职位描述

The Non-public Hospital Key Account Manager is responsible for all non-public hospitals business in Mainland China. He/she is responsible for generating orders through direct/ indirect (dealers) sales by offering Dräger’s complete portfolio, solutions and services. He/she has profit & loss sales budget responsibility that he/she will achieve within the gross margin range assigned as a limit of authority.

岗位职责

Development of the mission, vision and strategy and aim of the organization
-Identify relevant trends in the market
-Translate these trends into s and products in align with the overall strategy

Sales realization/ representation of Dräger to the accounts (non-public hospitals) in Mainland China
-Achieve sales targets through direct/ indirect (dealers) sales
-Represent Dräger strategic vision and broader perspective to the customer
-Regular visit Purchasing department/ Chief Executive Officer of hospitals in order to establish a strategic partnership for ongoing or future business
-Develop new opportunities with prospective customers independently
-Understand the activities, business and needs of customers, provide sound information and advice on products and services, and sell and negotiate win-win solutions with customers
-Establish and develop contract work of sales with Hospital Group to ensure a continuous sales achievement, in line with Dräger Sales strategy
-Be responsible for accounts receivable for customers and work with Finance department on payment terms for new contracts
-Act as bridge between the company internal functions (like Marketing & Services) and customers to ensure customer’s requirements are well delivered to appropriate functions for further follow up like training and maintenance/ routine inspection etc.
-Ensure that dealers are properly supported, trained and uated, keep dealers highly motivated

Establish business-plan for Mainland China through knowledge of main accounts
-Manage customer relationships (history of customers, customers installed base by Dräger & competitors, win / lost order analysis in the area, plan customers in terms of priority)
-Collect market share and competitive information and feedback to local management team as appropriate
-Perform customers profile assessment
-Determine customer needs in terms of organization structure, investment situation and collaboration with hospital
-Determine plans by geographical area across Mainland China

任职要求

Bachelor degree in sciences or engineering or a comparable combination of education and experience

5-8 years of experience in medical device and/or equivalent industry as Sales Engineer, Senior Sales Representative or Dealer Manager

Professional
-English in written, spoken and read – advanced level
-MS Office – advanced level
-Profit & loss knowledge – advanced level
-General product knowledge – advanced level
-Project management knowledge – advanced level

Behavioral
-Care about the customer – advanced level
-Cooperate and communicate – advanced level
-Decision making process at customer’s site – advanced level
-Negotiate and persuade others – advanced level

德尔格是医疗和安全技术的国际先行者。德尔格 于 1889 成立于吕贝克，作为一个家族经营的企业已经历经第五代，走向了全球并且列入 DAX 指数。我们的长期成功来自于以价值为中心的公司文化和四种核心优势：与客户紧密合作、员工的专业知识、不断创新和卓越的质量。