Responsibilities                                                                                                                      

In this position, working as part of ITR China’s Enterprise Sales Management Team, you are responsible to develop, nurture and lead the ES Beijing sales team in order to deepen long term customer relationships with multinational firms and partners across China, specifically focusing upon the North Region, China Team.

Management & Leadership

Ø   Promote and ensure staff compliance with ITR‘s systems, policies & procedures

Ø   Work closely with ES management peers to streamline practices & efforts as a team

Ø   Know ES’ Sales Concept & Model and lead the team to use these methodologies to achieve consistent success

Ø   Develop new key partners (BD channels and/or manufacturers)

Ø   Play a lead or assisting role within the North Region ES management team to:

l   Lead team to consistently meet sales targets

l   Manage & guide the team to individual performance success

l   Monitor team activities (daily whereabouts, leads, ongoing opportunities and projects)

l   Assist with approving, analyzing and controlling team expenditures.

l   Proof and approve documents to be presented to ES clients by your team, ensuring they reflect ITR’s standards for quality & accuracy as well as match the account strategy.

l   Guide & assist team members with negotiating and closing deals

l   Set monthly Performance Goals for individuals’ improvements

l   Manage Special projects (e.g.: ‘Top Accounts’; Industrial Park campaigns; Client Retention & satisfaction)

l   Administer sales recognition programs

Ø   Suggest sensible appropriate changes to systems/methodologies to improve our productivity, profitability & satisfaction

Reporting

Ø   Play a key responsibility role to create, track, gather & submit accurate, regular team reports to manage & improve ES results

o    “Areas for Team Reporting”:

§   Individuals: Activity reports, Expense Reports; Sales forecasts;

§   Team: Leads progress/results; Sales forecasts; Quote Stats; Sales Stats; Incentive stats; Team HR status

§   Special Project updates (ie: ‘Top Accounts’;  Industrial Park campaigns; Client Retention & satisfaction)

§   Other progressive areas, as suggested by you or by management

o    Monthly reports for above “Areas for Team Reporting”

o    Trimesterly reports (each 4 months) for above “Areas for Team Reporting”, including reviews, strategic proposals, etc:

o    Utilize the ES (SH) Mgmt. team, Sales team and Sales assistants to assist you in best achieving these tasks

Ø   Document own individual work to a high standard using ITR internal CRM tools (“the Forum”, etc).

Ø   Maintain your own individual prospects sales forecast report

Strategic Leadership

Ø   Across the company:

o    Be a positive influence and a constructive contributor

o    Enforce company policy

o    Coach, guide and develop staff

o    Work with other managers and departments to enhance interdepartmental cooperation and work flows

Ø   Within the ES department:

o    Contribute to strategic planning for all accounts where you can make a meaningful contribution

o    On a case by case basis, assist in developing customer relationships for team accounts, regardless of whether you are acting as key account manager or not.

o    Continue the ongoing development of ES team reward programs

o    Review market & competitive costs, supply & demand to ensure that ITR is aligned with optimal product/service lines.

o    Train and support the ES China East and North region teams in sales techniques (incl. skills & strategies for winning business; strategic key account development; strategic account mapping & documentation; teamwork & roles)

o    Propose and develop client prospecting, marketing, partner and general business campaigns

o    Support & promote relationships with key company partners

o    Develop, promote and train Sales Assistants: administration, reporting, skills & methods to support team & clients