Inside Sales Account Manager 成都

• 挖掘线上潜力客户，通过电话、企业微信、Teams等线上交流工具与客户保持良好互动和沟通，了解客户需求，完成销售工作，并与客户建立长期的合作关系。
• 根据客户属性及BU政策，针对OEMs、最终用户、合作伙伴等不同类型客户制定不同的合作方案，与客户完成商务沟通、谈判、及成交等流程，以及二次销售。
• 制定所负责客户跟进维护方案和计划，并完成全年销售指标。定期进行客户洞察、销售数据分析以及预警，及时向上级领导及协同部门汇报销售数据及总结。
• 完全掌握客户项目情况，管理从建立到结束的每个阶段。利用可用的分析来评估项目的大小、组成和运行状况，确保清楚地了解所需的操作。
• 了解客户的企业文化、产品研发以及其市场发展方向，推动新的产品组合、商城优势品类、促销、直播活动等，拓展、替换客户现有竞品品类。
• 与客户进行双向对话，充分了解客户需求，并协调各BU的相关人员、技术工程师和渠道合作伙伴，解决问题并为客户创造价值。
• 应用合理的价格策略，包括任何经授权许可的折扣以及条款，来确保在获取销售机会的竞争力以及一致性。如需要，争取额外的价格支持或其他政策支持以确保业务机会和目标的达成。
• 提供准确的销售预测和计划信息。在CRM工具中准确、完整维护客户记录、活动和项目报告信息。
• 洞察工业品市场动态发展趋势，分析市场走势及竞争对手最新动态，对市场进行综合分析，适时调整客户维护及转化方案。
• 完成上级交办的其他相关任务。

• 工业自动化、机械、电气与电子（E&E）、信息技术（IT）等相关专业的学士及以上学位
• 具有3至5年低压、自动化、数字化等应用领域的实际销售工作经验，或有重点客户管理经验者
• 熟悉西门子TIA（全集成自动化）产品和流程。在1-2个行业领域（如生产制造）具备一定的行业背景和知识
• 能够运用有效且互相尊重的沟通方式与目标群体互动，运用谈判技巧达成令人满意的协议，并能够根据目标客户的信息，完成其需求。
• 具有数字化直销（digital sales，inside sales）经验优先考虑。
• 能习惯远程工作，通过线上工具和资源高效的拓展开发和维护客户资源
• 培养成长型思维模式，自我激励不断进取，在面对挑战时勇于承担
• 具备基本的英语阅读、写作和口语能力

• Deeply engage with potential online customers. Maintain good interaction and communication with customers through online communication tools such as phone calls, WeChat, and Teams. Understand customers' needs, complete sales tasks, and establish long-term cooperative relationships with customers.
• Create different cooperation plans for various types of customers, such as OEMs, end-users, and partners, based on customer attributes and BU policies. Complete business communication, negotiation, deal closure, and secondary sales processes with customers.
• Develop follow-up and maintenance plans for responsible customers and achieve annual sales targets. Conduct regular customer insights, sales data analysis, and early warnings, and report sales data and summaries to superiors and collaborative departments.
• Take full ownership of the opportunity pipeline, managing each stage from creation to closure. Leverage available analytics to assess pipeline size, composition, and health, ensuring a clear understanding of required actions.
• Understand the customer's corporate culture, product research and development, and market development direction. Promote new product portfolios, advantageous categories in the mall, promotions, live streaming activities, etc., and expand or replace the customer's existing competing product categories.
• Conduct two-way dialogues with customers to fully understand their needs. Coordinate internal and external stakeholders and focus resources on operational-level support, e.g., leveraging business developers, technical engineers, and channel partners to solve problems and create value for customers.
• Identify and apply the appropriate pricing model, including any agreed-upon discounts or terms, to ensure competitiveness and alignment with the opportunity. Seek additional pricing support or special terms, as necessary, to secure the opportunity and meet strategic goals.
• Provide accurate forecasts and planning information. Maintain accurate and complete customer records, activities, and pipeline reports within required CRM tools.
• Gain insights into the dynamic development trends of the industrial products market. Analyze market trends and the latest developments of competitors, conduct comprehensive market analyses, and adjust customer maintenance and conversion plans.
• Other related tasks assigned by superiors.

• Bachelor's or above degree holder in Industry Automation, Mechanical, E&E, IT, or related fields.
• 3 ~ 5 years of practical sales working experience in low voltage, automation, digital, certain branch applications, or key account management experience preferred.
• Familiarity with Siemens TIA/systems in single workflow. General knowledge in one or two verticals (e.g., manufacturing

Siemens