目标 / targets:
制定国际性关键客户（外资或合资企业）的战略增长计划，并与德国总部国际关键客户管理部门协作，有效地实施与客户在中国的合作。开发业务机会，确保战略行动的实施，赢得关键客户并达成销售目标。为建立战略客户关系提供一流的客户支持。增加关键客户的销售收入。
establish the strategic development plan for our global/international key acｃｏｕｎｔ customers (mainly wfoe & jvs), and in collaboration with international key acｃｏｕｎｔ management department (gkam) at headquarters effectively to engage with them in china. develop business opportunities to ensure strategic actions to be taken to win sales with such key acｃｏｕｎｔ customers. provide best-in-class acｃｏｕｎｔ support in building up strategic customer relationship. increase the sales revenue with such international key acｃｏｕｎｔ customers.
主要任务/main tasks:
与德国总部大客户团队密切合作，建立和发展在中国的国际性关键客户管理
establish and develop international key acｃｏｕｎｔ management in china in close collaboration with the kam team at headquarters in germany
面对客户：谈判框架协议，包括价格等，并完成交易。承接全球框架协议的本地化实施，以及扩展中国本地且适合客户特定需求的产品及服务。
face to customers: negotiate frame contracts, incl. prices, and close deals. undertake the local implementation of the global framework agreement in china, as well as the expansion and adaptation of local products & services according to the specific needs of customers in china.
对公司内部：协调管理公司的销售团队和各运营部门的密切协作，执行客户委托的项目等任务，达成对客户的交付。
internally in the company: coordinate the sales team and operating departments to implement projects commissioned by customers etc., and achieve the ｄｅｌiveries to the customers.
定期联系拜访客户, 与客户联络人及高层管理者发展和维护良好客群关系
regular direct contacts and visits the customers, develop and maintain relationship to contact persons and (top) managers of customers.
通过多种方式(如产品、服务、研讨会、活动、交易会等)维护客户
maintaining customers via several ways (products, services, seminars, events, trade fairs,
etc.)
对国际性关键客户进行市场调研，包括行业动向、追踪分析企业结构(兼并和出售)等；制定和实施客户开发和支持策略，并采取适当的行动
market research on international key acｃｏｕｎｔ customers, incl. industry trends, tracking corporate structures (acquisitions and sale) etc. develop and implement customer acquisitions and support strategies, with adaption of commercial consequences
分析竞争对手，识别其弱点并采取具体行动方案
competitor analysis, determine weaknesses and derive specific measures
预测，了解并发展潜在客户, 开发获取新客户，并建立良好的关系，维护重要客户的联络
predict, research and develop potential customers, acquire new customer. creating a relationship with new customers and maintaining contacts with key customers
和上级一起制定每年的国际性关键客户销售计划（预算，实施方案，目标等）并遵守已确定的销售预算
annual planning (budget, measures, objectives, etc.) adherence to a fixed sales budget for the international key acｃｏｕｎｔ customers.
为选定的关键客户提供持续的直接服务(谈判，协议详细的交易条款，监督业务关系的正确发展，实施电子商务的对接等)
direct service of a ｓｅｌｅｃｔed group of key customers on an ongoing basis (negotiation, agreeing to detailed terms of trading, supervision over the correct course of the business relationship, implementation of e-business connectivity etc.)
密切配合内部部门在投诉范围内的纠正措施的实施，积极主动参与和推动相关流程的持续性改进
close cooperation with internal departments within the scope of complaints and implementation of corrective actions, proactively participate in and drive continuous improvement of relevant processes
负责拓展大客户渠道，建立大客户档案和数据库，并定期维护更新
responsible for expanding key acｃｏｕｎｔ sales ｎｅｔworks, and establishing ka databases with regularly maintaining
完成销售报告及总经理交办的其他工作
complete the sales reports and other tasks assigned by the general manager
任职资格/qualification：
本科及以上学历，技术或管理专业优先 / bachelor degree or above, major in technical or management is preferred
3年以上工业产品销售经验，熟悉工业市场和顾问销售模式，有通用工具或刀具销售经验者优先 / more than 3 years working experience of industrial product selling, familiar with industrial market and consultant sales moｄｅｌ, experience of general tools or cutting tools to end user will be a plus
有国际业务集团(如汽车工业，机械工程，…)的销售经验 / sales experience with international business groups (i.e. automotive industry, mechanical engineering, …)
很强的沟通和谈判技巧 / very strong communication and negotiation skills
乐于发展和维护客户人际关系的个性以及从事销售活动的热情，作为销售有对成功的渴望和追求，富有职业责任心和奉献精神
willing personality to develop and maintain interpersonal relationship with customers and enthusiastic to engage sales activities. as a sales person with desire and pursuit of success, reach in professional responsibility and dedication.
较强的行业信息获取能力、分析能力、市场洞察力，逻辑思维和表达能力 strong industry information acquisition ability, analysis skills, market insight, logical thinking and expression.
目标明确，能够独立工作, 适应经常出差 / goal oriented, independent self-starter & ability to travel
具有优量的客户导向和团队协作的意识和职业素养
excellent customer orientation and teamwork awareness and professionalism.
了解不同的电子目录系统和电子商务/采购工具 / knowledge about the different ａｌｔｅｒnative systems for e-catalogues and e-commerce/-procurement tools
期望以专业、道德和诚实的方式开展业务 / expected to conduct business professionally, ethically and honestly.
流利的英语书面及口语表达能力 / fluent in both oral and writing in english
熟练使用办公软件，特别是excel的数据处理和分析，ppt / professional skills in ms office, especially data processing and analysis in excel, ppt

目标 / targets:
制定国际性关键客户（外资或合资企业）的战略增长计划，并与德国总部国际关键客户管理部门协作，有效地实施与客户在中国的合作。开发业务机会，确保战略行动的实施，赢得关键客户并达成销售目标。为建立战略客户关系提供一流的客户支持。增加关键客户的销售收入。
establish the strategic development plan for our global/international key acｃｏｕｎｔ customers (mainly wfoe & jvs), and in collaboration with international key acｃｏｕｎｔ management department (gkam) at headquarters effectively to engage with them in china. develop business opportunities to ensure strategic actions to be taken to win sales with such key acｃｏｕｎｔ customers. provide best-in-class acｃｏｕｎｔ support in building up strategic customer relationship. increase the sales revenue with such international key acｃｏｕｎｔ customers.
主要任务/main tasks:
与德国总部大客户团队密切合作，建立和发展在中国的国际性关键客户管理
establish and develop international key acｃｏｕｎｔ management in china in close collaboration with the kam team at headquarters in germany
面对客户：谈判框架协议，包括价格等，并完成交易。承接全球框架协议的本地化实施，以及扩展中国本地且适合客户特定需求的产品及服务。
face to customers: negotiate frame contracts, incl. prices, and close deals. undertake the local implementation of the global framework agreement in china, as well as the expansion and adaptation of local products & services according to the specific needs of customers in china.
对公司内部：协调管理公司的销售团队和各运营部门的密切协作，执行客户委托的项目等任务，达成对客户的交付。
internally in the company: coordinate the sales team and operating departments to implement projects commissioned by customers etc., and achieve the ｄｅｌiveries to the customers.
定期联系拜访客户, 与客户联络人及高层管理者发展和维护良好客群关系
regular direct contacts and visits the customers, develop and maintain relationship to contact persons and (top) managers of customers.
通过多种方式(如产品、服务、研讨会、活动、交易会等)维护客户
maintaining customers via several ways (products, services, seminars, events, trade fairs,
etc.)
对国际性关键客户进行市场调研，包括行业动向、追踪分析企业结构(兼并和出售)等；制定和实施客户开发和支持策略，并采取适当的行动
market research on international key acｃｏｕｎｔ customers, incl. industry trends, tracking corporate structures (acquisitions and sale) etc. develop and implement customer acquisitions and support strategies, with adaption of commercial consequences
分析竞争对手，识别其弱点并采取具体行动方案
competitor analysis, determine weaknesses and derive specific measures
预测，了解并发展潜在客户, 开发获取新客户，并建立良好的关系，维护重要客户的联络
predict, research and develop potential customers, acquire new customer. creating a relationship with new customers and maintaining contacts with key customers
和上级一起制定每年的国际性关键客户销售计划（预算，实施方案，目标等）并遵守已确定的销售预算
annual planning (budget, measures, objectives, etc.) adherence to a fixed sales budget for the international key acｃｏｕｎｔ customers.
为选定的关键客户提供持续的直接服务(谈判，协议详细的交易条款，监督业务关系的正确发展，实施电子商务的对接等)
direct service of a ｓｅｌｅｃｔed group of key customers on an ongoing basis (negotiation, agreeing to detailed terms of trading, supervision over the correct course of the business relationship, implementation of e-business connectivity etc.)
密切配合内部部门在投诉范围内的纠正措施的实施，积极主动参与和推动相关流程的持续性改进
close cooperation with internal departments within the scope of complaints and implementation of corrective actions, proactively participate in and drive continuous improvement of relevant processes
负责拓展大客户渠道，建立大客户档案和数据库，并定期维护更新
responsible for expanding key acｃｏｕｎｔ sales ｎｅｔworks, and establishing ka databases with regularly maintaining
完成销售报告及总经理交办的其他工作
complete the sales reports and other tasks assigned by the general manager
任职资格/qualification：
本科及以上学历，技术或管理专业优先 / bachelor degree or above, major in technical or management is preferred
3年以上工业产品销售经验，熟悉工业市场和顾问销售模式，有通用工具或刀具销售经验者优先 / more than 3 years working experience of industrial product selling, familiar with industrial market and consultant sales moｄｅｌ, experience of general tools or cutting tools to end user will be a plus
有国际业务集团(如汽车工业，机械工程，…)的销售经验 / sales experience with international business groups (i.e. automotive industry, mechanical engineering, …)
很强的沟通和谈判技巧 / very strong communication and negotiation skills
乐于发展和维护客户人际关系的个性以及从事销售活动的热情，作为销售有对成功的渴望和追求，富有职业责任心和奉献精神
willing personality to develop and maintain interpersonal relationship with customers and enthusiastic to engage sales activities. as a sales person with desire and pursuit of success, reach in professional responsibility and dedication.
较强的行业信息获取能力、分析能力、市场洞察力，逻辑思维和表达能力 strong industry information acquisition ability, analysis skills, market insight, logical thinking and expression.
目标明确，能够独立工作, 适应经常出差 / goal oriented, independent self-starter & ability to travel
具有优量的客户导向和团队协作的意识和职业素养
excellent customer orientation and teamwork awareness and professionalism.
了解不同的电子目录系统和电子商务/采购工具 / knowledge about the different ａｌｔｅｒnative systems for e-catalogues and e-commerce/-procurement tools
期望以专业、道德和诚实的方式开展业务 / expected to conduct business professionally, ethically and honestly.
流利的英语书面及口语表达能力 / fluent in both oral and writing in english
熟练使用办公软件，特别是excel的数据处理和分析，ppt / professional skills in ms office, especially data processing and analysis in excel, ppt

目标/targets:
制定国内关键企业客户（包括国企、央企、大型民企、上市企业等）以及行业（包括能源、汽车、轨道交通、核电、光伏、新能源等）的战略发展/增长计划，甄别并把握业务机会，确保采取战略行动以开发各行业的相关客户，有效地与客户沟通和建立业务关系，并开拓发展经销商渠道、合作伙伴业务关系和资源，赢得重要客户并转换为销售业绩。为建立战略客户关系提供一流的客户支持。增加大客户的销售收入。
establish the strategic development and growth plan for domestic key acｃｏｕｎｔ customers such as domestic key enterprises (including state-owned enterprises, government central enterprises, large private enterprises, listed enterprises in stock market, etc.), as well for industries (including energy, automotive, railway industry, nuclear power, new energy industries incl. photovoltaic, etc.). identify and grasp business opportunities to ensure strategic actions can be taken to develop relevant acｃｏｕｎｔs in various industries. effectively communicate with customers to establish the business relationship, explore and develop dealer ｎｅｔwork & partner business relationships and resources, to win sales with the key acｃｏｕｎｔs. provide best-in-class customer support in building up strategic business relationship. increase the sales revenue for key acｃｏｕｎｔ customers.
主要任务/main tasks:
制定每年的国内关键企业客户（包括国企、央企、大型民企、上市企业等）以及行业（包括但不限于能源、汽车、航空航天，电力、轨道交通、核电、新能源-包括光伏 等）的开发和销售计划（预算，实施方案，目标等），并实现已确定的销售预算
establish annual development and sales plans (budgets, implementation plans, targets, etc.) for key domestic enterprises (including state-owned enterprises, central enterprises, large private enterprises and listed enterprises) and industries (such as energy, automobile, aviation, electric power, rail transit, nuclear power, new energy incl. photovoltaic, etc.), and achieve the determined sales budgets.
预测，了解并发展潜在客户，开发获取新客户，并建立良好的关系，维护与重要客户的商务关系。
predict, research and develop potential customers, acquire new customers, establish relationship with new customers, and maintaining the business relationship with the key customers.
掌握国内关键企业和行业的业务特点和需求，通过各种渠道，如重点开拓发展经销商渠道，与具有客户关系和资源的业务伙伴合作，深度挖掘客户需求，建立和拓展业务关系，提供相关产品或解决方案，实现战略布局，达成销售目标。
ｍａｓｔｅｒ the business ｃｈａｒacteristics and needs of key domestic enterprises and industries, through various channels, such as focusing on the development of dealer ｎｅｔworks and collaboration with competent partners with resources, to deeply explore customer needs, establish and expand business relationships, provide relevant products and solutions, achieve strategic plan and reach sales targets.
与国内关键企业客户进行沟通和谈判，包括框架协议的制定和签署，并负责客户的各类招标、项目的实施，包括价格制定、电子商务对接等，并完成交易。
communicate and negotiate with key domestic corporate customers, incl. frame contracts, and responsible for the implementation of various bidding and projects for customers, incl. pricing, e-business connection, ｄｅｌivery etc.
对国内关键客户进行市场调研，包括行业动向、追踪分析企业结构(兼并和出售)等；制定和实施客户开发和支持策略。根据国内关键企业客户的需求和市场的反馈，采取适当的行动，如对产品或解决方案进行优化和调整，提高市场占有率。
market research on domestic key acｃｏｕｎｔ customers, incl. industry trends, tracking corporate structures (acquisitions and sale) etc. develop and implement customer acquisition and support strategies, with adaption of commercial consequences. according to the needs of key domestic corporate customers and market feedback, optimize and adjust products or solutions to increase market share.
分析竞争对手，识别其弱点并采取具体行动方案
competitor analysis, determine weaknesses and derive specific measures
定期联系拜访国内关键企业客户,与客户联络人及高层管理者维护良好客群关系
regular direct contacts and visits of the domestic key customers, maintain relationship to the main contact persons and (top) managers.
对公司内部：需要和公司销售团队和内部各运营部门共同配合协作，全方位实施针对客户的发展方案，包括执行客户委托的项目等，达成对客户的交付。
internally in the company: it is necessary to cooperate with the sales team and internal operating departments to implement customer-oriented development plans in an all-round way, including the implementation of projects entrusted by customers, so as to achieve the ｄｅｌivery to customers.
?为选定的国内关键客户提供持续的直接服务(谈判，协议详细的交易条款，监督业务关系的正确发展)
direct service of a ｓｅｌｅｃｔed group of key domestic acｃｏｕｎｔs customers on an ongoing basis (negotiation, agreeing to detailed terms of trading, supervision over the correct course of the business development)
密切配合内部部门在投诉范围内的纠正措施的实施，参与和推动公司相关流程的持续性改进。
close cooperation with internal departments within the scope of complaints, and implementation of corrective actions, proactively participate in and drive continuous improvement of relevant processes.
建立并完善国内关键企业大客户档案和数据库，深入了解客户的公司、产品、市场和管理等相关信息，为制定战略规划和决策提供分析支持
establishing domestic ka databases for state-owned enterprise with regularly maintaining. in-depth understanding of customers’ company, product, market and management information to provide analytical support for strategic planning and decision-making
完成销售报告及总经理交办的其他工作
complete the sales reports and other tasks assigned by the general manager
任职资格/qualification：
本科及以上学历，技术或机械等理工类背景专业优先
bachelor degree or above, major in technology or mechanical engineering is preferred.
5年以上工业产品销售经验，熟悉工具类产品市场和顾问销售模式优先考虑
more than 5 years industrial product sales experience, familiar with tool product market and consultant sales moｄｅｌ is preferred.
有相关国内关键客户及行业资源者优先考虑
with relevant domestic key customers and industry resources is preferred.
有丰富的技术销售经验，最好是在工具行业
extensive technical sales experience, preferably in the tool industry.
很强的沟通和谈判技巧能力
strong communication and negotiation skills.
目标明确，能够独立工作, 适应经常出差
clear on goal, able to work independently and be comforｔａｂｌｅ with frequent travel.
具有优量的客户导向和团队协作的意识和职业素养
excellent customer orientation and teamwork awareness and professionalism.
较强的行业信息获取能力、分析能力、市场洞察力，逻辑思维和表达能力
strong industry information acquisition ability, analytical skills, market insight, logical thinking and presentation skills.
了解不同的电子目录系统和电子商务/采购工具
knowledge about the different ａｌｔｅｒnative systems for e-catalogues and e-commerce/-procurement tools.
期望以专业、道德和诚实的方式开展业务
expected to conduct business professionally, ethically and honestly.
基本的英语书面及口语表达能力
basic communication skills in both oral and writing in english
熟练使用办公软件，特别是excel的数据处理和分析，ppt
professional skills in ms office, especially data processing and analysis in excel, ppt