Job Description
1) Sales Strategy & Planning 销售战略与规划：
1. Deeply understand and execute the short-term to long-term sales strategy, to achieve the business goals & objectives.
深入理解并执行短期至长期销售战略，以实现业务目标。
2. Execute and implement the annual sales plan based on the regional sales strategy individually.
根据区域销售战略单独执行和实施年度销售计划。
3. Take initiative to develop the annual customer plan for assigned customers.
主动为指定客户制定年度客户计划。
4. Cultivate and maintain good relationship with internal key stakeholders (e.g. marketing, product management, production, R&D, customer service, supply chain and other supporting functions), cooperate with the team to delivery so-lutions and achieve business growth.
与内部主要利益相关者（如市场营销、产品管理、生产、研发、客户服务、供应链和其他支持职能部门）培养并保持良好关系，与团队合作提供解决方案，实现业务增长。
5. Ensure 100% compliance.
确保 100% 合规。

2) Distributor Management 经销商管理：
1. Follow-up and achieve the annual sales target for assigned distributors to in line with the strategy.
根据战略跟进并实现指定经销商的年度销售目标。
2. Develop and execute action plans to enable customers partners and distributors to achieve sales targets.
制定并执行行动计划，帮助客户合作伙伴和经销商实现销售目标。
3. Maintain strong business partner relationship with key distributors on comparable level.
与主要经销商保持良好的业务合作伙伴关系。
4. Manage the claim negotiations from and towards customers within defined parameters based on supervisor's coach and guide.
根据主管的指导和指引，在规定的范围内管理与客户的索赔谈判。
5. Support the team to complete the annual distributors evaluation, advice the appropriate distribution level setting-up based on business result, contribution and business growth potential.
支持团队完成年度经销商评估，根据业务成果、贡献和业务增长潜力提出适当的经销商级别设置建议。
6. Monitor the performance of assigned distributors closely, implement and ex-ecute the action plan to improve the underperformance distributors.
密切监控指定经销商的表现，实施并执行行动计划，以改善表现不佳的经销商。

3) Key Account Management 重点客户管理：
1. Support to develop the relevant customer strategy for assigned key accounts, implement the customer strategy based on the guideline.
支持制定所负责的重点客户的相关客户战略，并根据指导实施客户战略。
2. Update the sales pipeline in CRM system timely.
及时更新 CRM 系统中运行的销售项目信息。。
3. Generate customer visit report timely by using CRM tool and provide regular high/low lights as well as key customer intelligence.
使用 CRM 及时生成客户访问报告，并提供定期的高/低灯以及关键客户情报。
4. Drive business growth with assigned accounts, follow-up the customer-centricity account plan to develop new business through new applications, new projects and new products to increase business share in target key customers.
推动所负责客户的业务增长，跟进以客户为中心的客户计划，通过新应用、新项目和新产品开发新业务，提高在目标重点客户中的业务份额。
5. Deal with complaints as interface between internal stakeholders from function teams and external stakeholders (key customers, value chain partners, association, downstream players), give feedback and solutions to assigned customer on complains and inquiries timely.
作为职能团队内部利益相关者与外部利益相关者（主要客户、价值链合作伙伴、协会、下游企业）之间的接口，处理投诉，及时向指定客户反馈投诉和咨询，并提供解决方案。
6. Follow-up the effective action plan to complete the key accounts’ annual con-tract negotiation for volume, price, and margin with supervisor's coach and guidance.
在主管的指导下，跟进有效的行动计划，完成关键客户的年度合同谈判，包括数量、价格和利润。

4) Business Development 业务发展：
1. Build-up strong business acumen and market intelligence to identify, analyze and monitor potential business growth opportunities, understand competitive factors to support the business growth.
建立强大的商业敏锐度和市场情报，以识别、分析和监测潜在的业务增长机会，了解支持业务增长的竞争因素。
2. Understand the unmet needs of assigned customers, transfer the potential needs to Marketing and Product Management team to develop new products.
了解指定客户尚未满足的需求，将潜在需求传递给营销和产品管理团队，以开发新产品。
3. Identify and advice the potential new partners/distributors based on market analysis to support business growth.
根据市场分析，确定潜在的新合作伙伴/经销商并提出建议，以支持业务增长。
4. Monitor competitor activities and report potential infringements of tesa from competitors timely.
监控竞争对手的活动，及时报告竞争对手可能对德莎造成的侵权。
5. Identify sales/market potential, feedback to marketing or Product Management team to explore the potential solution for further business growth.
识别销售/市场潜力，反馈给营销或产品管理团队，探索进一步业务增长的潜在解决方案。

Job Requirements
1) Education Background 教育背景:
Bachelor Degree or above in chemical, business, economics or similar.
化学、商业、经济学或相关专业本科或以上学历。
2) Skills/Capabilities/Working Experience Requirement 岗位技能/工作经验要求:
1. Min 3 years working experience in sales relevant, chemical industry working experience will be preferred.
5 年以上相关销售工作经验，有化工行业和汽车行业工作经验者优先。
2. Strong capability to communicate, cooperate and influence across teams and functions.
具有跨团队、跨职能部门沟通、合作和施加影响的强大能力。
3. Good skills in stakeholder and customer management.
良好的利益相关者和客户管理技能。
4. Strong learning ability and agility, good business acumen.
学习能力强，思维敏捷，具有良好的商业敏锐性。
5. Good problem-solving skills, can identify the problems and analyze the root reason in area and present clearly.
良好的解决问题的能力，能够发现问题，分析问题的根本原因，并清晰地表达出来。
6. Strong willingness to grow and step out of comfortable zone with own initia-tives.
具有强烈的成长意愿，能够跳出舒适区，提出自己的倡议。
7. Strong willingness and ownership to achieve business growth and goals & objectives.
具有实现业务增长和目标的强烈意愿和主人翁精神。
8. Good capability to work well under pressure.
良好的压力下工作能力。
9. Highly self-motivating, open minded and diligent attitude.
高度的自我激励、开放的心态和勤奋的态度。

3) Languages, Certificates and Skills 证书和技能：
1. Chinese with fluency in Mandarin is a must.
中文必须流利。
2. Workable English communication skill in written and oral.
良好的书面和口头英语交流能力。

4) Other Requirements 其他要求：
Business travel is needed, should be flexible to travel frequently.
需要出差，应经常灵活出差。

其他信息
语言要求：英语