Objectives:
• Implement EVO strategy, initiate contacts with existing and potential customers, identify their needs in terms of product specifications and schedules and sell appropriate products accordingly to achieve sales targets.
• Provide inputs and participate in the marketing/ market development and planning, technical development of products and services to support the implementation of sales strategies and polices for Fuel Additives business.
• Manage and further strengthen the relationship with key accounts Sinopec and GKAs, to achieve business growth.
Main Tasks:
• Business development and customer management
o Plan, lead and carry out sales activities to achieve sales targets by calling and visiting existing/prospective customers to understand and identify their needs to create a long-term customer supplier relationship.
o Develop proposal on sales and marketing, technical solutions to customers and ensure account strategy are exploited consistently
o Research, identify and develop existing and potential customer portfolio
o Further secure business opportunities by identifying customer needs in terms of product application, services requirements, identifying buying cycles, delivery schedules and pricing structure for specialized products within the appropriate business segment, including necessary information provided to other functions, e.g. credit control, logistic, customer services.
• Technical support of market strategy
o Act as an active member in sales and marketing team to provide technical supports such as organizing technical seminars, workshop to introduce and promote products.
o Provide technical inputs/ recommendation to strategy development and implementation based on analysis of product performance in comparison to competitive products and reports that define and rank performance requirements for technical success.
o Visit customers to collect and analyze field information of customer expectations/ problems on product performance/ technical service needs to verify product design suitability to application.
o Provide competitive product performance information to verify competitiveness of own products.
o Provide technical support to customers as trouble shooters and technical consultant, including handling/ follow-up complaints on technical related issues.
o Monitor the market development trend and regulations/policies made up by government.
• Key account Management with CRAES and government lobbying
o Organize free test quota from CRAES, and keep bi-weekly (minimum) visit and frequent contact.
o Coordinate among BASF Regional Segment Management, BASF SE and CRAES, to support the engine lab running in smooth.
o To network with Sinopec and Petrochina, organize annual Clean Fuel Workshop (Engine Lab Forum) and other necessary workshops, industry activities.
o Proactively involve in the relevant regulation/standard setting process, to provide technical support and worldwide experience from BASF to the legislators as a consultant.
• Product application and development
o Provide technical guidance / assistance to customer for product applications, including optimization, troubleshooting, and training of personnel to enhance pre- and post- sales services
o Work as technical service representative as part of a technical service team at a larger account to identify future customer needs and determine their service needs, approaches and procedures to meet their satisfaction with products and services
o Interface sales/marketing personnel and technical service laboratory/ product training to understand and apply production/application techniques to enhance business opportunities via product applications, meet customer expectations and solve technical problems
o Provide inputs and recommendations for developing/evaluating product applications, defining marketability, modifications and termination of ineffective products with Sales/Marketing team.
o Maintain an up-to-date working knowledge of newly developing technologies and manufacturing practices and share with the sales/marketing personnel.
• Support to define customer needs
o Make sales contacts via regular sales visits/calls, research customer needs and develop application of products and services effectively.
o Determine the approach to apply market strategies and sales goals for each product and service by obtaining, coordinating and evaluating data and information from customers and team on product performance, customers’ expectation, intelligence on competitors in order to meet customer expectations and optimize sales/margin/ profit growth.
o Sharing information related to customer expectation and product performance with team members.
o Research and develop list of potential customers together with Sales team.
o Evaluate product and service marketability in terms of customers’ technical and manufacturing needs.
o Follow up on sales leads and make calls/visits on potential customers.
o Maintain up-to-date understanding of industry trends and technical development that effect target markets
o Establish, maintain and develop industry contacts that lead to sales
o Work with customers’ operation personnel and own research personnel to establish a communication path that enhance business development
• Contribute to pricing policy
o Implement the defined pricing policies.
o Provide inputs on pricing structure according to market intelligence on price trends, consumption analysis, sales terms and conditions, customer profiles to ensure profitable margins.
• Market intelligence
o Establish a database to obtain, update, maintain and evaluate market trends, the application of products/ technology and service needs, etc in order to support identifying new business opportunities.
o Prepare market research project to develop competitor grid and benchmarking analyses on competitors’ positioning and the performance of their competitive products.
Requirements:
• Education: Master of Science
• Working Experience: 6+ years
• Technical & Professional Knowledge: Petrochemical industry
• Work location: 北京（东三环北路佳程广场）
