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 Manpower China: Client Sales Executive |
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alexmp
[博客]
[个人文集]
头衔: 海归少校
性别: 
加入时间: 1970/01/01
文章: 83
来自: Shanghai JW Grace Consulting Co., Ltd.
海归分: 22982
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作者：alexmp 在 海归招聘 发贴, 来自【海归网】 http://www.haiguinet.com
Position – Client Sales Executive
Location: Shanghai
Job Description
Main Responsibilities
Drives efforts to expand and grow CLIENT COMPANY market share and presence through execution of deal-specific sales activities with prospective clients. Through the implementation of the CLIENT COMPANY Sales Framework, targets potential leads and pursuits, plans and selects most appropriate sales strategies and approaches to gain entry. Utilizes business financial knowledge, executes competitive sales tactics, and makes compelling presentations of CLIENT COMPANY products and services to effectively persuade and frame client opportunity. Coordinates deal crafting and positioning; enables client decision to close. Shares industry, deal, and sales “best practice” knowledge with sales community; may mentor and coach other sales executives and associates. Responsible for managing demand and quickly “qualifying” opportunities.
Responsibilities
The role will be accountable for:
-Development of comprehensive new business opportunity plans to assist in the identification and further qualification of sales opportunities with both existing and especially new clients.
-Leveraging the knowledge and expertise of CLIENT COMPANY and its key executives from other Lines of Business, regions and geographies to identify, qualify and close sales opportunities.
-The SE will develop solutions that advance the client’s strategic objectives by acquiring an in-depth understanding of the political and organisational structure of a targeted prospect and the current competitive landscape.
-The SE will leverage account sales, or potential sales, into revenue for other Lines of Business and provide overall thought leadership.
-Upholding and protecting the company’s reputation by ensuring that quality and professional standards are practiced.
-Understanding competitive positioning and initiatives in the market and develop strategies that anticipate or react appropriately to competitive activity.
-Focusing on revenue achievement, margin, and the effective management and control of both financial and human resources.
-Building and maintaining strong strategic relationships with all partners, whether channels, suppliers or clients.
Desired Experience
-5 - 10 years of solution sales experience at a Tier 1 company selling large, multi-year, multi-service, complex service contracts.
-Demonstrable track record of success over several years against assigned quotas
-Win/loss ration of 50/50 annually
-Understands CLIENT COMPANY Sales Framework and service offerings
- “Major” auto manufacturing industry experience
-Acquired a significant number of years of information technology solutions knowledge.
-Process the industry, technology and client knowledge necessary to develop a creative, differentiating solution.
-Must be able to challenge established practices diplomatically and take necessary risks to achieve these differentiating solutions.
-Strong commercial acumen with experience in negotiation and business management from a revenue and cost perspective.
-Extensive experience in the development, positioning, sales, marketing and delivery of services, annuity based business and integrated solutions.
-The ability to balance innovation and creativity against a strong bottom line focus.
-Strategic awareness of customer’s business, structure/operation.
-Extensive and in depth knowledge of selling techniques, high level consulting, relationship development and the market and how to apply this knowledge to generate new business at eh highest level of organizations.
-A proven ability to clearly articulate a client solution and demonstrate the business value to to the client and internal divisions
-The ability to initiate and implement change in a fast paced environment
-Demonstrated sales competencies – Financial Business, Executive Relational, Competitive Selling, Persuasion, Sales Planning, Presentation, Targeting, Sales Call Execution, Closing, Appointment Getting
-Other demonstrated attributes – competitive, risk-taking, accountable, adaptable, teamwork-oriented, motivated, results-oriented, solution oriented
Desired Skills
-Ability to identify sales opportunities and to perform or delegate the necessary research needed to identify and articulate a value proposition from a prospective client prior to engaging with that client.
-Ability to seek guidance from others to help project or anticipate a client’s moves during a sales pursuit
-Ability to create business development and sales plans to target, name, and prioritise prospective clients, both existing and new accounts, across all industries.
Executive Relational Skills:
The ability to target, create, maintain, and protect long term relationships with executives who have political influence and/or authority and are most likely to champion your solution.
Key Focus :
-Political Alignment – The ability to identify and align with client contacts and have the ability to influence and / or make decisions
-Executive Relational Skills - The ability to establish, maintain and protect relationships with the appropriate senior management
-Executive Credibility Skills- The ability to understand how executives think by establishing and maintaining an executive presence within the client organisation. Exhibits such by speaking their language and discussing the topics that concern them.
-Relational Partnering Skills – The ability to maintain long-term, valued relationships with targeted individuals that have yielded favour and privileged support through the sales cycle.
Financial business Skills
The ability to creatively use financial tools, models and concepts (such as lease versus buy, cost/benefit analysis, capitalisation criteria / depreciation potential, MBO measures that can be positively impacted, etc) to create a compelling purchasing rationale for driving sales closure, creating demand or getting budget reallocation.
-Thought Leadership Skills – The ability to think “outside the box” to bring creative answers to clients as a strategic resource by assisting in the setting and meeting of their business goals or objectives or solving clients business issues , problems , or challenges.
-Solution Creation skills – The ability to translate your products and services, and possible those of a third party, into one integrated and unique solution to address clients’ business problems or strategic initiatives that effects differentiation and prevents client initiated discounts.
-Consultative Selling Skills – The ability to use a sales communication style that involves and engages clients in a collaborative discussion that results in value to both parties.
Demand Management
The ability to create and execute winning sales strategy and sales plans to accelerate momentum within the opportunity and to engage and defeat the competition in predictable time frames.
Key Focus
-Sales Planning Skills – The ability to create, refresh and implement a sales plan (at the client or opportunity level) that results in a secure revenue stream that is both predictable and profitable.
-Competitive Selling Skills – The ability to select and execute effective sales tactics, strategies and counter strategies that position products / services, pricing and your company for optimal competitive advantage.
Tactical Selling
The ability to match and deploy a wide range of sales skills to achieve a tactical excellence for every aspect of a sales campaign in order to overcome either client and / or competitor resistance to buying the proposed solution.
Key Focus
-Presentation Skills – The ability to present solutions in an engaged manner that captures and maintains the attention and imagination of the audience.
-Appointment getting – The ability to professionally secure a private audience with targeted individuals for the express purpose of advancing a sales cycle.
-Sales call execution skills – The ability to excite, disturb, and assure a prospect in such a manner that drives positive sales outcomes.
-Persuasion Skills – The ability to position and communicate in such a manner that it positively influences the targeted individual’s decision making.
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At Manpower, we have been in the people business for more than 50 years, providing the right job at the right time. As a world leader in the employment services industry, we provide jobs to people through a network of 4,300 offices in 68 countries and territories worldwide.
Whether you are looking for a new and challenging career opportunity or an organisation that can provide your company with tailor-made human resources solutions, you can count on Manpower.
万宝盛华是全球知名的人才派用以及人才推荐的领导品牌。目前在全球68个国家中共有4300个分公司为我们的客户提供各式各样人力资源服务。
万宝盛华为两百多万人提供职业发展的机会，同时为全球40多万个公司企业服务，以创新的方式，提供最佳人力资源方案，增加企业竞争力。因此，让我们成为您的事业伙伴。
www.manpowerprofessional.com.cn, www.manpower.com.cn
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Alex Lu
Consultant
I.T.
Manpower Professional
Room 2808-2811, Information Tower,
No. 211, Century Avenue, Pudong
Shanghai 200120, China
T: +86 21 58782618 Ext. 327
[email protected]
www.manpowerprofessional.com.cn
作者：alexmp 在 海归招聘 发贴, 来自【海归网】 http://www.haiguinet.com
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 Manpower China: Client Sales Executive -- alexmp - (9514 Byte) 2006-7-18 周二, 13:17 (2177 reads)
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