Sales Manager
Element Materials TechnologyShanghaiUpdate time: June 5,2019
Job Description
Overview
Element has an opportunity for a Sales Manager who will be primarily responsible for managing outside Sales of China Western. The role while reporting to the Sales Director will also be responsible for efficient Client Management and growth of earnings before interest, taxes, depreciation and amortisation (EBIDTA) in line with the management expectations
Responsibilities
- Establish and proactively maintain a strong professional relationship with key decision makers and influencers within assigned accounts and drive profitable sales expansion with a focus on acquiring new and re-engaging with dormant accounts, while growing existing clients
- Gather and analyze market and industry intelligence, metrics, and trends to determine customer needs and identify opportunities early in the sales cycle to ensure maximum share of wallet for Element
- Identify full customer test needs to uncover additional opportunities within accounts across Element by establishing personal rapport with potential and actual customers, acting as a liaison between the customers and Element
- Deliver business development related presentations, negotiate, and close business with nominated accounts, working in coordination with location business development resources
- Provide positive leadership and representation of Element to the public, customers, vendors, and to all employees through membership in professional organizations, serving on company project teams, conducting employee meetings and visiting work areas and interacting with employees. Represent company at industry association meetings to promote company and services offered
- Prepare reports and presentations showing sales volume by sector, region, location, potential sales, and areas of proposed client base expansion
- Follow up in a timely manner on quotations for the assigned customer base and achieve sales goals by converting, retaining and penetrating accounts
- Work closely with other sales roles and utilizes technical support to maximize the sales realized in the territory
- Lead access and persuasion steps in sales process, including qualifying, relationship building, needs evaluation, solution development / presentation and closing
- Actively utilize CRM to record activities, ensuring contact details are accurate, duplicates are removed, new information is added and accurate call / visit logs are entered and actively participate in regular pipeline reviews, ensuring that critical success factors are identified for key opportunities
- Build and maintain a working knowledge of Element’s service offerings; participate in training/coaching opportunities and qualify opportunities with assistance of inbound team / specialists
- Ensure compliance with all Element policies including but not limited to Terms and Conditions, trade compliance, treatment of others, moral code of conduct, and employee handbook and ensure adherence to all applicable laws pertaining to safety, environment and corporate governance
Skills / Qualifications
- Approximately five years of BD, Sales or Account Management experience in aerospace industry or material testing industry
- Ability to read and interpret documents such as customer quotes / contracts, marketing materials, and customer testing specifications both in Chinese and English
- Ability to speak effectively before groups of customers or employees of organization in English
- Ability to calculate figures and amounts such as discounts, interest, commissions and proportions and apply concepts of basic algebra and geometry
- Ability to solve practical customer problems. Ability to interpret a variety of instructions, data and details furnished in written, oral, diagram, or schedule form
- Proficiency in Microsoft Applications (Dynamics AX and CRM, Word, Excel)
- Availability, flexibility, and maturity and communication /language skills to represent the company at a broad range of events / projects in the community, with customers and within the company
- Ability to remain calm when faced with mounting pressure related to deadlines and multiple priorities along with good interpersonal skills that foster open upward and downward communication built on mutual respect
- Ability to interface with clients, win new work and determine their requirements and develop proposals including cost estimates, work plan and terms and conditions
- Ability to travel up to 75% of the time; some overnight travel may be required
Company Overview
We are Element, one of the fastest growing testing, inspection, certification and calibration businesses in the world.
We deliver critical services in Materials Testing, Product Qualification Testing, Certification, Device Calibration and Advisory Services to the Aerospace, Oil and Gas, Transportation, Industrials, Fire and Building product, Infrastructure and other leading sectors, where failure in service is simply not an option.
Everything we do helps our customers to build better products; get their products to market on time; save them time and money; and minimize the risk associated with product development and production.
Our mission is simple: to be the best testing partner in the world and together we strive towards a common vision of becoming the world’s most trusted testing partner.
We have four values that we strive to live by every single day.
- Safety - We keep our colleagues and visitors safe
- Integrity - We act honestly and fairly to do the right thing
- Excellence - We set new standards of excellence in everything we do
- Partnership - We work together for the benefit of our customers
When combined with our mission and vision, the ethos this creates, enables Element to deliver one thing. CERTAINTY. We exist to help make certain that the materials and products we test, inspect, certify and calibrate for our customers are safe, quality, compliant and fit for purpose.
Diversity Statement
At Element, we always take pride in putting our people first. We are an equal opportunity employer that recognizes diversity and inclusion as fundamental to our Vision of becoming “the world’s most trusted testing partner”.
All suitably qualified candidates will receive consideration for employment on the basis of objective work related criteria and without regard for the following: race, colour, age, religion, gender, national origin, disability, and/or protected veteran status, or other characteristics in accordance with the applicable governing laws.
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