销售工程师-材料分析工业-华南

- To develop customer needs in key segments including NEV, semiconductor and electronics, new material, biology and pharma, etc.

- To build intimate relations with key accounts of NEV, semiconductor and electronics, new material, biology and pharma, etc. and understand customer job-to-be-done.

- To build a full network of agents, distributors, OEMs for MAG in agreed territory.

- To work closely with all MAG sales, applications, and marketing teams to ensure maximisation of leads and opportunities developments in both academic and industrial market.

- To develop MAG solutions together with application scientists to drive the growth in key segments for MAG.

- Establish and maintain comprehensive coverage of the agreed territory and products by supporting customers, OEM partners, agent and distributors.

- Develops and manages the annual process of creating sales strategies and plans, sales assumptions, projections, and goals. Evaluates market conditions and the timely adjustment of sales strategy to successfully adapt to those changes.

- Monitors and reports monthly the status of sales vs. target, competitor activity, agents/distributors/ OEMs partner’s news, market opportunities and promotion programs.

- Lay out and run workshops and seminars and customer trainings in conjunction with application scientists.

- Establishes and maintains agents, distributors and OEMs partners training and development program. Adjusts program to meet the needs of those partners and market conditions consistent with the long-term goals of the company.

- Support and run marketing initiatives independently and jointly with agents, distributors and OEMs partners through direct mailings, trade shows, workshops, seminars, conferences, and advertising.

- Attend bidding directly or support agents, distributors and OEMs partners on major bids, ensuring they are won at best price and terms.

- Propose, agree, and deliver strategic account development objectives.

- To make sure that the SAP is maintained and kept current.

- Uphold OI Brand integrity within customers, agents, distributors and OEMs partners and operate in a manner consistent with OI brand values.

- Ensures that all orders and other customer communications are promptly and accurately handled. Takes appropriate action to communicate customer service problems to customer support team.

- To manage overall customer satisfaction.

- Build and maintain effective working relationships with staff in all functions of the Business, (particularly marketing, operations and customer service) and with colleagues in Group market development world-wide.

- Willing and able to travel within China as well as other countries as required.

- 专注工业市场，实现在指定区域的销售目标

- 开发关键细分市场的客户需求，包括 NEV、半导体和电子、新材料、生物和制药等领域。与 WITec 和 MR 销售及应用部门密切合作，在 NEV 市场发掘台式 RAMAN 和 NMR 的商机

- 与 NEV、半导体和电子、新材料、生物和制药等行业的主要客户建立密切关系，了解客户的需求

- 在销售区域内为 MAG 建立完整的代理商、分销商和原始设备制造商网络

与所有 MAG部门 销售、应用和营销团队密切合作，确保在学术和工业市场***限度地挖掘商机

- 与应用科学家共同开发 MAG 解决方案，推动 MAG 在关键领域的增长

通过为客户、OEM 合作伙伴、代理商和分销商提供支持，建立并保持对销售区域和产品的全面覆盖

- 制定和管理年度销售战略和计划、销售预测和目标，评估市场状况及时调整销售策略，以成功适应这些变化

- 每月监控并报告销售与目标的对比情况、竞争对手的活动、代理商/经销商/原始设备制造商合作伙伴的新闻、市场机会和营销计划

- 与应用科学家合作，安排和举办讲习班、研讨会和客户培训等活动

- 建立并维护代理商、经销商和 OEM 合作伙伴培训与发展计划。根据公司的长期目标，调整计划以满足这些合作伙伴的需求和市场条件

- 通过直邮、贸易展、讲习班、研讨会、会议和广告，独立或与代理商和分销商、 OEM 合作伙伴共同支持和开展营销活动

- 直接参与竞标或支持代理商、分销商和 OEM 合作伙伴参与重大竞标，确保以最优的价格和条件赢得竞标

- 提出、商定并实现客户发展战略目标

- 确保 SAP 得到维护并保持最新

- 在客户、代理商、分销商和 OEM 合作伙伴中维护 OI 品牌的完整性，并以符合 OI 品牌价值的方式开展业务

- 确保及时准确地处理所有订单和其他客户通信。采取适当行动，将客户服务问题传达给客户支持团队

- 管理整体客户满意度

- 与企业所有职能部门的员工（尤其是营销、运营和客户服务部门）以及集团全球市场开发部门的同事建立并保持有效的工作关系

- 愿意并能够根据需要在中国以及其他国家出差

【Person Specification – Essential requirements unless stated】

1、Education / Qualifications:

- Relevant diploma or master degree in material science, chemistry, physics, and additional business qualification

- 材料科学、化学、物理和其他商业资格的相关文凭或硕士学位

2、Professional Skills/ Abilities:

- Experience of selling within an international, high technology environment, and experience in related industry sector is a plus.

- Excellent language skills – English and Mandarin both excellent spoken and written.

- Progressive business management experience within sales and/or marketing, experience of managing business development activities useful.

- Process and procedural oriented. Understands how business processes can be used to reduce cost and improve performance to ensure customer satisfaction and enhance/develop the OI brand in the market.

- Commercial understanding - able to assess the financial impact of proposed plans and evaluate activities to ensure maximum value for OI whilst balancing the needs of distributors.

- Understands interfaces to related functions – Marketing, Operations etc. and works effectively across them.

- Experienced in the use of advanced channel management techniques, e.g. incentivisation would be welcomed.

- Proficient PC skills including MS Office

- 具有在国际环境，高科技仪器设备公司相关销售的经验，有相关行业经验者优先。

- 优秀的语言技能--英语和普通话的口语和书面表达能力。

- 在销售/市场营销方面有渐近式的业务管理经验，有管理业务发展活动的经验者优先。

- 以流程和程序为导向。了解如何利用业务流程降低成本和提高绩效，以确保客户满意度，并在市场上提升并发展 OI 品牌。

- 商业理解思维--能够评估拟定计划和评估活动的财务影响，确保为 OI 带来***价值，同时兼顾分销商的需求。

- 了解与相关职能部门（营销、运营等）的接口，并在这些部门之间有效合作。

- 有使用渠道管理技术（如激励）的经验优先。

- 熟练的电脑技能，包括 MS Office

Desirable

- Commercially astute.

- Technically knowledgeable with MAG related technology

- Strategically experienced – able to create and implement strategy for area of responsibility.

- 具有商业头脑

- 精通 MAG 相关技术

- 战略经验丰富--能够制定和实施责任领域的战略

3、Personal Qualities:

- Adaptable, able to flex to needs of customers, team and the business

- Proactive. self-starter, completes activities with minimal support. Initiates actions to develop new and better ways of working, using past experience and any mistakes as positive opportunities for improvement.

- Customer focused, establishes and exploits good, mutually beneficial customer/distributor relationships. Adept at balancing OI and distributor demands in meeting the ultimate customers’ needs effectively

- "Can do" attitude – Decisive, able to work around issues to deliver performance

- Superior communication and interpersonal skills to engage with people.

- Strong analytical & negotiation skills, with track record of effective, difficult negotiations.

- Organised, with solid administrative/reporting skills

- Full driving licence preferable

- Rounded in approach – sees bigger picture as well as own priorities and needs

- Must be prepared to travel extensively (like to be up to 60% of time)

- 适应性强，能够灵活满足客户、团队和企业的需求

- 积极主动，有自驱力，在最少支持的情况下完成各项活动。主动采取行动，开发新的、更好的工作方法，利用过去的经验和错误作为积极的改进机经验。

- 以客户为中心，建立并利用良好的互利客户/分销商关系。善于平衡 OI 和分销商的需求，有效满足客户的最终需求。

- "can do "的态度--果断，能够解决问题，实现业绩

- 卓越的沟通和人际交往技能，能够与人打交道。

- 具有很强的分析和谈判技能，曾进行过有效、有难度的谈判。

- 有条理，具备扎实的行政/报告技能

- 有驾照会是加分项

- 全面的方法--既能看到大局，又能考虑到自身的优先事项和需求

- 接受出差（60%）

【公司福利】

除了具有竞争力的起薪外，牛津仪器中国还提供职业培训机会、良好的工作生活平衡制度，标准工作时间为每周5个工作日（上午9点至下午5点）或弹性工作时间；15天及以上带薪年假、10天带薪病假

补充住房公积金（上海地区），节假日礼金、入职纪念日礼金、生日礼金；新婚庆贺、生育庆贺，儿童节福利

商业补充医疗保险、子女门诊及住院报销；商业意外险、重疾险；年度健康体检

丰富的年会活动等