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Assistant Territory Sales Manager

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日期: 2022-7-22

地点: Shanghai, SH, CN, 200031

公司名: Corning

申请编号: 53182

 

康宁公司在材料科学方面是世界主要的创新者之一。160多年以来,康宁公司一直将其在特种玻璃、陶瓷以及光学物理方面无可比拟的专业知识运用于新产品开发中,其间发展了众多新兴行业,从而改变了人们生活。

康宁公司之所以能够获得成功,是因为不断地进行研发投入、独创性地将材料和流程创新相结合,同时为了解决严峻的技术挑战而与客户密切合作。

作为一家具有100年历史的科学实验室产品开发商、制造商和全球供应商,康宁公司的生命科学部门与为了在药物发现领域提高效率、降低成本并且缩短时间而寻求新方法的研究人员精诚合作。凭借在材料科学、表面科学、光学、生物化学以及生物学领域独特的专长,该部门可以提供创新性的解决方案,提高生产效率并且取得突破性的发现。

Purpose of the Position: •Mange and push distributers’ order to help them finish the budget and deal with daily work with dealers and build good trust relationship with T1 distributers,to follow channel sales model is based on distribution network, which requires both distribution and promotion capacities of our people. •Build new channel dealers for some unfound or uncovered customer groups ,build good relationship with local dealers and key academic and hospital customer. •To develop new customer and dig the first opportunities from new product ,which not only help to increases sales revenue but also increases the product advantages compared to competitors which may win more opportunities in the future. •Meets the business needs of customer(s), differentiates Corning within the marketplace, and supports the achievement of the division’s budget and profit objectives. Day to Day Responsibilities: •Help distributers and dealers to develops and executes account plans that provide the customer(s) with a fully integrated set of product, process, service, and technical solutions which draw on Corning’s total value to meet specific business needs. •Review dealer and user contract and related supporting to audit transaction flow,audit dealer internal promotion and customer marketing event record. •Identify key risk indicators and continuous monitor of commercial risk to achieve shipment and sales management. •For key distributers and dealers, develops and executes a multi-year strategy for further enhancing Corning’s value add to the customer and maximizing the account’s impact to Corning through targeted relationship development, opportunity identification, and partnership efforts. •Serves as an advocate for both Corning and the customer by creating value for both parties and balancing the needs and constraints of both parties. •For key flag college leader, build good relationship to adding the industry influence from flag customers to bring market publicity. • For big and key distributers to book Corning’s executive leadership in customer visits, as appropriate, to further build Corning’s credibility and manage the dealers. •Stays informed of customer requirements and key buying factors,and uses this knowledge to pursue profitable selling opportunities for current or NEW products and to modify account plans, as needed. •Collaborates with Pricing, Product Line Management, and other functions to negotiate favorable agreements with customers. Working with QA and SS, to reply the questions from dealers and end-users to compliant with their requirements ,to get a deep insight of both Corning and customers’ business. • To initiate some seminars with dealers or end-users, took part seminars, roadshow and trade show and visited customers. •Collects market, customer, and competitor intelligence and insights and shares this knowledge with others, as appropriate, to inform sales, marketing, and technical strategies as well as the demand forecast and sales planning processes. • Collects sales information within the account to inform short-term and long-term sales forecasting (i.e., sales budget and 5-year plan) at the account and division level and inform inventory management efforts. •Assesses the overall cost of sales to ensure that resources are optimally allocated to align with the opportunities that are available. •Aligns the technical and sales capabilities of Corning’s resources with the customer’s needs and with consideration of individual interests, capabilities, and development needs. Project involved with: Reporting Structure: Report to Zhifang Ren, Sr. Regional Channel Manager. Zhifang Ren reports to Tao Han, Sales director GC China , who was report to James Zhang, GM of CLS, GC China Direct reports: Report to Zhifang Ren, Sr. Regional Channel Manager. Education & Experience •Master’s degree or above, or Bachelor’s degree with at least 3 years of sales experience •A Bachelor or Master degrees in biological and clinical related subjects Required Skills •Selling skills for different products and solutions. •Business negotiation skills, project management skills and base financial knowledge. •Excellent communication, keep and develop relationship with the decision makers and administrative staffs, generates enthusiasm for Corning’s solutions among the high levels of the customer organization while setting realistic expectations about the solutions that Corning can profitably deliver. •Excellent coordination. Enable to introduce other Corning resources to customer to meet the needs better. Demonstrate Corning’s capability and value. Desired Skills •Encourage the cross functional communication effort for progress and constructive result. •Strong analytical and problem solving skills with the ability to effectively resolve issues of a complex nature. •Forecast the research or products tendency in Life Science by marketing development and national policy. •Presentation skills. Enable to present sales performance and sales strategy and summary. Soft Skills •Be Integrity and trustworthy. Admits mistakes. Show individual confidences. •Good teamwork spirit,self-motivation and ability to challenge the new goals. •Must be cool under pressure, consider composure and mature around the Corning Life Science. •Excellent project management ,organizing and planning skills ,can coordinate complex cross-functional. Job Selling Points A great innovation company with 160 yr. and goal for other 160 Yr with great company culture. On this job, he/she will build multiple abilities for a sales people, including key account management, channel management, strategic execution, presentation skill, etc. He/she will get opportunities of training to improve soft abilities. He/she will get long term career expectation and development. Career Development Opportunities Assistant Territory Sales Manager– Territory Sales Manager Sr. – Regional Channel Manager – National Channel Manager- Sales director. If he/she like, this job also has chance to convert to related position of cross function, such as product line manager, technical scientist, business development, etc. Hand Off Limit