北方区域销售经理岗位职责
| 适配人群 | 政务销售岗，电子政务顾问，行业解决方案经理 | 使用场景 | 政务项目投标，行业市场覆盖，客户关系建立 |
|---|---|---|---|
| 设立背景 | 公司要拓展电子政务市场，得有人专门跑政府客户，推产品，签合同。 | ||
| 核心职能 | 盯住政府客户，推产品方案，谈项目，签合同，收钱。 | ||
| 工作内容 | 跑客户、写投标文件、跟项目进度、催回款、做演示、填报表。 | ||
| 协作关系 | 听销售经理安排，和产品经理一起写方案，跟技术同事配合演示，和财务对接回款，和合作伙伴一起投标。 | ||
1、所属区域内相应行业市场分析、覆盖、产品推广、客户关系建立;
2、行业相关政府客户的拜访、关系维护、重点客户突破;
3、关键客户跟进、关键信息获取，配合上级进行关键项目跟踪谈判;
4、公司产品和行业解决方案的推广，完成负责区域的销售目标，销售合同的签订、履行;
5、参与产品演示和基础的售前工作，协助方案的编写和项目投标;
6、负责所跟进项目的投标全过程的跟踪工作(包括招标方案的确定、商务工作的配合、与客户及合作伙伴的沟通谈判、投标事务的处理);
7、负责公司项目款项的跟踪与回收;
8、上级交办的其他任务。
岗位要求：
1、掌握专业技术知识和市场营销技巧，熟悉电子政务或具有应用软件销售经验。
2、具备信息搜集、分析能力，需求沟通、文字表达能力和商务谈判能力。
3、需配合公司技术部门撰写方案，起草投标文件。
4、具备强烈的责任感和灵活变通能力。
北方区域销售经理岗位职责：北方区销售经理
| 适配人群 | 销售经理，渠道管理者，建材行业从业者 | 使用场景 | 门店运营，小区推广，家装渠道 |
|---|---|---|---|
| 设立背景 | 公司要拓展北方市场，得有人盯住京、津、冀和东北这块儿。 | ||
| 核心职能 | 管分销商、做销售、跑市场、搞活动、带团队、控费用、管门店和渠道。 | ||
| 工作内容 | 开发新分销商，完成月度季度年度销售任务，调研市场，管门店陈列和导购培训，做小区推广和家装渠道开拓。 | ||
| 协作关系 | 向大区总监汇报，跟市场部一起搞活动，和财务对接费用，和产品部沟通卖啥货，和hr配合招人，和区域同事共享信息。 | ||
岗位描述:
1.负责京、津、冀、东北分销商开发和管理工作;
2.按年度、季度、月度销售实施方案，完成公司下达的所辖渠道销售任务;
3.负责市场调研;
4.负责控制区域销售支持费用;
5.门店运营管理(招商-建店-门店陈列-导购培训-门店促销);
6.渠道运营管理(小区推广、家装渠道开拓、工程项目接洽开发);
7.市场活动策划、组织实施;
8.销售团队建设。
任职资格：
1.本科以上学历，市场营销、经济管理类相关专业;
2.五年以上零售代理商渠道的一级市场实际操作的完整经验，三年以上团队管理经验;
3.熟悉建材家居行业、精通代理商渠道管理及家居建材行业终端促销活动等;
4.具有较强的沟通、组织、协调、计划、控制能力;
5.有相关家居建材、壁纸、涂料等相关行业者优先。
北方区域销售经理岗位职责：北方区销售
| 适配人群 | 销售工程师，渠道管理者，工业品销售 | 使用场景 | 区域市场拓展，技术设备投标，联合营销策划 |
|---|---|---|---|
| 设立背景 | 北方区销售要有人管，仪器卖得动才撑得住公司业绩。 | ||
| 核心职能 | 盯住北方地盘，带好分销商，把日立仪器卖出去，价格和客户都要守住。 | ||
| 工作内容 | 跑客户、审报价、帮分销商投标、做crm、写报告、定目标、推新产品。 | ||
| 协作关系 | 向销售经理汇报，跟应用团队、市场部、办公室同事一起干活，常和分销商打交道。 | ||
销售工程师 (北方区)(hhxrf) 日立分析仪器(上海)有限公司 日立分析仪器(上海)有限公司，日立 key responsibilities
•establish a comprehensive coverage of agreed territory and products in consultation with the sales manager and manage distributors and agents including:
1) distributor / agent evaluation
2) visit customers with distributors/ agent to enhance market coverage
3) check quotation requests
4) provide all necessary support to distributors and agents
5) uphold hha brand integrity within distributors / agents and operate in a manner consistent with the hha brand values.
6) support distributors and agents on major bids， ensuring they are won at best price and terms. intervene personally with end-users as appropriate.
7) propose joint marketing initiatives with distributors / agents， eg direct mailing， trade shows， conferences and advertising.
8) “reach through” the distributors / agents to ensure end-user customer satisfaction， taking corrective (distributor/agent development) action as necessary.
•propose and agree targets for: sales by product， market segment， product mix， cash collection and gross margin. propose and agree strategic distributor / agent development objectives.
•establish a sales development plan for china in line with objectives for sales managers’ guidelines.
•prepare and present strategies and operating structures to the sales managers for the achievement of the plan.
•identify new business opportunities in china in line with strategic objectives. prepare action plans for the exploitation of these opportunities.
•report to the respective sales managers on all new business initiatives for quarterly review.
•provide regular reports in an agreed format.
•to implement and maintain a crm package with all customers and prospects
•achieve strategic distributor / agent development objectives， e.g. appointment of new distributors or agents， improvement or removal of under-performing distributors or agents， training and accreditation of distributor/agent staff， new product launches， accreditation and appointment of distributors or agents as hha customer service agents， joint promotional campaigns with distributors / agents， agreement of updated price lists and discount structures， agreement of revised commercial terms or funding arrangements.
•achieve the agreed targets， within an agreed expense budget.
•build and maintain close and effective working relationships with key distributors and agents.
•work with application teams， marketing communication manager and sales managers to formulate distributor / agent marketing plan.
•interface with existing office team.
•maintain professional awareness of relevant external technical and business developments and of competitor activity.
qualifications:
bachelor degree of technical， or business degree if appropriate market experience can be demonstrated.
experience of high technology environment， or experience from within a distributor to the industry sector.
experience of working in north china.
fluency in english (written and spoken).
proficient pc skills including ms office.
"can do" attitude – decisive， able to work around issues to deliver performance
proactive， self-starter， self motivated and can work effectively with little supervision.
initiates actions to develop new and better ways of working.
problem solver under pressure.
customer focused， establishes and exploits good， mutually beneficial customer/distributor relationships.
adept at balancing hha and distributor demands in meeting the ultimate customers needs effectively
superior communication and interpersonal skills to engage with and manage through people.
organized， with solid administrative/reporting skills
rounded in approach – sees bigger picture as well as own priorities and needs
full driving license preferable
must be prepared to travel extensively (like to be up to 60% of time)
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使用场景：政务项目投标、行业市场覆盖、客户关系建立