Overall Role Purpose

To increase sales revenue, increase profit margin of small accounts, develop & maintain the customers with a revenue band below RMB3000/mth,the job holder is responsible for the revenue generated from an assigned sales territory, by servicing and retaining existing customers and targeting new business opportunities across all products sold by DHL-Sinotrans (International Outbound DOX & WPX, Inbound IMP & Domestic DFX & DPX products)
Means of contact with customers shall be exclusively by telephone
为了最大限度的利用销售资源，增加销售额,提高小客户的贡献率，发展并维持月平均收入RMB3000元以下的客户，依照全国销售部的总体工作目标和区域要求，该职位负责完成各自销售路区的预算收入，通过销售中外运-敦豪公司的所有产品（包括国际文件和包裹快递，进口协议到付，国内包裹速递，国内重货速递）为客户提供服务，维护现有客户，发现新客户，完成预算收入
所有和客户的沟通都通过电话实现

Accountabilities

• Manage a portfolio of customers and potential customers via telephone contact
  通过电话拜访来管理现有的客户群或潜在客户
• Use customer call prioritization processes as directed by the National DSC Manager to ensure that customers are called in a systematic and cost effective manner, and ensure that effective call objectives exist for each call
  通过全国直接客户业务经理的指导使用电话拜访有限流程，确保所有客户拜访有系统地进行，达到成本有效性，并确保每个电话拜访都具有有效的拜访目标
• Complete all reporting requirements in a timely manner
  及时完成各种要求的报告
• Build a strong client relationship to ensure that each account performs to its maximum potential, reducing attrition rate and minimizing opportunities for competitors to gain business
  和客户保持良好关系，确保所有帐号都发挥最大发件潜力，减少和客户的摩擦，尽可能减少竞争对手争夺业务的机会
• Conversion of sales leads into customers (First Time Buyers) and up-selling and cross-selling within existing customer accounts
  把销售线索转化为客户（首次发件帐号），并对现有帐号/客户进行向上销售和交叉销售
• Act as the customers’ main point of contact, by liaising closely with the relevant departments within DHL to ensure that their queries, problems or issues are dealt with appropriately
  作为客户和DHL之间的主要联络人，和各部门之间紧密沟通，确保客户的疑问、问题都合理得到解决
• Control all documentation and data relating to customer visits, agreements and terms of reference to ensure that customer information is maintained accurately in the customer database
  管理所有跟客户拜访、协议、服务条款等有关的文件和数据，确保客户的信息在客户数据库中得到正确的维护
• Analyse and monitor customer data to measure success and identify fluctuations/trends so as to decide on the relevant actions to be taken
  分析和管理客户数据，以衡量自己的业绩并发现客户的新趋势、新情况，并决定将采取什么样的相关政策
• Meet regularly with the Sales Manager or Area Telesales Supervisor to evaluate the personal sales plan/strategy and performance so as to ensure that the required revenue and shipment
  和销售经理定期开会，评估个人的销售计划/战略和业绩，确保预订销售收和件量得以实现
• To continually develop knowledge of DHL’s products/services and general commercial awareness in order to provide the best possible solutions to the customers
  不断更新自己关于DHL新产品/服务方面的知识，提高自己的商业敏锐能力，确保为客户提供最好的解决方案
• Produce information for management as required in order to evaluate performance
  在管理层要求时提供相关信息，用来评估业绩状况
• Adhere to discount guidelines as set by Station, Area & National Sales & Marketing teams
  严格执行分公司/区域和全国销售市场部的折扣方针
• Ensure co-operation with other members of the sales team and throughout the workforce
  销售部同事和公司其它同事紧密合作
• Develop a working relationship with the relevant support departments (e.g. Operations & Customer Services) to ensure they are kept up to date with all issues relating to customers. All non-sales activities or diversionary activities should be handled by Sales Support or other specialist departments whenever possible
  和相关支持部门（例如：作业部，客户服务部）保持良好合作关系，确保他们及时能解决客户的各种问题。所有非销售的行为都必须有销售支持人员或其它专门部门来处理
• Incumbent has no direct reports and authority over country line and functional personnel. Nevertheless he/she must be able to demonstrate ability to influence decisions/actions
  该职位无直接下属机构和向其汇报人员，但是他/她必须证明其能够影响决策/行动

Skills / Qualifications
Skills技能要求

• Good interpersonal, communication and telephone handling skills
  良好的电话沟通技能
• Strong selling techniques
  优秀的销售技能
• Proactive, persuasive and aggressive
  主动, 积极, 具有说服力
• Good English
  良好的英文水平
• Computer literacy
  能够操作电脑
• Understanding of the language of business practices
  了解业务常用语言
• 1-2 years relative experience or above
  1-2年或以上相关工作经验
• Working experience in sales preferable
  有销售工作背景的优先
• Business relative Degree
  商业本科学历