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行业开发经理-OEM/IndustryDevelopmentManager-OEMPrimaryAccountability基本职责Toidentify,developandmaintaincustomerswithinanassignedindustryandregion.确认、开发及维护在指定行业和区域内的客户。KeyAccountabilities重要职责1.IndustryPlanninganddevelopment行业规划及开发？？2.Developindustrydatabaseandcontactinformationwithintargetindustries在目标行业内建立、开发数据库和相关联系信息？？3.Developaccountmanagementplans,includingcallplans,primarycontacts,etc.basedonindustryaccounttargetlist根据行业客户目标列表，开发客户管理计划，包括电话销售计划、基础联系信息等4.2.NewAccountSelling新客户的销售？？5.PrioritiesopportunitiesandintegratecallplanningwithFieldSalesstaffinbranches(i.e.SalesEngineers)6.给予分公司的销售人员(即销售工程师)优先机会和综合的电话销售计划？？7.ConductjointsalescallswithFieldSalesstaffonidentifiedopportunitiesandintroduceorproviderecommendationsonHagemeyerproductsandservices8.就已确定的业务机会与销售人员进行联合电话销售，并对海格曼产品和服务进行介绍或提供建议？？9.FollowupwithFieldSalesonpriorsalescallsandidentifiedaccounts与销售人员共同跟进先前的销售电话和已确定的客户？？10.Engagehighvaluemajoraccountprospectsandexplore/identifylongertermstrategicproductandserviceneeds.开发高价值的主要客户，开拓/确定长期产品和服务的战略需要？？11.FollowupidentifiedCustomeropportunitiesforsolutionsellingopportunities.跟进已确认的客户机会，以便找出销售实施方案。12.3.ExistingAccount&ContractManagement现有客户和合同管理？？13.Holdregularaccount/contractreviewsmeetingstotrackperformancerelativetoplan定期举行客户/合同审查会议，以跟踪与计划相关的绩效？？14.Ensureon-goingcommunicationofrelevantaccountinformation–eg.documentedandagreedproduct,serviceanddeliveryneeds.确保对相关客户信息的沟通，如文件确定以及对达成协议的产品、服务及发货需要。？？15.Identifyproduct,serviceandsolutionopportunities.确定产品、服务和解决机会4.CustomerServicing客户服务？？16.EnsureclearandconsistentcommunicationwithBranchStaffandManagementregardingsalescallinformationandCustomerrequirements.根据销售电话的信息和客户要求，确保与分公司员工和经理有明确且一致的沟通。17.5.Product&IndustryKnowledge产品和行业知识？？Maintainuptodateknowledgeofindustryandmarketissues.对行业和市场方面的相关事宜能作及时更新。？？18.MaintainathoroughunderstandingofHCN’spricingpolicyandengagementarrangements.对海格曼定价政策和活动安排有全面的了解？？19.MaintainabroadawarenessofHCN’sproducts/servicesincludesHCN’svaluepropositionandcompetitorofferings.对海格曼的产品/服务有广泛的知识，其中须包括海格曼的价值和竞争对手提供的信息。？？20.Activelyengageinindustryspecificshows,events,workshopstopromoteHCN’sproductsandservices积极参与行业内的参展活动，以提高海格曼的产品和服务质量21.6.Adheretothefollowing遵循以下原则？？22.SalesForceStandards销售团队标准？？23.QualityManagementSystem质量管理体制KeyPerformanceIndicators关键绩效指标？？24.IndustrySalesDevelopment产业销售开发？？25.IndustryTradingMargin产业贸易利润？？26.CustomerSatisfactionIndex顾客满意度指数27.Skills&Qualities技能与素质？？28.CustomerFocus客户第一？？ProductKnowledge产品知识？？CommunicationSkills沟通技能？？NegotiationSkills谈判技巧？？Organizational/TimeManagementSkills组织/时间管理技能？？PresentationSkills演讲技能？？RelationshipBuildingSkills建立关系技能？？SellingSkills销售技能？？AttitudetoWork良好的工作态度？？Initiative主动性？？ProceduralCompliance遵守程序？？Teamwork团队...