全球客户经理Global Account Manager 招聘
中外运-敦豪国际航空快件有限公司
招聘日期 :
2008-06-02
～
2008-08-01
外语要求：
英语/熟练
：：要求及待遇：：
：：要求及待遇：：
职位描述及要求：
Overall Role Purpose
Develop detailed Business Plan by customer & industry in line with DHL Regional and Country strategies; Achieve revenue and profit contribution objectives for Global Advantage Customers under his account; Service and retain existing customers, develop new business through selling all DHL-Sinotrans products to customers; Achieve budget target
依据DHL在亚太地区及中国的战略，按客户和行业制定详细的业务计划，实现所负责的全球优先客户的收入和利润目标，通过销售中外运敦豪公司所有产品， 为客户提供服务，维护现有客户，发现新的业务机会，实现预算收入
Accountabilities
Business Development
业务拓展：
Manage existing and potential customers via personal sales visits and face-to-face communication; Provide appropriate personal service and selling approach consultation
通过销售拜访，和客户面对面沟通，给客户提供个人服务或销售方法咨询，实现对现有客户或潜在客户的管理
Find out the opportunity that may require the input and cooperation of the national GCL Sales team (ie: realize the opportunity to raise the business to country or regional level when dealing with multinational customers/companies).
发现需要总部物流部同事合作和投入的业务机会（例如：在和各个客户/公司交往的过程中，看到了全国或区域的更大业务机会）
Develop regular customer call/visit plan to ensure that customers are called/visited in a systematic and methodical manner, and ensure effectiveness of each client call/visit
制订一套有系统、有方法的客户拜访周期计划，并确保每次拜访都有效达到了拜访目的
Complete Global Sales Process (not SPACIT) required reports and other local reports in a timely manner
及时完成GSP（并非SPACIT）要求的各种报告和其它本地报告
Convert sales leads into customers (First Time Buyers) and accomplish 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
As customers’ main contact point, liaise closely with the relevant DHL departments to ensure that customers’ 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
Manage and update all documentations and data relating to customer visits, agreements and terms of service contract to ensure that customer information is maintained accurately in the customer database
归档和更新所有跟客户拜访、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
Formulate personal sales plan that incorporates initiatives for identifying and gaining new business prospects and maximises growth within the existing customer base
制订个人销售计划，其中包括怎样发展新客户，赢得新业务，以及怎样使现有客户发挥最大增长潜力
Meet regularly with Cluster GMNC Manager to evaluate the personal sales plan/strategy and performance so as to ensure that the required revenue and shipment results are being achieved
和分区GMNC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
Continually develop knowledge of DHL’s products/services and general commercial awareness to provide the possible best solutions tothe 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
Adhere to discount guidelines as set by National Marketing teams, and adhere very closely to National GMNC pricing instructions and processes when dealing with GMNC customers
严格执行全国市场部的折扣方针，在对待全球客户时，要严格执行全国物流部的价格方针和流程
Maintain good working relationship with the relevant supporting departments (e.g. Operations & Customer Services) to ensure they timely solve all customers’ issues.
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薪 水：
面议
元（不包括奖金、佣金、年薪、股票、期权等奖励性收入）
