职位描述：
Job Description
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Description
National Sales Manager – China
Reports to: General Manager
Base Location: China - Beijing
Direct Reports: Immediate - None. Requires strong virtual team skills.
Ongoing – Major Account Execs.
Position Summary
Responsible for initially managing a virtual sales force selling to large complex customers across China. Manages the account executives by planning, organising, leading and controlling all the sales operations and activities for National Accounts. Plan, execute and implement business plans and strategies. Motivate sales force to sell products and services through effective management of opportunity development, reporting mechanisms and strong relationship building at the H/O level. Total accountability for the achievement of P&L targets, Fiscal Year sales targets in relation to revenue, margin $ and Line of Business conversion for the assigned National Account.
Principal Responsibilities
1. Attain targeted sales goals and performance through the effective management of the account and aligned resources.
2. Responsible for the overall management, implementation and development of account strategies resulting in increase share of wallet with existing National Account.
3. Resolve complex customer concerns regarding the sale/delivery of products with customer and internal departments such as manufacturing, customer service and financial services
4. Strategic involvement at Senior Mgmt level in the negotiations and attainment of new business.
5. Responsible for ensuring the Dell model is position at senior levels and utilized to competitor advantage by all sales personnel.
6. The achievement of Revenue/Product and Services mix targets for the assigned National Account.
7. Quarterly Business Reviews with all Major Accounts to ensure on target and on track
8. Sets the price discounting strategy in conjunction with marketing and the General Manager.
9. As a member of the Sales Management team responsible for continuous improvement and development of policy and procedures for the China business.
Qualifications
Requirements
Essential Other:
Extensive experience within a sales environment within the IT industry
Strong business acumen with broad knowledge of market relationships and forces.
Well developed people management, financial management and sales management skills
Must have proven success in consistently managing sales groups to achieve goals.
High level of negotiation and influencing and leadership skills
Strong history of achieving revenue/profit targets in a highly competitive market.
Ability to manage conflict and change.
Technical skills:
Knowledge of computer systems and hardware/software.
Desirable:
Bachelor’s degree with business related major highly desirable.
Post graduate in Business
Broad knowledge of the PC and IT sector
Market presence and strong network
INTERACTIONS:
Lead all sales and support staff engaged across the National Account. Dell Senior management team, senior contacts within customer base and other staff within Dell.
Opportunity
Professional:
This role has the potential to expand into a National Sales Manager position with 7-10 direct sales reports.
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