Area: BJ, Tianjin, Shanxi, innermongolia, Henan

Report to: China sales director

 

- Be the primary interface between the distributors and BJ in relation to the business.

 

- Be the overall responsible of sales in the area through distribution network:

• Develop of distribution network for sales achievement of different product lines
• Achieve or exceed sales budget through distribution network
• Manage, support and improve of distribution network
• Sales plan and forecast and implement of distributors
• The necessary special price application
• Plan sales trainings/meetings with distributor’s sales force and sub-dealers.
• Get information from distributors of their end-user installation, monthly sales and stock
• Distributor coordination

 

- Be the responsible of local marketing activities with distributors:

• Proposal budget for local marketing activities
• Local marketing activities plan and support with distributors.
• Maintain relationship with local key opinion leaders
• Plan and coordinate with distributors and company for new product launches.

 

- Help technical service and application support to ensure distributor’s satisfactory and end-user’s satisfactory:

• Assure’s Product Information is getting to the appropriate people within the distributor organization
• Help coordination with service department and application department when necessary

 

- Support distributor as the Manufacturer’s representative in the territory. This will include:

• Visiting key accounts. This would provide support to distributor by obtaining a visit at higher level
• Assist distributor in establishing a group of opinion leaders that eventually would publish white papers on’s products when necessary.
• Visit regularly the end-users (either current or potential), providing distributor the opportunity to introduce a manufacturer representative.

A summary of these visits must be sent to distributor together with recommended actions.

• Assist distributor in maintaining a data base of instrument sales in their market including their and competitor’s sales.

Provide distributor and, a monthly report detailing activities done in relation to distributor, sales YTD to distributor compared with plan and with prior year and a proposed plan of activities for the next 3 months.

• Maintain systematic and frequent meetings with distributor to review the monthly report and introduce modifications on the ongoing plan.

 

- Be the responsible to of sales team management, including

• Help team member recruitment
• Job planning and performance evaluation
• Team meeting and reporting
• Team training
• Team-building

 

- Be able to technically discuss IL products vs. competition

 

- Be able to run a short demo on how to use products .

 

- Keep update and report  on market dynamics, competitors’ activities and any opportunity that might allow to increase its market penetration in the territory