该职位来源于猎聘 岗位职责: Reporting directly to Patent Sales Director, leveraging our expertise, you are in charge of developing and retaining your customer portfolio. Your action will focus on: 直接向专利业务总监汇报,利用我们的专业知识,负责开发和保留大中华区的客户市场。你的职责将集中于:
Developing and maintaining an effective business, sales, and marketing plan for assigned territory 为指定区域制定和维护有效的业务、销售和市场计划
Demonstrating a good understanding of the territory and its specificities 熟悉所负责的区域及其特点 Managing and growing your portfolio of existing accounts, up and cross selling 通过追加销售和交叉销售,管理并实现现有客户组合的增长 Prospecting and developing a new portfolio of clients (support of an Inside sales and marketing department) 寻找和发展新的客户组合(在内部销售和市场部门的支持下)
Addressing targeted prospects through convincing of the benefit of our solutions, show its strategic use and demonstrate its value (ROI) 向目标客户展示我们解决方案的优势、战略用途及价值(ROI)
Monitoring the competitive landscape at your customers and in the market you develop 监测客户和市场的竞争状况 Managing a complex sales process (depending on complexity, your sales cycle can be up to 8 months) 管理复杂的销售流程(根据复杂程度,销售周期最长可达8个月)
Leveraging of presales and customer success resources
利用预售和客户成功资源
Retaining customers by your interpersonal skills, establish yourself as a true partner within your large customer's organization 通过你的人际交往技巧来留住客户,并成为你的大客户的组织中真正的合作伙伴
Attending events (conferences, exhibitions…), and representing the company at trade shows 参加活动(会议,展览…),并代表公司参加贸易展览
任职资格: B.S. or B.A. degree, preferably in Sales and Marketing or Business Administration, or equivalent. Master's or MBA is a plus 本科或学士学位,最好是市场营销或工商管理,或同等学历。 硕士或MBA更佳
Knowledge of the Intellectual Property/Patent, understanding patent application and litigation processes 具备知识产权/专利的专业知识,了解专利申请及诉讼流程 Language skills: You are fluent in English and Chinese native speaker 语言技能:中英文流利 Minimum 5 years of sales experience and account management 至少5年的销售经验和客户管理经验
Proven top performer
高绩效实现能力 History of continuously innovating on and improving sales processes and techniques 有不断创新和改进销售流程和技巧的工作经验 Team experience (entrepreneurship, etc.) 团队管理经验(创业等)
Passion for customer relationship and leading edge technologies 对客户关系和前沿技术的热情 Have prospecting skills and highly developed solution driven acumen 具有高级别客户开发技能和解决方案驱动的敏锐性 Mastering of closing deals with C-level
有能力与公司C级人员沟通并签约 Training in "solution" or "customer-centric" selling 培训"解决方案"或"以客户为中心"的销售
Experience selling to industry, financial services, B2B industries, and public entities 有向行业内、金融服务、B2B行业和公共机构销售的经验
Experience in serving large technology companies and participating in public RFP
具备服务大型科技类公司并参与公开招标的经验 Excellent presentation, negotiation and communication skills 优秀的表达、谈判和沟通能力
Completely at ease to report, forecast and plan its activity using a CRM 熟练使用CRM报告,预测和计划销售活动