锦鲤求职岗位描述
The Regional Account Executive develops and
implements strategic sales plans, manages Customer Account Managers Team and
delivers competitive, innovative, value added solutions to specific Regional
Customers, leveraging on BU/BL product/solutions portfolio.
He/she is the customer relationship owner
interacting with BU Regional Sales Managers when Specific BU/BL knowledge is
required.
The dimension Global or Regional depends on
the Customer Mother House allocation.
Duties and Responsibilities
(these are the positions essential duties and is not an all inclusive
list)
Main areas of responsibilities are:
·
Achieving sales targets for all BU/BL targets in terms of volume and
margin towards a specific customer.
·
Regional Client Management, leading and coordinating all relationships
on a global/regional basis.
·
Understand customer’s investment plans to develop a regional sales
strategy that aligns the company solutions and customer needs, working closely
with BU/BL.
·
Order Acquisition ownership, leading offering activities and negotiation
consistently with the BU/BL targets.
·
Support all the Marketing analysis and share marketing plan actions and
commercial target.
·
Support Order Execution, leading relations for improving Customers
Satisfaction and managing account receivables.
·
Understand and diffuse Value Based Selling techniques
Knowledge & Skills
·
Client Analysis (SWOT analysis, product / service business
value analysis, customer need)
·
Automotive Knowledge (strategies, business model, key
success factors, processes, industrial footprint, …)
·
Fully conversant on Comau Product and Solutions Portfolio
·
Negotiation, communication and presentation skills
·
Cost Analysis and Financials: Cash Flow Basic Understanding,
Financial Fees due to # Payment, or cost to assets competition, exchange rate
issues
·
Conflict management
·
Engineering basic knowledge
·
Comau understanding
·
Knowledge of Customer strategy
·
Knowledge of sales processes
·
Marketing strategy
·
Deep knowledge of Sales tools
·
Business Strategy
·
Account development and management
·
Budgeting and forecasting
·
Cash flow evaluation
·
Competition Analysis
·
Contract management
·
Cross selling approach
·
Interpersonal communication
·
Negotiation (deal maker)
·
General-purpose IT tools
·
Project Management fundamentals
·
Budgeting & Financial essentials
·
Project planning and monitoring
·
Comau products / solutions
·
Comau internal processes / procedures
·
Project Risk Management
Behavioral Competencies
·
Results orientation (and cost control)
·
Decision making
·
Planning
·
Customer orientation
·
Analysis
·
Teambuilding
·
Networking
·
Communication
·
Negotiation
·
Integrity
·
Cope with stress
·
Political and cultural awareness
·
Innovation
Qualifications
·
Education :
o
Qualified to Degree level in Mechanical/Controls engineering or
equivalent
·
Previous experiences
o
Strong Sales experience in Automotive or manufacturing industries
o
Ability/Experience to work on complex long term proposals and offers (6
months/1 year)
o
Experience in general and automotive industry
·
Languages
o
Fluency in English
o
A second language is a plus