销售工程师招聘 - 霍夫曼工具贸易（上海）有限公司

职责
该岗位要求能独立自主的履行以下工作：
销售/业务
- 负责霍夫曼工具的地区性销售和服务
- 发展与维护客户关系：建立和发展与客户间的沟通，人际关系。
- 收集并管理客户信息，及时更新客户数据：合作框架，组织结构，需求，潜力，决策者，文化背景等等。
- 销售和定价谈判。
- 与客户一起制定目标：销售及服务计划与执行。
- 开发新客户。
- 订单制定，流程的跟进。
- 主动为客户做产品演示，推广霍夫曼产品。
- 专业性的客户投诉处理。
- 市场分析和报告：分析市场趋势，价格维护，竞争对手状况等。
- 不断提高和加强产品范畴的知识：产品手册，价格，折扣等。
- 销售为导向思维和行动：绩效为导向的理念，自我时间管理，拜访客户的计划制定。
- 衡量客户忠诚度，引发客户兴趣。


技术：
- 客户为导向的技术咨询，问题解决方案：充分利用霍夫曼内部的专家支持（物流技术等）。
- 新产品和新服务的推广。
- 不断更新和扩展产品和服务范畴知识。
- 不断了解更新对手等状况（产品/服务）
合作，组织，工作流程：
- 霍夫曼德 价值观（简单-专注-有用性）
- 利用公司平台相互交流并为公司的信息平台做贡献。
- 信息交流（销售经理，销售部，机加工专家，测量专家，产品管理部）。
- 团队合作
- 积极参与公司流程的优化工作。


工作能力：
主观能力：
- 非常努力，自律，积极主动的人
- 沟通能力强〉自信，洞察力强，善于决策，进取，追求成功。
- 良好的个人形象，礼仪，和外形。
- 能承受压力，好学，拥有团队精神。
销售人员品质：
- 很强的谈判和说服能力，具备销售的激情
- 很强的客户需求鉴定能力。
- 推荐展示能力，能带给客户忠诚可靠的感觉。
特殊技术知识
- 非常强的目录技术知识，在机械和客户支持下能解释技术产品。
- 很强的经济头脑，以及对市场和定价的理解，绝对的服务意识。
- 了解标准工作流程：
订单流程（内部/外部），组织和操作结构
IT： WORD，EXCEL，POEWPOINT，E-BUSINESS以及客户关系管理软件



管理能力：
- 很强的可靠性和合作性
- 自我管理和工作方法
- 战略性和企业全局性的思维，
工作经验：
- 有机加工或工具行业背景。
- 销售经验至少3年。


Activities / Responsibilities:
The job holder will perform the following tasks autonomously and self-dependently:


§ Sales / Business:
- Active sale of HoG tools and services (HoG excellence features)
- Maintenance and further development of customer base: build-up and development of customer contacts, networking
- Gathering customer information and updating customer details: corporate structure, organization, demand, potential, decision makers, culture, problem areas, etc.
- Sales and price negotiations
- Arranging targets with customers: planning and implementation of turnover
- Bringing in line customer’s and HoG’s interests
- New customer acquisition
- Elaboration of offers, follow-ups
- Active product presentation at the customer
- Professional complaint management
- Market analysis and reporting: trend spotting, price development, competitors etc.
- Acquisition and on-going improvement of knowledge about product portfolios: catalogues, prices, discounts etc.
- Business-oriented thinking and acting: turnover- and result-minded attitude, time-management, planning of customer calls etc.
- Planning an implementation of customer loyalty measures, customer interest generation


§ Technology:
- Customer focussed technical advice, problem solving: efficient employment of metrologists/machining experts and other HoG specialists
- Launch of new products and services
- Continuous update and expansion of product and service portfolio knowledge
- Knowledge and continuous update of facts on competitors’ strengths and weaknesses (products / services)
§ The Corporation, Organization, Workflow:
- Living HoG corporate values (simplicity – focus – usefulness)
- Turning one’s knowledge/information into corporate knowledge: reporting and data administration according to set guidelines (Smart CRM)
- Active information exchange (Sales Manager, Sales Department, Machining Experts, Metrologists, Product Management)
- Team sales activities, partnership cooperation
- Knowledge and improvement of workflow processes (User – HoG – User)
- For machining experts / metrologists only: instruction at customer seminars
Authority, Responsibility and Authority to Sign:
Competences:
Def. Degree of competence: very weak, weak, average, strong, very strong
§ Soft Skills
- very strong Effort, self-discipline and initiative person
Enthusiasm, positive personality and Integrity
- Strong Interpersonal skills > Assertiveness ( “Success-Seeker”) Perceptiveness and decision-
Making.
- Good Personal style, manners and appearance
- Ability to accept criticism, learning motivation and Team spirit


§ “Salesman Qualities”
- very strong Negotiation and Persuasion skills combined with Communication skills in order to “selling HOG” (enthusiasm for tools)
- strong Identification of customer needs and Customer acquisition
- Strong habit to present (promotion) Hoffmann and establish customer loyalty measures
- Profit-oriented and targeted use of promotion material, personal engagement
- Good command and use of presentation skills


§ Special Technical Knowledge
- very strong Technical knowledge combined with “Catalogue” skills.
Ability to explain technical products with focus on machining and technical customer support
- strong Economics and business thinking, understanding of the market and the pricing
combined with a strong service idea (HOG service package)
- Knowledge of Standard Workflow:
Order processing (internal/external), organizational and operational structure
- IT: CRM- Modules, Word, Excel, PowerPoint , e- business knowledge


§ Management Abilities
- very strong Reliability and Corporation
- strong Self-management and Work Methodology
- average Strategic and Entrepreneurial Thinking
§ Various abilities:
- Languages: English, German (not mandatory)