苏拉威西岛销售负责人 Sales Manager (MRO工业品）

职位概述

该岗位主要负责重点客户关系管理，为客户提供定制化解决方案，达成销售与业绩目标，带领团队并开展市场研究。同时，需推动新业务及重点客户开拓，并负责回款与信用风险管理。

主要职责

1. 重点客户关系管理

   • 建立并维护与重点客户（KA）的长期合作关系，深入理解客户业务需求及发展方向。

   • 通过定期沟通与拜访，及时反馈客户需求变化，并为客户提供专业建议和方案。

2. 新业务与重点客户开拓

   • 制定并主导公司重点客户开拓策略，推动可持续业务增长和市场拓展。

   • 识别高潜力目标客户，建立高层级关系，并与新客户达成战略合作。

   • 推动端到端业务开发，包括机会识别、解决方案定位、商务谈判及合同签订。

3. 解决方案提供

   • 根据客户 MRO（维护、维修和运营）需求，制定个性化产品解决方案和服务模式，确保满足客户运营及采购需求。

   • 与内部团队紧密协作，协调资源，为客户提供从需求分析、产品推荐到售后支持的一站式服务。

4. 销售与业绩达成

   • 制定并执行重点客户销售策略和业务增长计划，确保销售目标达成。

   • 通过市场分析和客户需求洞察，挖掘新业务机会，提升公司在 MRO 领域的市场份额。

5. 团队管理

   • 培训和辅导重点客户团队成员，提升业务能力，确保团队具备服务重点客户的专业技能。

   • 建立高效的客户服务流程，优化团队工作效率，为客户提供高质量服务体验。

6. 市场研究与竞争分析

   • 持续关注市场动态和竞争对手，及时调整客户计划，提升公司在市场中的竞争优势。

   • 参与公司重点客户相关政策的制定与优化，为公司提供可行性建议。

7. 回款与信用风险管理

   • 监督重点客户应收账款表现，确保按照公司政策及时回款。

   • 与财务及业务相关方合作，管理客户信用风险，降低回款风险，改善现金流表现。

   • 建立逾期账款治理与监控机制，在维护长期客户关系的同时确保有效解决。

任职要求

1. 本科及以上学历，工业工程等相关专业优先。

2. 5 年以上 B2B 销售、重点客户管理或工业品销售经验，有 MRO 行业经验者优先。

3. 优秀的沟通和谈判能力，能够独立处理客户需求，并灵活应对市场变化。

4. 熟练使用办公软件；中文流利，英语熟练者优先。

5. 对苏拉威西（Sulawesi）市场有深入理解，包括采矿、镍冶炼、制造业及相关工业领域；拥有成熟商业人脉者优先。

6. 熟悉苏拉威西当地商业实践、客户特点及运营挑战，具备识别并开发该区域业务机会的能力。

福利待遇

1. 年假至少 15 天或以上。

2. 交通补贴及通勤津贴。

3. 提供商业保险。

4. 良好的团队氛围，晋升机会多，薪资具有竞争力。

5. 提供笔记本电脑。

Role Overview

This role focuses on managing key customer relationships, providing tailored solutions, achieving sales and performance goals, leading a team, and conducting market research. It also drives new business and key account acquisition, and oversees revenue collection and credit risk management.

Key Responsibilities

1. Key Customer Relationship Management

   • Establish and maintain long-term cooperative relationships with key account (KA) customers, with a deep understanding of customers’ business needs and development directions.

   • Provide timely feedback on changes in customer needs through regular communication and visits, and offer customers professional advice and recommendations.

2. New Business & Key Account Acquisition

   • Develop and lead the company’s key account acquisition strategy to drive sustainable business growth and market expansion.

   • Identify high-potential target accounts, establish executive-level relationships, and secure strategic partnerships with new customers.

   • Drive end-to-end business development activities, including opportunity identification, solution positioning, commercial negotiations, and contract closure.

3. Solution Provision

   • Develop personalized product solutions and service models based on customers’ MRO needs to ensure their operational and procurement requirements are met.

   • Work closely with internal teams to coordinate resources and provide customers with one-stop service from demand analysis and product recommendation to after-sales support.

4. Sales & Performance Achievement

   • Develop and execute KA customers’ sales strategies and business growth plans to ensure the achievement of sales targets.

   • Explore new business opportunities through market analysis and customer demand insights, and increase the company’s market share in the MRO field.

5. Team Management

   • Train and coach key account team members to improve their business capabilities and ensure the team has the professional skills required to serve key accounts.

   • Establish efficient customer service processes, optimize team work efficiency, and provide customers with a high-quality service experience.

6. Market Research & Competitive Analysis

   • Continuously monitor market dynamics and competitors, and adjust customer plans in a timely manner to enhance the company’s competitive advantage in the market.

   • Participate in the formulation and optimization of the company’s KA customer-related policies and provide feasible recommendations to the company.

7. Revenue Collection & Credit Risk Management

   • Oversee accounts receivable performance across key accounts and ensure timely collection in accordance with company policies.

   • Partner with finance and business stakeholders to manage customer credit exposure, mitigate collection risks, and improve cash flow performance.

   • Establish governance and monitoring mechanisms for overdue accounts, ensuring effective resolution while maintaining long-term customer relationships.

Requirements

1. Bachelor’s degree or above; majors such as industrial engineering or related fields are preferred.

2. More than 5 years of experience in B2B sales, key account management, or industrial product sales; MRO industry experience is preferred.

3. Excellent communication and negotiation skills; able to handle customer needs independently and respond flexibly to market changes.

4. Proficient in office software; fluent in Chinese, with proficiency in English preferred.

5. Strong understanding of the Sulawesi market landscape, including key industries such as mining, nickel smelting, manufacturing, and related industrial sectors; an established network of business contacts is an advantage.

6. Familiarity with local business practices, customer characteristics, and operational challenges in Sulawesi, with the ability to identify and develop business opportunities within the region.

Benefits

1. Annual leave of at least 15 days or more.

2. Transportation subsidy and commuting allowance.

3. Commercial insurance provided.

4. Good team atmosphere with high promotion opportunities and a competitive salary.

5. Laptop provided.