Function职能

Key Account Management 大客户管理

National Sales全国销售部

PT Holcim Beton, a subsidiary of Holcim Indonesia PT Holcim Beton，印度尼西亚子企业

• To engage with senior management of customers (mainly Chinese owners and contractors) to proactively retain and develop existing customer relationships进行高级客户管理,积极维护并发展客户关系（主要是中国业主或者承包商）
• Grow income from a portfolio of the identified Key Accounts, and also to develop and grow new key account relationships通过对大客户资源整合管理来增加收入，开发新的大客户。
• Manage a customer portfolio in order to maximize the long-term mutual value of the relationship for both Holcim and client通过大客户管理以实现Holcim和客户长期利益最大化

• Accountable for ensuring the health and safety of oneself and colleagues by complying with the Company policies, procedures, guidelines, rules and regulations of Occupational Health and Safety at work 确保自身与同事的健康与安全，工作中遵守企业的职业健康安全流程及规定
• Plans and schedules visits to existing accounts in assigned territory per timeframe set by the department根据部门时间表和区域分配，计划安排拜访客户
• Suggests products for account to order, and facilitates problems to be corrected向客户推荐产品并帮助解决客户遇到的问题
• Establishes and maintains rapport with accounts in order to continue a positive business relationship for the department. Develop and maintain strong relationship with customer, including results from NPS建立并维护良好的客户关系，为客户净推荐值结果负责
• Prepares action plans and schedules to identify specific targets and to project number of contacts to be made确定目标及要完成的项目并为之准备行动计划
• Follows up on new leads and referrals resulting from field activity关注相关领域动态
• Attends when required pre pour meetings and job site pours参与相关会议
• Involved in planning, forecasting and budgeting参与相关的计划制定，市场预测及预算编制
• Product presentation and recommendation for project requirements根据项目要求进行产品展示和推荐
• Maintains accurate forecasting in SFDC and market data of their area of responsibility.确保准确的SFDC预测和所负责区域的市场数据
• Keeps updated salesforce database with contacts 根据合同持续更新客户管理数据库
• Does creation of reports and analysis on a timely basis及时做好汇报及分析
• Provides job quotes to customer on time for bid and follow up on results / outcome, do so based on sales leads and market intelligence及时为客户报价并跟进结果
• Update sales leads and market intelligence within sales force.通过销售队伍更新市场情报和潜在客户信息
• Promptly addresses and resolves customer service inquiries, requests and complaints满足客户需求并解决客户投诉
• Team up with QC when needed to resolve customer complaints与质量部门合作以处理客户投诉

• 3 to 5 years of sales experience 3-5年销售工作经验
• 1 to 2 years of managing key accounts 1-2年大客户管理经验
• Experience in construction 建筑行业经验
• Building materials experience  建材行业经验
• Knowledge of market/ customers 市场/客户管理经验

• Quickly gain an understanding of a client account, whether existing or new, identifying the way they work, what they expect from the company and, what opportunities exist in the client for the company’s offerings. 快速了解现有和新的客户情况，确定客户工作方式，客户需求和企业可提供给客户的服务。
• Align the company’s KPIs against the client’s expectations and needs and develop a structured account plan to achieve all goals and targets 将客户需求与KPI相结合以达到业绩指标
• Establish close relationships with client stakeholders and own company stakeholders, communicating goals, objectives and timelines clearly 与利益相关方建立紧密的联系，清晰阐述沟通目的，目标和时间计划
• Proactively seek to grow business within each client, whether existing or new, for mutual benefit主动寻求与现有或者新客户发展互惠互利的业务。
• Manage expectations of all stakeholders using highly developed communication, listening, questioning and reporting skills
• 运用熟练的沟通、汇报技能满足利益相关方的要求
• Be able to analyze results, explain variances and update account plans, in accordance with changing conditions found at any time在及时变化的环境中，能较好的分析和解决问题
• Develop and manage project and sales plans to exceed all targets, whilst concurrently improving customer satisfaction优化管理项目和销售计划达到超越目标的预期，同时提高客户满意度
• Deal with all aspects of campaigns and campaign management, maximizing their impact and optimizing the results？？
• 开展各方面的宣传推广和商业活动管理，最大限度地发挥其影响和优化的结果的能力