客户经理（中国区）- 电伴热/电缆电加热系统

工作地点： 中国上海（优先考虑主要工业区；需愿意在中国境内出差）

工作类型： 全职

汇报对象： 销售经理/区域总监

职位目标：

· 在中国市场开发和管理电伴热（EHT）解决方案及相关服务的销售。

· 负责战略客户和项目型销售，完成收入和利润率目标。

· 与SST集团的技术和运营团队协同，协调项目的全周期管理。

主要职责：

· 组织并实施SST集团产品和服务的销售；通过个人努力及合作伙伴/经销商完成销售目标。

· 寻找和开发新客户；与客户和承包商的关键决策人进行谈判，发展关键客户组合。

· 组织产品介绍、技术商务会议；发展与设计院、EPC总包方和分销商的关系。

· 制定、审批并跟进代理/分销协议；签署验收文件；参与市场活动。

· 协调项目执行：收集并规范技术需求，启动技术计算，准备并提交技术商务方案，参与投标。

· 管理销售漏斗和预测：定期提供销售预测，监控合同付款，确保及时回款。

· 就关键项目的供货与SST集团相关部门协调；参加展会、会议和培训。

关键要求：

· 本科及以上学历（技术/工程或商科背景者优先）。

· 3年以上电缆电加热系统（EHT/电伴热）或相关领域经验：工业电气、EPC总包、工业自动化、暖通空调、管道阀门、保温隔热、防腐保护、石油石化和能源行业项目解决方案。

· 拥有经证实的与大型客户/集团合作及为大型项目（EPC/交钥匙/长周期项目）供货的经验。

· 英语口语或专业水平（口头和书面）。中文（普通话）商务沟通能力为重要加分项；掌握其他语言者更佳。

· 理解项目全周期：从售前、技术规范到物流、安装/监理及文件归档。

· 具备准备技术商务方案、参与投标、管理合同文件、进行信用控制的技能。

· 自信的谈判技巧，能够与客户关键决策人及技术部门有效沟通；具备良好的商务信函撰写能力。

· 愿意在中国境内出差；自律，结果导向。

优先考虑（加分项）：

· 有与中国设计院和EPC承包商（如中石化、中石油、中海油等；区域性设计院）合作的经验。

· 了解当地电气设备的法规、标准以及认证/准入实践。

· 具备热工计算、伴热电缆选型、附件、控制系统及保温选型方面的背景知识。

· 有使用CRM系统（如Salesforce/Bitrix/Zoho）管理销售漏斗和进行预测的经验。

关键绩效指标（KPI）：

· 负责客户和项目的收入及利润率目标完成情况。

· 合格销售线索数量的增长及转化为订单的比率。

· 负责范围内款项支付的及时性及应收账款的减少。

· 成功提交的技术商务方案/投标数量与质量；中标率。

· 关键客户满意度；重复订单率。

· 月度销售预测及项目状态更新的准确性。

任职条件：

· 具有竞争力的固定薪酬 + 与KPI挂钩的奖金方案。

· 公司通讯补贴，出差报销；提供SST集团产品及标准培训。

· 在区域结构内拥有职业发展的前景。

工具与流程：

· 使用CRM系统：维护客户信息、销售漏斗、预测和任务。

· 定期报告：每周销售线索/项目状态报告，月度销售预测，季度关键客户业务回顾。

· 与技术支援/工程部门协作：关于计算和提交技术商务方案的服务水平协议，技术需求检查清单，责任矩阵。

· 在访问项目现场及与承包商互动时，遵守健康、安全与环境要求及内部规章制度。

Those interested should send their resumes in both Chinese and English to the designated email address.

Of course. Here is the English translation of the job description.

Job Title: Key Account Manager (China) — EHT / Electric Heat Tracing

Location: Shanghai,China (preferably major industrial regions; readiness for domestic travel within China required)

Employment Type: Full-time

Reports to: Sales Manager / Regional Director

Role Purpose:

· Develop and manage sales of EHT solutions and related services in the Chinese market.

· Handle strategic clients and project sales, achieving revenue and profitability plans.

· Coordinate the full project cycle in collaboration with the technical and operational teams of SST Group.

Key Responsibilities:

· Organize and implement sales of SST Group products and services; achieve personal sales targets and those through attracted partners/distributors.

· Identify and attract new clients; negotiate with key decision-makers at Customers and Contractors; develop a portfolio of key accounts.

· Organize presentations and technical-commercial meetings; develop relationships with design institutes, EPC contractors, and distributors.

· Prepare, coordinate, and manage agency/distributor agreements; sign acceptance certificates; participate in marketing activities.

· Coordinate project implementation: collect and formalize technical requirements (TR), initiate technical calculations, prepare and present technical-commercial proposals (TCP), participate in tenders.

· Manage the sales funnel and forecast: provide regular forecasts, monitor contract payments, ensure timely receipt of funds.

· Liaise with SST Group structures for supplies to key projects; participate in exhibitions, conferences, and training sessions.

Key Requirements:

· Higher education (technical/engineering or business degree is an advantage).

· 3+ years of experience in electric heat tracing (EHT) or related fields: industrial electrical, EPC, industrial automation, HVAC, pipeline valves, insulation, anti-corrosion protection, project solutions for oil & gas/petrochemicals/energy.

· Proven experience working with large clients/holdings and supplying to large-scale projects (EPC/turnkey/long-lead items).

· English – conversational or professional (spoken and written). Knowledge of Chinese (Mandarin) at a business communication level is a strong advantage; other languages are welcome.

· Understanding of the full project cycle: from pre-sales and specifications to logistics, installation/supervision, and documentation closure.

· Skills in preparing TCPs, participating in tenders, handling contract documentation, and credit control.

· Confident negotiation skills, ability to work with customer key decision-makers and technical departments; well-developed business correspondence skills.

· Readiness for business trips within China; self-discipline, results-oriented.

Desired (Will be a plus):

· Experience interacting with design institutes in China and EPC contractors (e.g., Sinopec, CNPC, CNOOC, etc.; regional design institutes).

· Knowledge of local regulatory framework, standards, and practices for certification/approvals of electrical equipment.

· Background in heat loss calculations, selection of heating cables, accessories, control systems, and insulation.

· Experience with CRM systems (e.g., Salesforce, Bitrix24, Zoho), funnel management, and forecasting.

Key Performance Indicators (KPIs):

· Achievement of revenue and margin plans for assigned accounts and projects.

· Growth in the number of qualified leads and conversion into orders.

· Timeliness of payments and reduction of accounts receivable within the area of responsibility.

· Number and quality of successful TCPs/tenders; win rate.

· Key client satisfaction; repeat orders.

· Accuracy of monthly sales forecasts and project status reports.

Conditions:

· Competitive fixed salary + KPI-linked bonus scheme.

· Corporate communication package, reimbursement of business travel expenses; training on SST Group products and standards.

· Prospects for professional growth within the regional structure.

Tools and Processes:

· Work in CRM: maintaining customer records, funnels, forecasts, tasks.

· Regular reporting: weekly status reports on leads/projects, monthly forecast, quarterly business reviews for key accounts.

· Interaction with technical support/engineering: SLA for calculations and TCP issuance, TR checklists, responsibility assignment matrix.

· Compliance with HSE requirements and internal regulations when visiting sites and interacting with contractors.