Director, Corporate Sales (Chinese Mainland) 集团销售总监 (中国內地)

Position Description

本职位为区域销售岗位，负责中国内地市场的销售拓展与业务发展，协助集团销售高级副总裁制定并执行区域销售策略，落实销售计划并实现销售目标。本岗位的职责包括管理客户关系、开拓商机、在指定区域成功销售港机的产品和服务，以提升港机集团在中国内地市场的销售业绩及市场占有率。

This is a regional sales role covering the sales areas of Chinese Mainland, supporting the Vice President, Corporate Sales to implement the sales plan and achieve sales targets. This role will develop customer relations, opportunities, and sales success of HAECO products and services with assigned accounts in the region. With a drive for results and customer focus, the sales directors will strive to meet the company’s customer acquisition and revenue growth targets.

What You'll Do

• 巩固并拓展核心客户群，同时积极吸纳新客户
• 在客户关系管理系统中获取、整理并记录客户及市场情报
• 达到区域订单目标，完成销售管道指标，并持续开发新的销售机会
• 主导招标流程，并与各业务单位协作制定具竞争力的解决方案及产品，支持业务单位进行合同谈判
• 分析业务数据，协助管理层进行业务前景预测及潜在业务发展领域评估
• 与各业务单位保持紧密沟通，确保客户需求得到及时、有效回馈
• 代表公司参与行业展会、协会活动及客户会议，以推广公司产品与解决方案
• 定期参与集团商务部的会议，以分享市场动态与区域信息
• 确保遵循港机集团商业流程及公司内部政策
• 独立策划并执行客户拜访活动，确保符合差旅预算要求，并准备高质量的客户简报、出访报告及后续行动计划，并与管理层及相关单位共享
• 支持港机企业专案（如集团商务部专项计划）
• 支持与客户进行价格调整讨论
• 在客户关系管理系统中建立并维护客户利益相关方管理，并定期更新系统资料
• 制定、更新并执行区域销售策略，以及 A 类与 B 类客户策略，并与内部相关团队保持一致
  
  
• Grow anchor customers and acquire new customers
• Obtain and capture customer and market intelligence in CRM system
• Meet regional order intake targets, achieve sales pipeline targets and development of new sales opportunities
• Lead RFP process and work with Business Units to develop winning proposals and products, support Business Unit(s) in contract negotiation
• Analyze data and assist management forecast on business outlook and potential business development areas
• Frequent interaction with Business Units to ensure customer requirements are addressed
• Represent Company at trade shows, associations and meetings to promote products and programs
• Participate in regular meetings with Group Commercial and share market information
• Ensure compliance with HAECO Group Commercial processes and Company policies
• Prepare independently and execute customer visits in line with the travel budget and guarantee quality of briefing documentation, trip reports and actions out of business trips are defined and shared with management and entities
• Support HAECO projects such as GC Next level initiatives
• Support price increase and escalations discussions with customers
• Setup and maintain a customer stakeholder management within CRM system with regular updates
• Define, update and execute regional strategies and strategies for A and B customers and align with internal Interfaces

What You'll Need

1.专业与其他相关经验 

• 8 年以上航空或维修与大修服务商 (MRO) 行业销售相关经验，并具备良好的业绩记录
• 具备航空或 MRO 相关产品的商业销售实践经验
• 熟悉飞机、发动机及MRO部件类产品与服务的合同、定价及方案管理
• 拥有航空 / MRO 行业现有客户网络者为优势

1. Technical and other Relevant Experience

• More than 8 years of proven track record of sales experience in Aviation / MRO industry
• Demonstrated experience in Commercial Sales activities in Aerospace / MRO related products
• Working knowledge of contracts, pricing, and proposal mgmt. for Aircraft, Engine, and Component related MRO products & services
• Existing (customer) network within Aviation / MRO industry an advantage

2. 学历与其他相关知识 

• 相关专业本科或以上学历（文学学士 / 理学学士），或具备同等相关工作经验
• 具备优秀的英语听说读写能力
• 具备良好的商业报告及演示文稿制作能力，熟练使用 MS Office 办公软件

2. Qualifications and other Relevant Knowledge

• University Degree (Bachelor of Arts / Bachelor of Science) Education in relevant subject, and/or relevant work experience
• Excellent command of English, written and spoken; Cantonese and/or regional language is an advantage
• Proficiency in preparing project papers and presentations with MS Office applications