Job Title

BD Manager - China (销售经理/汽车喷涂)

Reference

CNSH 1410-3

Job Description

The purpose of the BDM, Industry Equipment position is to accomplish AP Region's mission of developing and maintaining a profitable customer base for Automotive and Auto Feeder industry Equipment by working with key Auto Industry Distributors and key End User and Integrator/OEM customers in the assigned Territory. The objective is to meet sales and contribution objectives by targeting the Auto Industry Equipment industry segments as well as OEMs and system houses

JOB RESULT AREAS:

Profitable sales growth through the China automotive distribution channel and integrators.

Market share growth.

Automotive distributor management and development.

Develop knowledge of product, application and industries.

Planning and communication.

Co-ordinate opportunities through global contacts

PRINCIPAL ACTIVITIES / DUTIES:

Sales:

Grow sales and profits.

develop distributors with application expertise capable of selling application intensive products,

Train distributors, end users, OEMs, material suppliers, integrators.

Stay abreast of competitive activity (products, applications, strategies, promos) and communicate same, help determine competitive benchmarks.

Demonstrate equipment and conduct training to key end-users.

Implement timely and effective territory and promotion plans.

Qualify and follow-up leads in a timely manner and report back on results, track.

Make sales presentations on new products and application solutions to end users and OEMs / Integrators.

Actively participate in, and achieve all goals in, the Asia Pacific Hunter Sales Activity Program.

Distributor management and development:

Build a distributor base of ever growing “performing” distributors (establish goals and plans to achieve goal).

Develop annual sales volume targets and action plans with key distributors to increase sales / service effectiveness to end-users.

Review distributor coverage annually and plans to add or delete distributors.

Actively seek new speciality distributors, OEMs and other channels to improve coverage, penetration and sales of products.

Develop distributors’ sales and technical abilities through joint sales and/or troubleshooting calls, training sessions on products and applications.

Help distributor to specialize to industry needs.

Resolve conflicts, complaints and problems with distributors at all levels.

Develop knowledge of product, application and industries.

Thorough knowledge on features / benefits, operation, selling and troubleshooting and application of key Industry solutions portfolio.

Thorough knowledge of pump basics, concepts, product families and application technologies.

Assists as required in new product testing.

Thorough knowledge of industries and their applications.

Planning and communication

Develop annual forecast and expense budgets.

Develop a yearly territory sales plan and key account plan with each distributor on a quarterly basis.

Follow ISO compliant and approved procedures.

Administer special pricing requests from distributors.

Manage demo account within agreed upon limits.

Help co-ordinate global opportunities.

Work closely with all industrial sales teams

Communicate effectively across regions (AP, US and Europe) to maximize global sales and profitability.

Develop with the regions a global planning process for Automotive and Auto Feeder Industry opportunities

POSITION RESPONSIBILITIES

ESSENTIAL DUTIES:

POSITION REQUIREMENTS

POSITIONS REQUIRMENTS:

Essential:

5 to 10 years successful related sales experience.

Bachelor’s degree in technical, business or marketing area or equivalent experience.

Demonstrated ability to deal effectively with all organizational levels and personal styles.

Evidence of in-depth understanding of the market place and competition.

Effective training skills.

Demonstrated ability to work successfully without close supervision.

Knowledge of hydraulic, pneumatic, electrical systems and product application.

Effective communication skills – written, oral and presentation.

Evidence of leadership and professionalism.

Willingness to travel up to 50-60% of the time.

Desirable:

Product knowledge

Related finishing business background

Relevant business relationship with integrator.

Key account manager

Marketing education or experience.

Bachelor’s degree in business or engineering (mechanical, chemical or electrical)

Location

Shanghai