主要职责/Key Responsibility
The Dealer Manager is responsible for generating orders in the assigned geographical area through the management of agents/ dealers and resources by offering the Dräger portfolio, solutions and services. Thus, he/she has profit & loss (P&L) sales budget responsibility that he/she will achieve within the gross margin range assigned as a limit of authority. The Dealer Manager is responsible for sales and promotional activities and relevant budget, and works with Marketing for planning and follow-up of demos managed by Application Specialists when required and for special events.

Development of the mission, vision and strategy and aim of the organization
- Be member of local management team of the Sales Region and contribute to the development of the mission, vision and strategy and aim of the organization
- Identify relevant trends in the market and provide it to the local management team as an input to the sales strategy
- Implement corresponding actions and products in the assigned geographical area in line with the overall strategy

Represent Dräger to the accounts in the geographical area
- Represent Dräger’s strategic vision and broader perspective to agents/ dealers
- Regular visit the main decision makers within the account to establish solid contacts for ongoing or future business
- Coordinate tender management activities with dealers (and other internal resources) to ensure best fit with Dräger portfolio offering
- Work with dealers and marketing team to actively promote the company’s branding and images through local promotion activities/ workshops


Implement geographical area business plan
- Perform customer relationship management in terms of history of customers, customers installed base by Dräger & competitors, win / lost order analysis in the area by dealer, plan customers in terms of priority
- Collect market share and competitive information and feedback to local management team of the Sales region as appropriate
- Assess customers’ profile
- Determine dealers‘ / agents’ needs
- Determine action plan by dealer area for budget achievement
- Analyze and implement Return of Investment (ROI) on actions in the accounts by dealer

Management of agents/ dealers and dealer sales support organization
- Work with dealers to achieve sales target for assigned geographical area with defined resources, tasks and goals for the geographic areas managed (i.e. propose discounts, commissions for dealers, area definition and revision, salary & bonus plan and revision) in line with the company overall strategy
- Work with Clinical Application Specialist for sales demos as when needed
- Monitor dealers’ product portfolio and organizational development to disclose inconsistency with Dräger strategy and mission
- Implement sales processes (internal and at dealers side) in line with company requirements
- Ensure that agents/ dealers are properly supported, trained and evaluated, keep agents/ dealers and sales support specialists highly motivated


岗位要求/Position requirements
College degree in science and engineering background or a comparable combination of education and experience
3-7 years of working experience as sales representative or sales engineer in medical device or similar industry
Professional
- English in written, spoken and read – basic level
- MS office – advanced level
- Profit & Loss knowledge – basic level
- General product knowledge – basic level
- Project management – basic level


Behavioral
- Care about the customer – advanced level
- Decision making process at customer’s site – basic level
- Communicate and negotiate – advanced level
- Persuade others – advanced level
- Solve problems – advanced level


备注：base 郑州；
负责区域：湖南，湖北，河南，安徽，江西；
耗材或医药背景。

其他信息


所属部门：Centre Sales