Account Rep.
Posted 2025-08-23
Remote, USA
Full Time
Immediate Start
<p style="text-align:inherit"> </p><h2><b>JOB DESCRIPTION:</b></h2><div><p>Role Definition<br>岗位定义</p><p>Business developer for small to medium clients who maintain base biz while expand & capture new biz opportunities.<br><span><span style="overflow-wrap: break-word; display: inline; text-decoration: inherit; hyphens: auto;">负责所分配客户的业绩达成，包括但不限于赢得“ZBA”新业务机会，合同续签，持续提升雅培在医院的份额等。</span></span></p><p></p><p>Key Deliverables<br>主要目标</p><p>•Achieve annual contract value, value expansion goals & sales plan of assigned clients;<br>•Value co-creation with clients to maintain base biz;<br>•Capture VE and new deal opportunities;<br>•Market intelligence collection, sharing and reporting.<br>•完成所分配客户的销售指标；<br>•与客户共同创造价值，维护现有业务；<br>•抓住价值创造机会和新业务机会；<br>•所负责客户的市场情报收集、分享与上报。</p><p></p><p>Expected Sales Behaviors<br>期待的销售行为</p><p>绩效达成<br>1.指标达成，完成装机等各类指标；<br><span><span style="overflow-wrap: break-word; display: inline; text-decoration: inherit; hyphens: auto;">2.定期盘点客户库存，进行业绩合理预估，并跟踪订单完成情况。</span></span><br>关键客户管理<br><span><span style="overflow-wrap: break-word; display: inline; text-decoration: inherit; hyphens: auto;">1.明确区域内重点客户以及重点客户销售目标，含现有客户和目标客户；收集并及时更新现有客户及目标客户的数据，保持完整性和准确性，包括但不限于客户关键决策人信息、产品使用情况的趋势和潜在需求、在学术和医院管理方面的潜在需求和变化等；</span></span><br><span><span style="overflow-wrap: break-word; display: inline; text-decoration: inherit; hyphens: auto;">2.现有重点客户管理包含但不限于满意度管理，风险管理以及机会管理：</span></span><br><span><span style="overflow-wrap: break-word; display: inline; text-decoration: inherit; hyphens: auto;">1)通过定期与客户回顾仪器和试剂等产品的使用情况以及客户市场活动等方面，解决客户的重点需求，加强与客户之间的粘性，保证客户对于雅培产品和服务的满意度；</span></span><br><span><span style="overflow-wrap: break-word; display: inline; text-decoration: inherit; hyphens: auto;">2)与现有客户从实验室到临床科室，到管理层建立深入广泛的合作，挖掘客户不断变化的需求并识别机会和进一步行动方案；</span></span><br><span><span style="overflow-wrap: break-word; display: inline; text-decoration: inherit; hyphens: auto;">3)关注客户不满线索，识别业务丢失风险并形成预案；</span></span><br><span><span style="overflow-wrap: break-word; display: inline; text-decoration: inherit; hyphens: auto;">3.掌握重点目标客户检验科室的仪器、试剂、开单科室情况，收集竞品信息以及渠道经销商等信息；挖掘客户需求，了解客户痛点，制定客户中长期发展计划；</span></span><br><span><span style="overflow-wrap: break-word; display: inline; text-decoration: inherit; hyphens: auto;">4.遵循销售流程的要求，制定有效的客户拜访计划并执行。</span></span><br>医院客户/业务规划<br><span><span style="overflow-wrap: break-word; display: inline; text-decoration: inherit; hyphens: auto;">1.根据所在区域的市场及自身情况进行分析，制定符合区域发展和完成业绩的合理的单元医院和所在区域业务规划，并实施落地；</span></span><br>2.VBP报量合理预估和管理。<br>市场洞察<br><span><span style="overflow-wrap: break-word; display: inline; text-decoration: inherit; hyphens: auto;">1.收集所在区域的行业政策变化、关注市场动态、竞争对手动态。</span></span><br>跨部门合作<br><span><span style="overflow-wrap: break-word; display: inline; text-decoration: inherit; hyphens: auto;">作为解决问题的第一负责人，整合公司内部资源，</span></span><br><span><span style="overflow-wrap: break-word; display: inline; text-decoration: inherit; hyphens: auto;">1.协调客户投诉，售后服务以及装机等流程;</span></span><br><span><span style="overflow-wrap: break-word; display: inline; text-decoration: inherit; hyphens: auto;">2.配合市场项目执行，搭建学术圈子，维护临床医生，科内会；</span></span><br><span><span style="overflow-wrap: break-word; display: inline; text-decoration: inherit; hyphens: auto;">3.协调产品库存效期，PCR申请等流程，提升客户满意度。</span></span></p><p></p><p>Key Success Factors<br>关键成功因素</p><p><span><span style="overflow-wrap: break-word; display: inline; text-decoration: inherit; hyphens: auto;">1.具有清晰明确的达成目标的业务规划并达成业绩；</span></span><br><span><span style="overflow-wrap: break-word; display: inline; text-decoration: inherit; hyphens: auto;">2.具有清晰明确的重点客户管理计划落地执行；</span></span><br>3.具备坚韧的执行力和解决问题的能力。</p></div><p style="text-align:inherit"> </p><p><b>The base pay for this position is </b></p>N/A<p style="text-align:left"><span>In specific locations, the pay range may vary from the range posted.</span></p><p style="text-align:inherit"> </p><h2><b>JOB FAMILY:</b></h2>Sales Force<p style="text-align:inherit"> </p><h2><b>DIVISION:</b></h2>CRLB Core Lab<p style="text-align:inherit"> </p><h2><b>LOCATION:</b></h2>China : Remote<p style="text-align:inherit"> </p><h2><b>ADDITIONAL LOCATIONS:</b></h2><p style="text-align:inherit"> </p><h2><b>WORK SHIFT:</b></h2>Standard<p style="text-align:inherit"> </p><h2><b>TRAVEL:</b></h2>Not specified<p style="text-align:inherit"> </p><h2><b>MEDICAL SURVEILLANCE:</b></h2>Not Applicable<p style="text-align:inherit"> </p><h2><b>SIGNIFICANT WORK ACTIVITIES:</b></h2>Not Applicable<p style="text-align:inherit"> </p><p style="text-align:inherit"> </p><p style="text-align:inherit"> </p>