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Tianjin, Tianjin, China · On-site
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Tianjin, Tianjin, China · On-site
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Tianjin, Tianjin, China · On-site
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Skills: Leadership, Adaptability, Communication, Fast-paced Environment
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The role involves managing key account relationships, identifying customer needs, and developing customized animal nutrition solutions to drive sales growth. It also requires coordinating with internal technical, R&D, and marketing teams to ensure successful project delivery and market expansion.
Candidates must have a bachelor's degree or higher in animal nutrition, veterinary medicine, or a related field, along with over 8 years of experience in value-based sales within the feed industry. Strong project management, communication, and market insight skills are essential for success in this role.
Louis Dreyfus Company is a leading merchant and processor of agricultural goods. Our activities span the entire value chain from farm to fork, across a broad range of business lines, we leverage our global reach and extensive asset network to serve our customers and consumers around the world. Structured as a matrix organization of six geographical regions and ten platforms, Louis Dreyfus Company is active in over 100 countries and employs approximately 18,000 people globally.
一、岗位职责
（一）客户管理 & 客户需求挖掘
1. 熟悉了解负责重点KA客户的基本信息，经营状况，组织架构，决策流程，技术和采购决策行为，关键决策人信息
2. 能建立、发展和管理复杂的重点客户关系，尤其是和业务相关连的所有人员（包括决策人员、影响人员、使用人员、执行人员、利益关连人员），可利用内外部资源或者建立团队帮助实现客户关系的管理
3. 深入了解KA客户企业各部门的KPI、痛点和需求（包括技术，采购，品控，运营，产业链等等）
4. 识别帮助提供客户解决方案的关键人员、影响者、决策者并与之建立联系，通过很好地理解客户需求并知道如何提升客户的价值感受来确保利润和销售目标超额完成
5. 密切监控客户关系，持续创造价值并不断优化。通过与后勤、采购、销售、供应链专业人员有效合作来支持客户，及其提供客户需要的信息，解决客户抱怨。
6. 与多个部门建立战术协调关系，并可直接驱动跨BU间的销售机会，整合资源来达成或超出客户目前或未来的需求，获取客户长期持续的承诺
（二）定制化解决方案销售 & 业务拓展
1. 与相关职能部门（如：行销部门、市场部、技术服务、运营部门等）以及主管保持及时沟通并通力合作，以保持对更复杂客户的产品/服务能力和整体业务战略的认同，来解决客户目前的和未来的需求。
2. 扎实掌握并不断发展对客户业务战略和需求的知识，了解竞争对手，广泛发展行业知识，包括产品/服务/客户分类/销售渠道以及竞争对手的产品等方面的知识。
3. 与销售市场等支持职能部门，配合评估竞争对手的能力并与我们的业务能力做对比，找出差距并定位我们的竞争方案
4. 与公司内部的所有销售和职能部门拓展销售，执行我们的战略合作目标，帮助客户实现事业上的发展和成功。
5. 支持销售领导/管理团队完成销售目标、发展现有产品及新产品的成长战略。发现客户的潜在需求和促成新的销售机会
6. 与客户共创定制化动物营养与健康解决方案，与技术服务团队紧密合作，确保技术细节的准确性和可行性。根据 客户的具体需求，整合公司资源，设计具有竞争力的个性化解决方案，并向客户进行有效的方案推介和价值阐述
7. 重点客户的项目管理的推进与落地 ：负责定制化解决方案项目的全流程管理，包括与客户的沟通协调、内部资源的调配以及项目进度的跟踪与控制。与技术服务团队协作，确保方案在客户处的成功实施和稳定运行，及时解决项目实施过程中出现的各种问题，保障项目的顺利交付和客户的满意
8. 业务拓展 ：负责挖掘 KA 客户的潜在业务机会，通过精准的市场定位和有效的销售策略，推动公司产品在 KA 客户中的销售增长，完成并超越公司设定的销售目标。积极拓展新的 KA 客户资源，拓宽公司市场覆盖范围
9. 制定销售方案，优化客户和业务的总体价值，确保方案解决了客户的关键问题、需要和要求。
(三) KA经销商或者区域经销商的管理
1. 能根据公司目标客户的情况，开拓新经销商渠道，评估对目标客户的合作资质，谈判签约并建立合作关系
2. 定期拜访核心经销商，推动目标客户的合作
3. 制定经销商的区域或者目标客户的季度、年度销售计划，分解并落实到具体销售指标和客户，确保业绩达成
4. 跟踪经销商销售数据，分析市场动态，及时调整策略应对挑战、完成销售目标
5. 能与经销商共同完成针对性的区域市场活动，推动销售
6. 有效管理经销商与KA客户或者其他经销商，达到最优的市场覆盖
7. 制定经销商培训计划，提升销售能力和产品知识
（四）跨部门协作与业务策略的执行
1. 技术服务协作 ：与技术服务团队保持密切沟通与协作，共同解决客户在产品使用过程中遇到的技术难题。组织并参与 technical training 和技术交流活动，提升自身对产品技术知识的掌握程度，以便更好地向客户传达技术优势和解决方 案。
2. 研发合作 ：与研发团队建立良好的沟通机制，及时反馈市场和客户对产品性能、功能等方面的反馈和期望，推动产品的优化与创新。参与新产品的研发项目的市场调研和需求分析工作，为研发团队提供准确的市场导向和客户洞察，确保新产品的研发符合市场需求和客户要求。
3. 市场协同 ：与市场团队密切配合，参与制定市场营销策略，共同提升品牌在目标市场的知名度和美誉度。协助市场团队开展市场推广活动，如产品发布会、技术研讨会、行业展会等，向 KA 客户传递公司品牌价值和产品优势，吸引更多潜在客户关注公司产品和服务。
4. 协助市场部门制定高质量高成效的市场活动; 与市场专业人员/经理合作，执行客户交易/销售工作（如：行业相关事件、展会、客户工厂参观、研发研讨会和工作讨论总部访问等）
5. 收集客户信息以为市场部门和技术部门服务参考。
6. 配合信贷部门管理好客户的货款和信贷问题。
7. 配合客服和生产部门更好的执行客户定制化解决方案
8. 建立客户和客户服务计划档案，以备回顾查询和更有效的推进业务，创造持续的价值。
9. 识别和发展中/短期的解决方案，与关键开发人员和跨职能团队创建新的或现有产品/服务组合，为市场份额的维持和增长以及利润的最大化而努力
10. 基于已建立的市场价格政策和规程，执行价格程序，与销售管理团队合作，就定价战略竞争力和执行情况提供反馈。
11. 与法律部门和其他高级客户/销售领导人拟定合同并执行更复杂的合同，与更复杂的客户进行谈判，最后确定其销售
12. 直接或间接参与职能部门协作，利用创新收入产生解决方案，包括品牌、价格细分和产品配置，与更多相关部门分享想法和合作，为更复杂的客户提供解决方案
（一）专业背景与知识技能
1. 教育背景 ：本科及以上学历，动物营养、动物医学、畜牧养殖、市场营销等相关专业优先考虑。
2. 行业知识 ：具备扎实的动物营养、饲料科学、养殖管理等专业知识基础，深入了解饲料行业和养殖行业的市场动态、竞争格局、法规政策以及技术发展趋势，能够准确把握市场脉搏并为客户提供专业的行业见解。
3. 销售技能 ：熟练掌握销售流程和技巧，具备出色的客户关系管理能力和市场开拓能力，擅长挖掘客户需求、构建解决方案并进行有效的销售谈判。能够熟练运用 CRM 等销售管理工具进行客户信息管理、销售机会跟踪和业务数据分析。
4. 沟通能力 ：具有卓越的沟通能力和表达能力，能够清晰、准确地向 KA 客户传达公司产品和服务的价值主张，以及定制化解决方案的技术细节和优势。同时，具备良好的跨部门沟通协调能力，能够与技术服务、研发、市场等不同专业背景的团队成员进行有效的协作和交流，确保工作的顺利开展。
（二）能力素质
1. 市场洞察力 ：具备敏锐的市场洞察力和商业思维，能够快速捕捉市场机会和潜在威胁，提前布局销售策略，为公司赢得竞争优势。善于分析市场数据和竞争对手动态，准确判断行业发展趋势和客户需求变化，为公司的产品研发、市场推广和销售决策提供有价值的参考建议。
2. 项目管理能力 ：具有较强的项目管理能力，能够同时处理多个定制化解决方案项目，合理安排项目进度和资源，确保项目按时、按质量要求交付。具备良好的组织协调能力和问题解决能力，能够在复杂的项目环境中有效地协调各方资源，解决项目过程中出现的各种矛盾和问题，保障项目的顺利推进。
3. 团队合作精神 ：富有团队合作精神，能够与技术服务、研发、市场等团队成员建立良好的合作关系，共同为实现公司业务目标而努力。尊重团队成员的专业意见，善于倾听他人的建议和想法，能够充分发挥各自的优势，形成工作合力，打造高效的跨职能合作团队。
（三）其他要求
1. 工作经验 ：拥有 8 年以上饲料行业或相关领域差异化产品的价值销售经验，具备丰富的 KA 客户资源和成功的大型项目销售案例者优先。
2. 适应能力 ：能够适应频繁出差的工作要求，具备较强的抗压能力和适应能力，能够在不同的客户环境和地区之间快速切换工作状态，确保工作的连续性和高效性。
Additional Information for the job
LDC is driven by a set of shared values and high ethical standards, with diversity and inclusion being part of our DNA. LDC is an equal opportunity employer committed to providing a working environment that embraces and values diversity, equity and inclusion.
LDC encourages diversity, supports local communities and environmental initiatives. We encourage people of all backgrounds to apply.
Sustainable value is at the heart of our purpose as a company
We are passionate about creating fair and sustainable value, both for our business and for other value chain stakeholders: our people, our business partners, the communities we touch and the environment around us.
Creating fair and sustainable value, for the benefit of current and future generations.
Louis Dreyfus Company is a leading merchant and processor of agricultural goods. We leverage our global reach and extensive asset network to serve our customers and consumers around the world, delivering the right products to the right location, at the right time – safely, responsibly and reliably. Our activities span the entire value chain from farm to fork, across a broad range of business lines (platforms). Since 1851 our portfolio has grown to include Grains & Oilseeds, Food & Feed Solutions, Coffee, Cotton, Juice, Rice, Sugar, Freight and Global Markets. We help feed and clothe some 500 million people every year by originating, processing and transporting approximately 100 million tons of products. Structured as a matrix organization of six geographical regions and nine platforms, Louis Dreyfus Company is active in over 100 countries and employs over 20,000 people globally. For more information, visit www.ldc.com.
Offices: Westblaak 92, Rotterdam, South Holland 3012 KM, NL
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