部门：销售部
学历：本科或以上学历
工作年限：2年以上
外语程度：熟练
Overall Role Purpose
Maintain the relationship with NC customers and local key account, and achieve the budget and benefits target through the cross-selling and new acquisition. Approach the customer by consultative sales activity, and organize the DHL resource to make out the best solution for customer. Introducing the newest DHL product to customers and strengthening the strategic relationship with customer (especially with the decision maker) are the important characteristic of MAM. He/she should monitor the sales activity and operation process of competitor in local market and beat them to maintain the leadership of DHL. At the same time, the addition of this new position will help sales department to preserve the best salesperson of DHL, on the other hand, it will give salesperson another opportunity to development themselves.
维护当地的全国客户和分公司的本地大客户，通过交叉销售和FTB来获取新的业务机会并达成业绩和利润指标。利用顾问式的销售活动为这些客户提供符合当地情况的，最适合的解决方案，以此为当地其它客户的问题解决提供参照模板。与此同时，要不断的将DHL最新和最有特色的服务推荐给当地客户，保持DHL同这些全国客户的战略合作伙伴关系，并和当地的决策人建立牢固的关系，帮助全国行业经理收集关于全国客户的及时信息。促进DHL在当地快件的市场份额的提高和行业领导地位的确定，并监控竞争对手在当地市场的活动和作业流程。为当地销售部内部进行人才储备，给优秀的路区销售员提供进一步学习和发展的空间。
Accountabilities
Customer Account Management and business development
客户账号管理，发展，计划和业务拓展
• Ensure the quality and quantity of sales visit. Reinforce the relationship brick wall.
• 确保销售拜访的质量和数量, 完善客户关系墙。
• Be familiar with the supply chain of customer look for the potential in them, and then get the new acquisition. Set up the customer archive and developing plan for each customer.
• 了解客户的供应链和行业相关背景，在客户供应链客户中寻求新的机会，增强对客户业务的渗透。为每一个客户都建立信息档案和开发计划
• Formulate a personal sales plan that incorporates initiatives for identifying and gaining new business prospects and maximizes growth and SOW within the existing client base so that the required personal sales results are achieved.
• 通过对现有当地客户的主动识别潜在业务机会和争取新业务最大化DHL的业务份额与增长，促进最终实现销售指标的达成。
• Design the effective working plan and road map to archive the budget. Follow the working plan to approach the target business.
• 制定高效的拜访计划和指标达成计划，并根据拜访计划进行销售拜访拓展新业务。
• Analyze the customer report every month and review his performance with his manager and other colleagues.
• 定期进行销售数据分析并且在公司内部和相关领导进行业绩发展回顾.
• Develop and implement an effective strategy to promote DHL advantage programs and solutions to the assigned list of accounts.
• 发展和执行有效的策略提升固定客户DHL的优势项目和解决方案。提供客户的保有率。
• Keep contacting with the customer of competitor. Monitor the activities of competitor.
• 持续保持和竞争对手的大客户的联络，监控竞争对手的活动。
• Implement C-VIEW platform tools（or AP Sale Program） including the Pipeline Forecast and Relationship Balance Sheet.
• 执行C-VIEW平台工具( 或者亚太区的销售项目)包括管道预测和关系平衡表等
• Enhance the selling tools and accumulate the selling skill, logistic knowledge and industry information. Design an approach process for each industry customer.
• 加强对客户演示工具的完善，不断提高销售技巧的应用和不断累计物流，行业背景等知识。为同一类型客户的开发建立一套高效的流程。
Margins/Profitability Assurance
利润/收益的确保
• Follow the price policy, ensure to provide an appropriate quotation for customer.执行客户价格审批体系，确保价格给付合理。
• Insure the benefits of DHL and shorten the DSO performance.
• 确保公司利润和促进DSO的提升。
• Develop the customer contract manage system and control the risk of losing.
• 建立客户档案管理体系和加强客户风险信用控制。
Sales Team Support
销售队伍支持
• Ensure good co-operation spirit with other members of sales team and throughout the whole sales force.
• 确保于其他全国销售团队的以及整体DHL销售队伍良好的团队协作精神。Share the experience with salesperson.
• 同销售员进行案例分享。
• Incumbent has no direct reports and authority over country line and functional personnel. Nevertheless he/she must be able to demonstrate ability to influence decisions/actions.
• 该职位无直接下属机构和向其汇报人员，但是他/她必须证明其能够影响决策 / 行动
Skills / Qualifications
Skills 技能
Selling skill and commercial sense.
销售技能和敏感的商业意识
Solid background and knowledge of international markets, international forwarding industry, flow of goods and supply chain.
掌握扎实的国际市场、国际货运行业，货物流向,供应链等方面的背景和知识
Presentation skill
演示技能
To be familiar with DHL operation process and resource.
熟悉DHL操作流程和现有资源
Superlative collaboration and communication skills; strong cross functional influencing skills.
非常强的协作、沟通能力；跨部门实施影响的能力
Demonstrated analytical, numeric skills.
分析能力、数字能力。
Proven knowledge and working experience in managing a sales force through COMET and SMART reporting system
通过COMET和SMART报告系统管理销售的知识和工作经验
Computer software literacy (Microsoft Word, Excel and PowerPoint)
熟练掌握办公软件（Word，Excel，PowerPoint）
重要客户的管理能力和经验 （2年以上的路区销售经验）
Key account customer management competency and experience （Above 2 year field sales experience)
对客户的高度责任心和对公司的忠诚度 (上一年度绩效考评在B级以上，完成率在前5%之内）
High responsibility to customer as well as high loyalty to DHL.（ Last year PEAP or PA above grade B and performance within TOP 5% )
有较强的多部门协调和沟通能力 (兼职项目专员--如国内，重货项目等的经验）
Have stronger cross function co-ordinate and communication skill ( Project member executive-DOM,FF )
对DHL的产品、网络、当地市场竞争对手有较深刻的了解 （上一年度销售业务知识在分公司排名前前5%）
Grasp DHL product , network and deeply understand local competitor trend and advantage. （Top 5% with sales annual examination)
有较强的自我管理和团队意识，能够并且愿意与团队分享经验（有兼职培训师的经验）
Have better self management and team consciousness and willing to share good experience to team. (Line trainer experience )
Bachelor Degree (Preferable) or equivalent
本科学位（优先）或同等学历 |