职位描述

The Key Account Manager position is primarily responsible for managing national key customer accounts in 1) multi-national chemical companies or 2) SOEs in oil& chemical industries. His/her main ive is to work closely with sales teams to obtain maximum growth and profitability for national key customers as well as to develop and maintain high levels of customer satisf. He/she has responsibility for profitable growth and furthermore develops and implements policies and procedures to meet the ives of the company’s sales strategy. The Key Account Manager will work closely with sales teams to grow local and international knowledge.

岗位职责

Strategic sales plan
-Maximize the sales development through strategic business plans particularly MNC’s and develop and implement sales (channel) strategies that enable the company to achieve its corporate ives, in line with the Safety Sales/ Company’s strategy
-Contribute to the development of the overall Safety Sales/ company’s strategy, particularly in relation to sales ives

Sales target achievement & sales activities
-Monitor and generate sales of Dräger products to ensure sales goals and market share, defined in ive plans, are met or exceeded
-Develop and maintain relationships with national key accounts, key decision makers and other relevant bodies to ensure that the company’s maximum sales potential is realized.
-Maintain direct sales continuity with key customers, including end users in conjunction with local sales
-Represent Dräger strategic vision and broader perspective to dealers/ agents
-Monitor the sales performance of competitors to ensure that the company maintains and develops its competitive position
-Keep an awareness of the competition, their strengths, weaknesses, sales and marketing strategy
-Attend and participate in necessary trade shows and similar meeting in the purpose of displaying and promoting Dräger products

Management of dealers/ agents
-Set clear resources, tasks and goals for managed dealers/ agents (i.e. propose discounts, commissions for dealers, area definitions and revisions, salary & bonus plans and revision) in align with the company’s overall strategy
-Monitor dealers product portfolio and organization development to disclose inconsistency with Dräger strategy and mission
-Implement sales processes and improve its efficiency continuously in align with the company’s requirement
-Ensure that agents / dealers are properly supported, trained and uated keep dealers highly motivated
-Conduct regular dealer review meeting for performance and effectiveness and work with dealers to solve performance discrepancies as when necessary
-Manage distribution of dealers in different regions
-Be responsible for contract management in terms of pre-screening all partner/ distributor and end customer, document control and sales channel partner risk assessment

Sales support
-Develop and implement all necessary procedures and processes to ensure that the function operates efficiently and achieves its ives

Policy following
-Ensure expenses are controlled and justified within budgetary guidelines
-Remain up to date with related safety regulations and policies with respect to the Dräger products
-Ensure orders are accepted in accordance with approved pricing and terms of sale
-Operate in accordance with established company policies and procedures

任职要求

Bachelor degree in natural sciences or management/marketing or a comparable combination of education and experience


-8-10 years of experience in a multinational company,
-5-8 years of experience in international project business, e.g. in chemical, petrochemical and/or oil & gas industry

Professional
-MS Office - expert level
-English in written and spoken - expert level
-Sales techniques – expert level
-Project Management – expert level

Behavioral
-Care about the customer – expert level
-Communicate and negotiate – expert level
-Plan and organize work– 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。