职位描述/要求：

Business Division职能: Sales销售
Business Unit部门 : Station Field Sales<分公司> 分公司路区销售

Overall Role Purpose职位宗旨

Manage and train the Field sales team. According to the market environment, assist to develop the sales strategy and implement it. Coordinates the relationship with other functions of the company, network and customers, to ensure achieving the pre-set sales target
负责管理和培养本区销售队伍，根据市场情况参与制定并执行公司的销售策略，协调和公司内部、网络及客户的关系，完成部门下达的销售指标

Reports to直接上级

Cluster Sales & Marketing Manager
<分区> 分区市场销售经理
Station District Sales Manager （Only for Shanghai and Qingdao Station）
<分公司> 分公司地区销售经理

Scope of Role财务负责范围

Budgeted T/O in m or bn €[year] 年度预算额度:Size of budget or assets in m or bn €预算或资产的规模
Number of countries covered [year]国家数量（年）:Expected profit of business in m or bn €业务预期利润额度
No. Of FTEs [year]全职员工数（年）:Other relevant dimension其他
Direct/Indirect reports [year]直接汇报/间接汇报:Other relevant dimension其他

Accountabilities关键职责

Key activities主要职责活动

Customer客户External外部

Customer客户：

• Provide the express service by managing the sales team
• 通过管理销售团队向客户提供快递服务
• Face to the key customer and resolve the customers' problems
• 直接面对大型客户，为客户解决疑难问题

Customer客户Internal内部

Station and other functions in Field分公司及路区各职能部门：

• Assort with functions and ensure operations smoothly
• 协调好与各部门的关系，使业务正常运作
  

Overall goals / Typical measures关键衡量标准

• Customer Satisfaction
• 客户满意度
• Satisfaction of internal collaboration§ 内部协作满意度

Stakeholder利益相关者External外部

Cluster sales and marketing manager分区市场销售经理：

• Provide the report on market information and other working report to Cluster sales manager
• 向分区管理层提供市场信息报告及各类日常工作报告

Internal内部

Station district sales manager (only for shanghai and Qingdao Sation)分公司地区销售经理（仅限于上海和青岛分公司）：

• Provide the report on market information and other working report to Station sales manager
• 向分公司管理层提供市场信息报告及各类日常工作报告

Overall goals / Typical measures关键衡量标准

• Timeliness and quality of report
• 报告的及时性和质量

Process流程

Develop and manager发展与管理：

• Develop and improve the Field manage system, to ensure it working smoothly 建设和完善路区内的管理制度，使之能顺利运行
• According to the target assignment principle, mark off field to the sales and develop related target 按照部门指标分配原则，给销售员划分路区，制定指标
• Organize the sales meeting regularly and inspect the work of sales staff 定期召开销售主管及销售员会议，检查销售员的工作情况
• Visit the key customer and handle complex problems拜访重要客户，处理疑难问题
• Collaborate with all related functions. Deliver customers information, requirement and improve the service quality 协调与各部门的配合，传递客户的信息、要求，不断提高服务标准
• Improve sales personal competency by training and coaching. Cooperate all sales projects and provide related support 通过培训及辅导工作，提高销售人员个人能力。配合各种销售项目的开展并对实施情况做好相应的支持工作
• Read and analyse relevant sales report, supervise and evaluate the sales activities according to the quantity, aspect and quality standard 阅读分析相关销售报告，按数量、方向、质量等标准评估监督销售活动

Report and information system报告和信息系统：

• Use the sales manage tool proficiently. Understand the target customer information and sales working effort 熟练使用销售过程管理工具,了解销售员的客户情况和努力程度
• Collect and analyse market information, especially the competitor's information, and adjust relevant sales strategy 收集并分析市场信息，特别是竞争对手的情况，及时调整相应的销售策略
• Finish the working report monthly 每月完成工作报告

Overall goals / Typical measures关键衡量标准：

• Income target 收入指标
• Service quality 服务质量
• Team management 团队管理
• The feedback from customer 客户的反馈意见
• Training hours for sales staff销售人员培训时间
• Timeliness and quality of the monthly working report 月度工作报告完成的时间和质量

People - Management人员管理

• Clearly define department role, responsibility and performance targets for the function 明确定义部门角色，职责以及部门的绩效目标
• Plan, organise and direct an efficient and effective function规划、组织和指导部门进行高效且有效运作
• Develop a culture of quality, service excellence (for internal customers), flexibility and cost consciousness 培养高品质、优质服务（面向内部客户）、灵活并具有成本意识的文化
• Develop a team spirit and multitasking capabilities within the team 在团队内部培养团队合作精神，提高多重任务处理能力
• Manage the allocation of appropriate resources and commitment of staff to the achievement of Global, Regional and Country objectives and targets 合理协调资源，对全球性、路区性以及全国性的项目推进提供相应的资源保障
• Develop IKOs/KPIs with team members and monitor individual performance, including coaching, and conduct performance appraisal与团队成员共同制定IKOs/KPIs，并监督团队成员的个人表现，包括绩效辅导，并进行绩效评估
• Identify training needs and opportunities to develop a highly skilled functional department确认培训需求与机会，建立一个具有高技能水平的职能部门
  

Overall goals / Typical measures关键衡量标准

• Employee satisfaction in sub function 子职能员工满意度
• Unplanned staff turnover 员工主动流失率
• Employee accountability and performance 员工的责任心和绩效表现
  

Skills / Qualifications技能要求与任职资格

Key capabilities关键能力

Skill技能

• Excellent presentation, communication and negotiation skill 良好的演示、沟通和谈判技能
• Excellent writing and oral English skill 良好的英语书面及口头表达能力
• Be skilful in Office applications熟练的电脑操作技能

Competences胜任能力
Competency segment 'Business'"业务能力"

• Customer Orientation: Is focused on identifying and understanding each customer's needs. Expresses and acts on desire to assist customers in an efficient and friendly manner. 客户导向: 注重于确认和了解每位客户的需求。主动、高效并友好地帮助客户发展
• Planning & Organizing: Sets clear and realistic goals and objectives. Establishes a course of action and a sequence of steps to ensure that activities and objectives are efficiently achieved. Is structured with good personal organization. Schedules time effectively and uses efficient work methods and tools计划和组织: 设立明确、可行的目标。建立系统的行动步骤，以确保行动和目标的高效率实现。具有良好的个人组织能力。能有效安排时间，并能采用高效率的工作方法和工具。
• Decision Making: Makes timely and appropriate choices based on accurate analysis and experience. Uses sound judgment even in conditions of uncertainty. Anticipates impact of decisions and plans how to manage risk.决策: 根据准确的分析和经验，及时做出恰当的决策。即使在不确定的情况下，也要采用合理的判断方法。能够预见决策的影响，并就如何管理风险做出规划。

Competency segment 'Leadership'"领导力"

• Developing People: Facilitates the development of others through personal involvement in coaching, mentoring and sponsorship. Creates an environment that fosters learning, growth and development to improve DHL's capability to achieve the strategic vision 培养人才: 通过个人的言传身教，帮助他人发展。创建一个鼓励学习、成长和发展的环境，从而提高DHL的竞争力，以实现战略规划。
• Building and Leading Teams: Knows the talent* needs of the team. Attracts and develops the people who can meet those needs. Encourages effective cooperation among team members and between teams. Inspires team spirit and the commitment to achieve high standards of performance. 建设并领导团队: 清楚团队的人才要求。吸引并培养能达到这些要求的人员。鼓励团队成员以及团队之间的有效合作。激发团队精神和敬业精神，以实现高水平的绩效。

Competency segment 'Personal'"个人能力"

• Influencing: Persuades others of the value of an approach or idea. Gains commitment and support and gets others to willingly take action 影响力: 能够影响他人的方法观或理念。能赢得他人的承诺和支持，并促使其主动采取行动。
• Communication: Provides both verbal and written information in a timely, clear and concise manner. Expresses ideas effectively, adjusting style, tools and mode to the needs of others. Listens attentively, and summarizes or asks questions, when needed, to clarify information. 沟通技能: 及时、清楚并准确的提供口头和书面信息。根据别人的需求调整处事方法、工具和模式，从而有效地表达思想。倾听他人意见，总结问题，或者在必要时，询问问题以明确信息。
• Commitment to Excel: Challenges self and others to exceed standards and achieve extraordinary results, striving for best in class. Is not easily deterred when obstacles or delays are encountered. 追求卓越: 努力上进，为自我和他人设立挑战，从而超越标准，并实现卓越的成果。面对障碍或困阻时，不轻易放弃
  

Expected years of experience工作经验

• Five years or above relevant working experience 五年或以上相关工作经验
• Prefer to the sales working background 有销售工作背景优先

Educational Qualifications教育背景

• Business management and relevant subject 工商管理相关专业
• Bachelor or above 本科或以上学历

联系方式：

Interested candidates please send your resume in English with position to:awang@antal.com.cn

Antal International

Antal International is a leading international executive recruitment company - specializing primarily in the sourcing of middle to senior management employees for multinational companies.

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