专业者优先；

Educational background focused on Logistics and Sales.

§ 对工业市场有深入的了解；

Strong knowledge of the industrial market.

§ 能够通过各种方法识别和寻找潜在客户，包括打电话、网络和在线研究；Ability to identify and source potential clients through various methods, including cold calling, networking, and online research.

§ 熟练地主动致电潜在客户，介绍产品或服务并引起兴趣；

Proficiency in making unsolicited calls to prospects to introduce products or services and generate interest.

§ 能够制作出引人注目的PPT并且有效地传达公司价值主张；

Skill in creating and delivering compelling sales presentations that effectively communicate value propositions.

§ 擅长与客户协商条款和条件，以成功完成交易；

Expertise in negotiating terms and conditions with clients to close deals successfully.

§ 渠道管理：能够管理销售渠道并跟踪销售机会，确保及时跟进和进展；

Pipeline Management: Ability to manage and track sales opportunities through the sales funnel, ensuring timely follow-ups and progress.

§ CRM熟练程度：有使用客户关系管理（CRM）软件管理潜在客户、跟踪互动和分析销售数据的经验；

CRM Proficiency: Experience using Customer Relationship Management (CRM) software to manage leads, track interactions, and analyze sales data.

§ 市场研究：能够对行业趋势、竞争对手和客户需求进行深入研究，为销售策略提供有效建议；

Market Research: Capability to conduct thorough research on industry trends, competitors, and customer needs to inform sales strategies..

§ 始终如一地达到或超过销售目标和配额并保持下去；

Proven track record of meeting or exceeding sales targets and quotas consistently.

§ 销售策略制定：能够针对特定市场或具体客户，制定有效销售策略；

Sales Strategy Development: Ability to develop and implement effective sales strategies tailored to specific markets or customer segments.

§ 数据分析：分析销售数据和指标以识别趋势、衡量绩效并做出明智决策的技能；

Data Analysis: Skill in analyzing sales data and metrics to identify trends, measure performance, and make informed decisions.

§ 英语听说读写流利

Fluent in English

软实力 Soft Skills:

§ 有达成指标的信念且能达标；

Target-oriented mindset with a proven track record of achieving sales goals.

§ 入职第一年能够迅速适应、快速成长

Ability to adapt and grow rapidly within the first year in the role.

§ 优秀的口头和书面沟通技巧；

Excellent communication skills, both verbal and written.

§ 有幽默感并能与客户和同事建立融洽关系；

A sense of humor and the ability to build rapport with clients and colleagues.

§ 对旅行充满热情，愿意在不同地点与客户会面；

Passion for travel and willingness to meet clients in various locations.

§ 在面对拒绝或挑战时表现出决心和韧性，对于高销量这一目标始终动力满满；Demonstrating determination and resilience in the face of rejection or challenges, maintaining motivation to pursue leads

§ 根据客户反馈、市场变化或新信息灵活调整策略和方法；

Flexibility to adjust strategies and approaches based on client feedback, market changes, or new information.

§ 与客户建立和培养长期关系以培养忠诚度和回头客；

Skill in establishing and nurturing long-term relationships with clients to foster loyalty and repeat business.

§ 能够识别客户的需求和挑战，并提出满足这些需求的有效解决方案；

Ability to identify client needs and challenges and propose effective solutions that meet those needs.

§ 时间管理：高效地管理时间并确定任务的优先级，以最大限度地提高生产率并实现销售目标；

Time Management: Efficiently managing time and prioritizing tasks to maximize productivity and meet sales goals.

§ 在与客户的互动中展现自信，过程中建立信任感和信誉；

Projecting self-assurance in interactions with clients, which can instill trust and credibility.

§ 团队协作：与其他团队成员有效合作，分享见解，为积极的团队动态做出贡献，以实现集体销售目标。

Team Collaboration: Working effectively with other team members, sharing insights, and contributing to a positive team dynamic to achieve collective sales goals.