Sales Manager at Air Products in Tianjin, China

POSITION SUMMARY

Purpose

Execute our business strategy for our business model in Northern China, increase our density and market share, maintain the profitability and the leading position in Northern China. The incumbent should lead the whole sales team to achieve new signing, customer retention, pricing and overall margin enhancement target.

Nature and Scope

The role is the key to lead a 12~20 sales to continue our leading position in Northern China.

This position requires well-grounded technical, commercial, leadership and influencing skills to drive and develop the team needed to stay on course and within boundaries of low cost business structure. It will also require creative approaches to problem solving necessary to operate as small business unit within a company business environment.

This position is accountable for the following:

1) Execute business strategy and continue to enhance the Disruptor Business Model. Maintain AP as the leading position for the offer in the area by increasing density, marketing share, and profitability.

2) Directly lead the area sales team, indirect lead customer retention sales and work with company support function to achieve annual business target.

Develop the sales team and maintain the leading position in the organizational level. Manage the partner relationships – strategic customers. Maintain accountability for business results – monitor results vs plan and if necessary, take action to stay on course. Submit business call report to the leader on time and provide the sales report in time on volume/price, productivity achievement of existing accounts and segment highlights feedbacked by customers and market competition of the area in charge. Submit personal visit report, weekly plan and annual sales plan on time, report all business actions in time. Create and implement offering enhancements – telemetry, auto-delivery, managed gas invoicing and other best practices or market differentiating tactics as they surface Is accountable for the margin enhancement activities, maintain and improve the margin. Adapts safe practices in every aspect of the workplace. Ensures compliance with all safety procedures, rules, and objectives. Incorporates safety-related responsibilities into employee job descriptions and evaluates performance against their objectives. Reports all negative safety-related observations. Other works and projects assigned by manager or the company.

JOB REQUIREMENTS

Education- University education (in business or technical area preferred) an engineering, finance, marketing and/or management discipline.

Work Experience- Minimum 10 years of experience with at least 5 years in a managerial capacity in multinational Companies operating in China.

Skills- Sales, commercial, and negotiation skills

Strong leadership and communications skills, including written and spoken English and Chinese (Mandarin) and listening and presentation abilities.

Qualities- Strong result-oriented leader with a bias for action and ability of taking risk.

Well developed influencing skills. Ability to get along well with diverse personalities. Concise, strong, mature, and flexible.

Leadership capabilities – disciplined, process oriented and can build a positive team environment.

Integrity – act with integrity and in accordance with company ethics. Ability to confront behavior not consistent with company values. Honors commitments.

Problem solving and decision-making skills – decisions that reflect thorough evaluation of needs, goals, facts, etc.,

Result focused – demonstrate ability to reach goals, accountability for results, demonstrated ability to manage through company network, assertive, clear notions of efficiency.

Able to travel 25-50% of the time.