Position Prerequisites

Location: Shanghai

Education:. B.S. (Engineering or Science preferred)

Experience:

8-10 years’ experience progressing through the sales leader

Proven record of delivering results and leading teams to achieve team goals and BP

Skills 技能:

· Proactively identifies and anticipates customer requirements, expectations, and needs

· Demonstrates a strong desire to help customers make their business successful

· Understands the customers’ business and helps them deliver on their goals and objectives

· Demonstrates knowledge and understanding of customer (businesses, organizational structure, value drivers,

products/services, competitive market positions) and relevant industries and markets (economic trends, and value

drivers, threats/opportunities, current growth and future potential)

· Strong working knowledge of basic IT (MS Office and other utilization tools)

· Good at English writing and speaking

Others/其他:

Competency 胜任能力:

· Strategic Agility

· Drive for Results

· Customer Focus

· Business Acumen

· Decision Quality

· Negotiating

· Interpersonal Savvy

· Managerial Courage

· Building Effective Teams

· Authority (See Delegation of Authority) 职权(见授权书)

· Major Accountabilities 主要职责

The District Sales Manager (DM) is responsible for driving and maintaining profitable sales

growth, demonstrating operational excellence and maintaining delivery of the territory revenue

and profit business plan (BP). The DM is expected to develop the people, invest in their skill set

development, manage the accountabilities of district personnel and utilize the resources

effectively.

· Drive sales growth in assigned territory

· Establishes accurate team sales targets and manages individual account manager sales performances · Leads, develops and defines effective sales strategies that are aligned with BP and contingency plans to overcome all obstacles that could interfere with achieving BP · Executes defined strategy and Account Sustainability Audits (ASA process) to achieve zero lost business to the competition · Drives revenue growth achieving or exceeding BP · Drives account management excellence initiatives, including documented customer delivered value using the CVA – Customer Value Assurance planning process / tool and uses documented value delivered to achieve pricing and profitability business objectives · Routinely travels and communicates with account managers and area managers. Interfaces with customers and reviews sales performance, local relationships, and overall account stability · Develops and owns relationships with senior customer personnel · Consistently communicates sales plans and sales performance to senior business leaders at Solenis and provides timely feedback to Technology and Marketing departments based on client opportunities · Demonstrate operational excellence · Leads a strong safety culture and drives to a zero incident culture on their team · Manages a professional development plan for their team · Develops a territory strategy that provides ‘back-up’ plans for account coverage during rep changes · Builds a strong team atmosphere and culture for success that drives loyalty and team spirit and diversity · Maintains a strong performance coaching culture for talent development for themselves and their team recognizes customer relationship and employee performance issues and acts quickly to correct, and leads and embraces personal skill development for long term high performance, not short term gain · Drives team best practice process utilization, including SFDC, sales planning and customer value tools · Maintain profitable growth · Manages revenue gross profit vs. BP · Consistently manages territory within SG&A budget as a % of sales · Establishes and executes on a price increase strategy for all district customers · Manages initiatives to administer inventories at or below targets · Drives new innovation technologies for all customer and prospect opportunities to maximize profitability · Manages team to deliver exceptional A/R performance verses targets · Proactively manages customer contracts and contract renewals with advantageous terms and conditions · Avoids customer contract bids and RFQ’s with strong documented customer delivered value performance