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Manager, Area Sales

日期: 2019-4-26

地点: Beijing, 11, CN, 100007

公司名: Steris Corporation

Summary

Lead the sales team to achieve company sales targets and profit objectives set within a defined part of the sales area. Significantly improve STERIS market presence and build up a cohesive team work with the marketing, consumable team, and service in a short period of time. Setup, maintain and manage an appropriate dealer network, and facilitate and support dealers to sell STERIS products to Healthcare customers within the assigned sales area. Develop and implement strategies to maximize the long-term profitability and sustainability of the business. Ability to build up and maintains an adequate sales network and business relationship with clients to ensure high customer satisfaction with high value-added service.

在指定的区域内带领并管理所属销售团队完成公司下达的销售额和利润等各项指标。在短期内,显著提高STERIS的市场形象并且与市场部、耗材团队和售后服务团队建立紧密的合作。建立并完善区域内经销商管理体系,推动并协助地区内经销商销售公司的产品。结合区域特点制定和调整地区销售策略实现长期的销售额及利润增长最大化。做好客户的开发,提供高附加值的服务,维护专家和重点客户的长期关系,确保区域内的客户满意度。

 

Essential Job Functions

  • Lead sales team to achieve monthly, quarterly, and yearly sales revenue and profit objectives within the assigned sales area through the dealer management. Create and adjust sales target, strategy and planning based on the business area circumstance. Rationally utilize and allocate area resources. Periodically analyze achieved sales revenue, sales target achievement rate, the sales strategy execution status, projects or deals execution status, account receivables and daily sales expenses. Control the sales expenses under the budget.

带领销售团队通过经销商管理达成月度、季度、年度销售额及利润指标。根据地区特点制定和调整地区销售任务、计划、策略,合理运用、分配地区资源。定期分析销售总额、销售指标达成情况、既定销售策略的执行状况、项目及订单执行情况、销售回款以及日常销售费用。控制销售费用在预算范围内。

 

  • Monitor all the business process to ensure the smooth business flow. Lead negotiation of deals. Understand customer’s requirements and maintain effective communication with customers. Provide basic clinical application training on STERIS Products or consumables that the sales managers are responsible, and effectively communicate with our dealers/customers on the CSSD/ OR designs, work flows, and product advantages.  Build up a reference site for CSSD and OR. Identify and check all the deal items. Monitor the whole progression of sales contract from company to end-users to ensure successful completion of product installation and acceptance and gather all the account receivables in a timely manner.

全程监控管理业务流程,确保销售业务的有序正常运作。负责业务谈判,了解客户需求,与客户保持持续有效的沟通,做好史帝瑞产品或耗材基本的临床应用的培训,和代理商以及客户有效沟通供应室/手术室设计、工作流程和产品优势。建立中央消毒供应室和手术室的示范站点。确定并审核合同所有细节,有效跟踪所售商品从公司到最终用户的所有的流转进程,确保产品顺利安装验收,及时收回所有应收业务账款。

 

  • Develop and maintain dealer network and database within the assigned area. Establish and improve the dealer management system by supervision, analysis and assessment. Set up business plan for dealers, provide technical training and conduct dealer performance review periodically. Facilitate and work with dealers to achieve company sales and profit objectives. Co-work with sales team on channel partners recruiting, contracting and its revision, authorization, training and daily management.

开发与维护区域经销商渠道,建立并完善区域经销商管理体系及地区经销商档案,做好区域内经销商监督、分析、评估工作。制定经销商销售计划,做好经销商的技术培训,并定期评估销售计划执行情况,支持配合经销商完成公司既定的销售和利润目标。和销售团队一起做好对区域内经销商的甄选、合同签订及变更、授权、培训及日常管理。

 

  • Develop new customers and maximum the customer network within the assigned area. Establish and update customer database. Maintain long-term good cooperation relationship with KOLs and VIP customers. Settle the customers’ feedback and complains properly in time. Ensure high satisfactory from the customers. Acquire and maintain good reputation.

在区域内建立并发展最广泛的客户网络,创建并完善专家及客户数据库。维护专家和重点客户的长期良好合作关系,能及时妥善处理客户的反馈意见和投诉,确保区域内的客户满意,树立并维护良好的市场口碑。

 

  • Fully grasp all aspects of marketing information within the assigned area and come up with the response accordingly. Collect and analyze the market status, including competitors’ analysis to improve market share and find out new potential business opportunities. Create and improve area sales operation system. Organize and coordinate marketing events and meetings within the area. Advise management and marketing on consumer trends and feedback. Organize and actively participate in some exhibitions, shows, congress and clinical application program, summarize the result of each event and evaluate the effectiveness of our participations and make recommendation on the management how to organize this kind of events better in the future. Timely and accurately submit weekly, monthly and annual work reports, including sales reports, measurements, analysis and etc.

全面了解区域内市场信息,负责对市场信息的反馈及采取应对方案。收集并分析所在区域的市场情况和竞争对手信息,提高市场占有率,寻找潜在的机会。建立并改善区域销售运营机制;组织、协调并开展地区内的产品的市场推广和销售活动,及时反馈给市场部;组织和积极参加展会、展示会、会议及临床应用课程,  总结每次活动的结果,评估参会的有效性,并向管理层提供合理的建议如何更好地继续组织此类活动。完成每周、月度、季度和年度工作汇报,包括区域销售预测、考核及分析等。

 

  • Set up and manage sales team. Participate in talent selection. Take in charge of team members’ development, training and performance management. Facilitate to implement company policies and regulations. Create positive team culture to improve and ensure team to have enough abilities and competencies to cover sales duties. Lead and guild team to exploit new market and new customers to improve the market share.

组建并管理所负责区域内的销售团队,参与人员选拔,负责人员发展和培训,绩效管理和教导,执行贯彻公司各项策略及管理制度,营造积极的团队文化,提高并确保团队具备相应的素养和能力完成销售职责和任务。带领并指导团队开拓新市场,发展新客户,增加产品销售范围。

 

  • Handle other duties and responsibilities as assigned or requested.

执行公司安排的其它的职责和任务。

 

  • Comply with the spirit and letter of laws, government regulations and company policies. Fully observe FCPA and Code of Conduct. Act as a leadership role model at all times by complying with the Company’s values. Exhibit high standard of performance and professional conduct.

遵守政府法规和公司的规章制度。全面遵守美国反腐败法和公司的商业行为准则。在任何时候,遵循公司的价值观,作为领导做好表率,呈现最佳的工作绩效和专业表现。

Position Summary

Lead the sales team to achieve company sales targets and profit objectives set within a defined part of the sales area. Significantly improve STERIS market presence and build up a cohesive team work with the marketing, consumable team, and service in a short period of time. Setup, maintain and manage an appropriate dealer network, and facilitate and support dealers to sell STERIS products to Healthcare customers within the assigned sales area. Develop and implement strategies to maximize the long-term profitability and sustainability of the business. Ability to build up and maintains an adequate sales network and business relationship with clients to ensure high customer satisfaction with high value-added service.

在指定的区域内带领并管理所属销售团队完成公司下达的销售额和利润等各项指标。在短期内,显著提高STERIS的市场形象并且与市场部、耗材团队和售后服务团队建立紧密的合作。建立并完善区域内经销商管理体系,推动并协助地区内经销商销售公司的产品。结合区域特点制定和调整地区销售策略实现长期的销售额及利润增长最大化。做好客户的开发,提供高附加值的服务,维护专家和重点客户的长期关系,确保区域内的客户满意度。

Essential Job Functions

  • Lead sales team to achieve monthly, quarterly, and yearly sales revenue and profit objectives within the assigned sales area through the dealer management. Create and adjust sales target, strategy and planning based on the business area circumstance. Rationally utilize and allocate area resources. Periodically analyze achieved sales revenue, sales target achievement rate, the sales strategy execution status, projects or deals execution status, account receivables and daily sales expenses. Control the sales expenses under the budget.

带领销售团队通过经销商管理达成月度、季度、年度销售额及利润指标。根据地区特点制定和调整地区销售任务、计划、策略,合理运用、分配地区资源。定期分析销售总额、销售指标达成情况、既定销售策略的执行状况、项目及订单执行情况、销售回款以及日常销售费用。控制销售费用在预算范围内。

  • Monitor all the business process to ensure the smooth business flow. Lead negotiation of deals. Understand customer’s requirements and maintain effective communication with customers. Provide basic clinical application training on STERIS Products or consumables that the sales managers are responsible, and effectively communicate with our dealers/customers on the CSSD/ OR designs, work flows, and product advantages.  Build up a reference site for CSSD and OR. Identify and check all the deal items. Monitor the whole progression of sales contract from company to end-users to ensure successful completion of product installation and acceptance and gather all the account receivables in a timely manner.

全程监控管理业务流程,确保销售业务的有序正常运作。负责业务谈判,了解客户需求,与客户保持持续有效的沟通,做好史帝瑞产品或耗材基本的临床应用的培训,和代理商以及客户有效沟通供应室/手术室设计、工作流程和产品优势。建立中央消毒供应室和手术室的示范站点。确定并审核合同所有细节,有效跟踪所售商品从公司到最终用户的所有的流转进程,确保产品顺利安装验收,及时收回所有应收业务账款。

  • Develop and maintain dealer network and database within the assigned area. Establish and improve the dealer management system by supervision, analysis and assessment. Set up business plan for dealers, provide technical training and conduct dealer performance review periodically. Facilitate and work with dealers to achieve company sales and profit objectives. Co-work with sales team on channel partners recruiting, contracting and its revision, authorization, training and daily management.

开发与维护区域经销商渠道,建立并完善区域经销商管理体系及地区经销商档案,做好区域内经销商监督、分析、评估工作。制定经销商销售计划,做好经销商的技术培训,并定期评估销售计划执行情况,支持配合经销商完成公司既定的销售和利润目标。和销售团队一起做好对区域内经销商的甄选、合同签订及变更、授权、培训及日常管理。

Essential Job Functions

  • Fully grasp all aspects of marketing information within the assigned area and come up with the response accordingly. Collect and analyze the market status, including competitors’ analysis to improve market share and find out new potential business opportunities. Create and improve area sales operation system. Organize and coordinate marketing events and meetings within the area. Advise management and marketing on consumer trends and feedback. Organize and actively participate in some exhibitions, shows, congress and clinical application program, summarize the result of each event and evaluate the effectiveness of our participations and make recommendation on the management how to organize this kind of events better in the future. Timely and accurately submit weekly, monthly and annual work reports, including sales reports, measurements, analysis and etc.

全面了解区域内市场信息,负责对市场信息的反馈及采取应对方案。收集并分析所在区域的市场情况和竞争对手信息,提高市场占有率,寻找潜在的机会。建立并改善区域销售运营机制;组织、协调并开展地区内的产品的市场推广和销售活动,及时反馈给市场部;组织和积极参加展会、展示会、会议及临床应用课程,  总结每次活动的结果,评估参会的有效性,并向管理层提供合理的建议如何更好地继续组织此类活动。完成每周、月度、季度和年度工作汇报,包括区域销售预测、考核及分析等。

  • Set up and manage sales team. Participate in talent selection. Take in charge of team members’ development, training and performance management. Facilitate to implement company policies and regulations. Create positive team culture to improve and ensure team to have enough abilities and competencies to cover sales duties. Lead and guild team to exploit new market and new customers to improve the market share.

组建并管理所负责区域内的销售团队,参与人员选拔,负责人员发展和培训,绩效管理和教导,执行贯彻公司各项策略及管理制度,营造积极的团队文化,提高并确保团队具备相应的素养和能力完成销售职责和任务。带领并指导团队开拓新市场,发展新客户,增加产品销售范围。

  • Handle other duties and responsibilities as assigned or requested.

执行公司安排的其它的职责和任务。

 

#LI-KK1

Required Experience

Education/License Requirements

Bachelor degree, major in Medicine or Medical Devices is preferred. MBA degree is preferred

本科以上学历,医学、医疗器械等相关专业优先。工商管理硕士优先。

 

Experience Requirements

  • Above 5-year experience in Medical Device sales and business development.  Experience in OR, endoscope or sterilization is preferred.

五年以上大型医疗设备销售和市场开发经验,具有手术室、内窥镜、消毒灭菌设备销售工作经验者优先。

  • Good experience in channel development and management. Strong networks and client relationship. Excellent sales track record.

具有良好渠道拓展能力及渠道管理经验。具有丰富的客户资源和客户关系,优秀销售业绩;

  • Experience in sales team management is required. Strong interpersonal skills with coaching and mentoring capabilities.

具备销售团队管理经验。卓越的人际交往能力、带领和辅导团队的能力。

  • High integrity and professional ethics. Excellent skills in negotiation, planning, organization, communication, coordination, problem solving and team spirit. Outstanding project management and time management skills.

高度诚信和敬业精神,较强的市场开拓能力及优秀的谈判技巧;良好的计划及组织能力、人际沟通能力、协调能力、问题解决能力及团队合作精神。优秀的项目管理和时间管理能力。

  • Be able to work under pressure and travel frequently. Proficiency in MS Office applications; English language proficiency is preferred.

有较强的承压能力,能适应频繁出差;熟练使用办公软件,英文流利者优先。

  • Self-motivated, self-directed and be willing to accept responsibilities;

积极主动,愿意承担责任。

 

Assigned Sales Territory / 指定销售区域

Beijing, Tianjin, Hebei Province, Shanxi Province, Inner Mongolia, Heilongjiang Province, Jilin Province, Liaoning Province

北京、天津、河北、山西、内蒙古、黑龙江、吉林、辽宁

Education/License Requirements

Bachelor degree, major in Medicine or Medical Devices is preferred. MBA degree is preferred

本科以上学历,医学、医疗器械等相关专业优先。工商管理硕士优先。

 

Experience Requirements

  • Above 5-year experience in Medical Device sales and business development.  Experience in OR, endoscope or sterilization is preferred.

五年以上大型医疗设备销售和市场开发经验,具有手术室、内窥镜、消毒灭菌设备销售工作经验者优先。

  • Good experience in channel development and management. Strong networks and client relationship. Excellent sales track record.

具有良好渠道拓展能力及渠道管理经验。具有丰富的客户资源和客户关系,优秀销售业绩;

  • Experience in sales team management is required. Strong interpersonal skills with coaching and mentoring capabilities.

具备销售团队管理经验。卓越的人际交往能力、带领和辅导团队的能力。

  • High integrity and professional ethics. Excellent skills in negotiation, planning, organization, communication, coordination, problem solving and team spirit. Outstanding project management and time management skills.

高度诚信和敬业精神,较强的市场开拓能力及优秀的谈判技巧;良好的计划及组织能力、人际沟通能力、协调能力、问题解决能力及团队合作精神。优秀的项目管理和时间管理能力。

  • Be able to work under pressure and travel frequently. Proficiency in MS Office applications; English language proficiency is preferred.

有较强的承压能力,能适应频繁出差;熟练使用办公软件,英文流利者优先。

  • Self-motivated, self-directed and be willing to accept responsibilities;

积极主动,愿意承担责任。

 

Assigned Sales Territory / 指定销售区域

Beijing, Tianjin, Hebei Province, Shanxi Province, Inner Mongolia, Heilongjiang Province, Jilin Province, Liaoning Province

北京、天津、河北、山西、内蒙古、黑龙江、吉林、辽宁