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主要職責：（基本功能）Principal Responsibilities: (Essential Functions)

• 客戶開發：根據客戶來源，用相應的國際貿易術語解釋通則，在中國識別和發展新的客戶關系，實現從零到壹的過程；

Customer Development: Identify and develop new customer relationships in China , starting from zero contact level and focusing on the appropriate Incoterms based on customer origin.

• 冷數據庫管理：管理和培育冷數據庫，通過銷售渠道挖掘潛在客戶，使其簽訂合同并達成交易；

Cold Database Management: Manage and nurture cold databases, guiding prospects through the sales funnel to achieve final status and close deals.

• 渠道管理：維護和監督強大的銷售渠道，每周進行跟進，以確保進展并應對任何挑戰

Pipeline Management: Maintain and oversee a robust sales pipeline, conducting weekly follow-ups to ensure progress and address any challenges.

• 報價管理：及時準備和管理報價，確保客戶需求和公司能力能夠對齊

Quotation Management: Prepare and manage quotations in a timely manner, ensuring alignment with customer needs and company capabilities.

• 交易管理：從交易開始到結束，進行談判和管理，確保符合公司政策和客戶期望；

Deals Management: Negotiate and manage deals from inception to closure, ensuring compliance with company policies and customer expectations.

• 合同管理：監督合同的準備和執行，確保在整個項目生命周期內滿足并維護所有條款；

Contracts Management: Oversee the preparation and execution of contracts, ensuring all terms are met and maintained throughout the project lifecycle.

• 預算管理：計算營銷和銷售預算，確保資源的有效分配，以最大限度地提高投資回報率；

Budget Management: Handle marketing and sales budget, ensuring effective allocation of resources to maximize ROI.

• 網絡社交：代表公司參加商業協會、商會和行業活動，建立關系，提高品牌知名度

Networking: Represent the company at business associations, trade chambers, and industry events to build relationships and enhance brand visibility.

• 客戶拜訪：定期拜訪客戶，加強關系，發現新的增長機會。

Customer Visits: Conduct regular visits to customers to strengthen relationships and identify new opportunities for growth. 期望工作表現Performance Expectations:

• 在指定領域表現出積極進取的良好心態

Demonstrate a fast and aggressive growth mindset in the designated area.

• 對銷售和業務發展采取積極主動的態度，表現出對取得成果的責任感

Take a proactive approach to sales and business development, showing responsibility for achieving results. 任職資格 Qualifications: 硬實力 Hard Skills:

• 至少5年工業部門銷售和業務開發經驗；

Minimum of 5 years of experience in Sales and Business Development within the industrial sector.

• 物流或銷售相關專業者優先；

Educational background focused on Logistics and Sales.

• 對工業市場有深入的了解；

Strong knowledge of the industrial market.

• 能夠通過各種方法識別和尋找潛在客戶，包括打電話、網絡和在線研究

Ability to identify and source potential clients through various methods, including cold calling, networking, and online research.

• 熟練地主動致電潛在客戶，介紹產品或服務并引起興趣

Proficiency in making unsolicited calls to prospects to introduce products or services and generate interest.

• 能夠制作出引人注目的PPT并且有效地傳達公司價值主張

Skill in creating and delivering compelling sales presentations that effectively communicate value propositions.

• 擅長與客戶協商條款和條件，以成功完成交易；

Expertise in negotiating terms and conditions with clients to close deals successfully.

• 渠道管理：能夠管理銷售渠道并跟蹤銷售機會，確保及時跟進和進展；

Pipeline Management: Ability to manage and track sales opportunities through the sales funnel, ensuring timely follow-ups and progress.

• CRM熟練程度：有使用客戶關系管理（CRM）軟件管理潛在客戶、跟蹤互動和分析銷售數據的經驗；

CRM Proficiency: Experience using Customer Relationship Management (CRM) software to manage leads, track interactions, and analyze sales data.

• 市場研究：能夠對行業趨勢、競爭對手和客戶需求進行深入研究，為銷售策略提供有效建議；

Market Research: Capability to conduct thorough research on industry trends, competitors, and customer needs to inform sales strategies..

• 始終如一地達到或超過銷售目標和配額并保持下去；

Proven track record of meeting or exceeding sales targets and quotas consistently.

• 銷售策略制定：能夠針對特定市場或具體客戶，制定有效銷售策略；

Sales Strategy Development: Ability to develop and implement effective sales strategies tailored to specific markets or customer segments.

• 數據分析：分析銷售數據和指標以識別趨勢、衡量績效并做出明智決策的技能；

Data Analysis: Skill in analyzing sales data and metrics to identify trends, measure performance, and make informed decisions.

• 英語聽說讀寫流利

Fluent in English 軟實力 Soft Skills:

• 有達成指標的信念且能達標；

Target-oriented mindset with a proven track record of achieving sales goals.

• 入職第一年能夠迅速適應、快速成長；

Ability to adapt and grow rapidly within the first year in the role.

• 優秀的口頭和書面溝通技巧；

Excellent communication skills, both verbal and written.

• 有幽默感并能與客戶和同事建立融洽關系；

A sense of humor and the ability to build rapport with clients and colleagues.

• 對旅行充滿熱情，愿意在不同地點與客戶會面；

Passion for travel and willingness to meet clients in various locations.

• 在面對拒絕或挑戰時表現出決心和韌性，對于高銷量這一目標始終動力滿滿；

Demonstrating determination and resilience in the face of rejection or challenges, maintaining motivation to pursue lead

• 根據客戶反饋、市場變化或新信息靈活調整策略和方法；

Flexibility to adjust strategies and approaches based on client feedback, market changes, or new information.

• 與客戶建立和培養長期關系以培養忠誠度和回頭客

Skill in establishing and nurturing long-term relationships with clients to foster loyalty and repeat business.

• 能夠識別客戶的需求和挑戰，并提出滿足這些需求的有效解決方案；

Ability to identify client needs and challenges and propose effective solutions that meet those needs.

• 時間管理：高效地管理時間并確定任務的優先級，以最大限度地提高生產率并實現銷售目標；

Time Management: Efficiently managing time and prioritizing tasks to maximize productivity and meet sales goals.

• 在與客戶的互動中展現自信，過程中建立信任感和信譽；

Projecting self-assurance in interactions with clients, which can instill trust and credibility.

• 團隊協作：與其他團隊成員有效合作，分享見解，為積極的團隊動態做出貢獻，以實現集體銷售目標。

Team Collaboration: Working effectively with other team members, sharing insights, and contributing to a positive team dynamic to achieve collective sales goals.