大客户经理

请求数:47647

康宁是全球材料科学领域领先的创新者之一。160多年来，康宁应用其在特种玻璃、陶瓷和光学物理领域无与伦比的专业知识，开发了创造了新的行业并改变了人们的生活。

康宁的成功源于对研发的持续投资，材料和工艺创新的独特结合，以及与客户紧密合作解决棘手的技术挑战。

作为一家拥有100年历史的领先科研实验室产品的开发商、制造商和全球供应商，康宁生命科学部门与研究人员合作，寻求提高效率、降低成本和缩短药物发现过程的新方法。该部门利用材料科学、表面科学、光学、生物化学和生物学等领域的独特专业知识，提供创新的解决方案，提高生产率，实现突破性发现。

- 对客户需求信息深入了解的宗旨，并与客户建立更深入的联系，以推动生物过程，IVD和生物技术行业细分和新兴产业的康纳领导。确保业务增长远高于中国的平均水平。- 日常责任“1.内部责任•实现公司分配的销售目标和利润目标;•BioProcess或相对疫苗公司的工作经验是首选•将公司资源（如FAS，BD，MKT等）集成为提供客户拥有综合服务和技术解决方案，将公司的重点促销产品（如DNP产品）组合，以开发客户推广计划，为客户促进和企业开发的帮助和指导经销商在客户端;•收集客户的应用和需求信息，竞争信息，提供销售预测，并协助公司销售计划;•密切关注IVD，生物技术，生物过程和新兴产业的客户的发展趋势以及在这一趋势过程中的新需求，并提供反馈公司帮助公司制定业务发展计划; 2.客户管理职责•奋斗然后，客户捆绑的利益，把握关键的商机，并通过D-CONTIONS，协议，SPR，折扣协议，长期供应合同和战略协议等促进公司的业务和客户增长。•维持频繁接触客户识别，建立和加强关系，了解客户组织结构，及时把握客户组织结构的变化，采购因素和研发趋势，及时调整销售计划和策略，以确保康宁产品的稳定供应和可持续发展的康宁产品顾客;•处理客户的技术问题，生产要求和质量问题，根据公司的流程向公司有关部门提交问题和要求，并跟踪解决问题的进展，以确保妥善解决这些问题; • Collect customer's current business demand budget information, coordinate the stocks of distributors and companies to ensure stable supply; 3. Dealer management responsibilities • Help and guide dealers to fully demonstrate the competitiveness of Corning products in the promotion of key business opportunities and price negotiations; • Supervising and managing distributors to ensure the benign competition between different distributors in the client, and maintain the stable supply and healthy development of Corning business in the client, to ensure that their services and actions on the client side contribute to the establishment of Corning's brand reputation and conform to Corning's values" - Project involved with - Reporting Structure Report to Xiquan Chen, Sr. Key Account Manager - Direct reports - Regular shift Yes - Education and Experience "• Master’s degree or above, or Bachelor’s degree with at least 3 years of sales experience • Work experience in a Commercial function. • Work experience in a global company. • Demonstrated track record of implementing solutions/value selling strategies. • Demonstrated track record of managing and growing a medium size account through" - Required Skills "• Selling skills for different products and solutions. • Business negotiation skills, project management skills and base financial knowledge. • Excellent communication, keep and develop relationship with the decision makers and administrative staffs, generates enthusiasm for Corning’s solutions among the high levels of the customer organization while setting realistic expectations about the solutions that Corning can profitably deliver. • Excellent business sensibilities, collect and analysis the competing situation and incremental potentials of different product line, based on this to develop the account plan and to reach a strategic management for key account. • Update the latest formal/informal structures within the customer’s organization in time, understands the customer’s competitors, regulations and marketing, uses this understanding as input to develop the account plan and handle the business better. • Excellent coordination. Enable to introduce other Corning resources to customer to meet the needs better. Demonstrate Corning’s capability and value. • Industry acumen, understand the competition situation and the full value chain for the division’s products. Recognizes major industry / regulatory trends and issues that will may affect demand for quantity or type of product to optimize product, service arrangements and promoting policies as needed. • Can create competitive and breakthrough strategies and plans，control workflow expertly and carry out the projects smoothly to ensure the success of individual，key account team and life science team. • Can make sale and marketing decisions quickly, good communication with important customers for rapid and organic growth. • Encourage the cross functional communication effort for progress and constructive result. • Anticipate potential challenges, analyze potential risks, and develop solutions to solve problems. • Forecast the research or products tendency in Life Science by marketing development and national policy. • Presentation skills. Enable to present sales performance and sales strategy and summary. " -Job Selling Points / Career Development Opportunities "A great innovation company with 160 yr. and goal for other 160 Yr with great company culture. On this job, he/she will build multiple abilities for a sales people, including key account management, channel management, strategic execution, presentation skill, etc. He/she will get opportunities of training to improve soft abilities. He/she will get long term career expectation and development. Key Account Manager – Sr./area Key Account Manager – National Key Account Manager, If he/she like, this job also has chance to convert to related position of cross function, such as product line manager, technical scientist, business development, etc." - Travel Requirements 30-40% - Interview process - Hand Off Limit - Target companies