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销售工程师
China - Mainland China - Urumqi Remote Update time: October 23,2019
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Job Description

Essential Duties and Responsibilities

  • The Key Account Manager, China is tasked with achieving or exceeding annual revenue objectives (product, professional services and support) by increasing presence of our Informatics solutions throughout the region, working alongside the Asia Pacific Informatics team, the Global Partner Alliance, throughout the CMD organization and other Divisions within Thermo Fisher Scientific.
  • Responsible for sales of Informatics solutions to Hong Kong, Taiwan and China, both directly and alongside partners, in defined markets and industries
  • Grow pipeline of opportunity in region, and develop new leads and target business areas
  • Develop business plans and strategies to achieve and exceed revenue goals
  • Provide regular, detailed forecasting to sales management based upon RADAR principles
  • Utilise Pivotal CRM for managing accounts, opportunities and leads
 
Decision Making Authority
  • Can determine discount level to be utilised within bounds of Informatics discount policy
 
Specific Scope Data
  • Targets and scope dependent on candidate
 
Minimum Education and Experience Requirements
  • Batchelors level degree in either scientific or IT discipline
  • Minimum 3 years experience in complex Informatics solutions sales, preferably to similar customer environments
 
Knowledge, Skills, and Abilities necessary to perform essential functions
  • Ability to communicate in Chinese and English is essential.
  • Demonstrate Thermo Fisher Scientific values – Integrity, Intensity, Innovation and Involvement
  • Ability to present and represent Thermo Fisher Scientific Informatics business unit
  • Demonstrate clear understanding of business value delivered by enterprise software solutions
  • Prepares business plans for the territory.  Plan should include opportunity map, estimates current and future levels of spending on products and services, sales strategies, tactics and resource requirements.
  • Understands the generic strengths and vulnerabilities of major competitors and develops sales strategies to respond effectively.
  • Ensures that the account plans and sales activities are consistent with overall business goals.
  • Proactively meets with / calls customers throughout the region on a regular basis to ensure customer satisfaction.
  • Builds relationships at multiple levels of account.
  • Ensures that management understands business requirements and is kept informed of significant developments within account(s).
  • Responds effectively and promptly to customer requests.
  • Ensures that Management is involved at critical times and during pivotal opportunities.  Delegates to other departments as appropriate.
  • Conducts quarterly account reviews and updates the account plans on a regular basis to reflect progress and market changes.
  • Maintains and updates a list of prospects / leads / contacts within a centralized CRM system.
  • Prospects across the account(s) to ensure that target opportunities are developed.
  • Understands business goals and evaluates and prioritizes opportunities accordingly.
  • Works with partners in region to expand market and win opportunities.
  • Establishes initial contacts at an executive level in potential customers, and builds alignment with the right people in the political structure.
  • Qualifies potential opportunities early in the sales cycle and manages the pipeline to ensure that opportunities are pursued in a timely way and revenue expectations are met.
  • Provides realistic sales forecasts to management and communicates any significant changes or developments.
  • Prepares for each sales call and sets specific call objectives.
  • Allocates part of every sales call to understanding or clarifying the customers’ business challenges.  Understands customers’ perception of Thermo and provides feedback to sales management on significant issues and developments.
  • Has sufficient technical and business knowledge to present a compelling value proposition to prospects and customers.
  • Utilizes regional resources to ensure they are properly leveraged relative to deal closure, probability and opportunity size.
  • Collaborates with other groups within Thermo to implement appropriate strategies to address business opportunities and overcome obstacles.
  • Communicates with Product Management and Development to provide field (customer) input on product features and feature prioritization requirements during product operational review meetings
  • Recognizes significant contributions by other members of the company and team.
  • Develops executive relationships between accounts and CMD executives.
  • Works with sales executives from other Division and Sectors to identify cross-selling opportunities, best practices and leverage “One Thermo”.
  • Manages the contract review process and negotiation.
  • Builds commitment and closure at each stage of the sales process.
  • Explains pricing policies and constructs accurate proposals.
  • Coordinates efforts with relevant individuals to address non-standard terms and conditions and gain appropriate approvals.
  • Communicates regularly with the account team to ensure that they are informed on significant developments and customer issues.

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