About our client

Our client is one of the world′s leading manufacturers of high-precision array spectrometers as well as complex light measurement systems. Its name stands for premium class, innovative products and outstanding expert knowledge in optical measurement technology. Specialized sales engineers can be relied on to provide a solution for even the most demanding measurement tasks, exactly tailored to the needs of its customers.

For many years our client has been establishing global standards for spectroradiometric measurement in the LED industry. It is involved in standardization committees and associations such as DIN and CIE, and cooperates with the leading metrological institutes. Virtually all renowned companies in the automotive and aviation industry place their trust in our client’s measurement systems for the qualification of lighting components and displays in the vehicle interior or cockpit.

As a continuously growing, medium-sized technology company, our client stands for customer proximity and the highest level of reliability in product quality, service and support.

About the role

Title: Business Development and Key Account Manager

Reports to: BU Management HQs, dotted line China GM

Location: Shanghai preferred

Main Tasks:

1) Establish or improve a relation with defined target customers

a) Using network (also with help from Reps) to find first and good contacts

b) Gaining trust with pilot projects

c) Continuing to bond with customers

2) Understanding of the customer’s needs (from detailed to strategic needs)

a) Keeping overview over the issues the customer has with equipment and services

b) Understanding the customer’s need for next and future product generations

c) Identifying strategic targets of the customers (e.g. reducing cost, increasing capacity or improving quality)

3) Consulting customers to provide the best solution

a) The candidate does not need to be an expert in every aspect but must be able to bring the right people from customer, Instrument Systems and potential partners together to find the best solution.

b) A thorough technical understanding is needed to assess the requirements of the technical experts.

4) Understanding the structure and needs of different departments / persons at the customer (stakeholder management)

a) Keeping the needs of all “stakeholders” in mind

b) Guiding the communication to support the stakeholders with deliverance of right arguments for his/her needs

5) Assessing the importance and urgency of customer requests

a) Keeping the overview of related issues

b) Priority management

c) Addressing issues accordingly i.e. what can be solved locally and where to involve the Program Manager / Instrument Systems

6) Offering product and services to the customers including negotiation (liberty depending on the matureness of the candidate)

Requirements:

• Existing network in the display industry
• Very high communication and social skills
• Ability to communicate with the management level of customers
• Ability to set up and manage a small team
• Analytical skills to understand the customer’s technical and non-technical needs (commercial, personal, hierarchical)
• Balanced and moderating nature to keep the overview in turbulent situations
• Thorough technical background & organizational talent preferred
• Chinese as mother language, fluent in English

上班地址：Shanghai,China