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Sales Director , Northern China
at
Hertz China
in Beijing
JOB DESCRIPTION – SALES MANAGER, HERTZ NORTHERN CHINA
A. Job title / Job code / Reporting to:
Sales Director, Hertz China. Reporting directly to the Country GM, China.
B. Job purpose (mission or “raison d’être”)
The key responsibilities and accountabilities for the incumbent are to:
All Sales activities in regard of the Sales Growth for RAC in Northern China.
Develop Sales Plans and assist in developing the Northern China market.
Direct, support and train related local Account Sales Managers to achieve branch and personal
objectives.
Run weekly sales meetings for Sales to review their accounts list and sales activities and provide sales
direction
Monitor the sales result for each Sales on a monthly basis to make sure that his/her monthly sales quota
is met
Approve discounted rates applications from the Sales within his/her authority limit
Ensure customer commitments and opportunities are captured.
Direct and participate in all customer appreciation programs.
Meet with key customers, assist Sales Representatives to maintain relationships and close deals.
Gain a personal relationship with the region’s Top 20 accounts.
Communicate with region staff to ensure fleet requirements are understood.
Submit monthly report to Country GM, recapping last month’s activities, sales initiatives, successes,
issues, market & competitive information.
Monitor and evaluate the activities and products of the competition.
C. Key-result areas (Major Accountabilities) (What is done and for what purpose)
Ensure North China region achieves/exceeds sales goals & targets.
Develop sales plans and update it on a quarterly basis.
Improve, develop and maintain relationships with key account decision makers and executive staff
Continued education and familiarization of RAC products, services, policies and procedures.
D. Job Contacts (main interfaces inside and outside the company)
External Customer
Local and National Sales Staff
Internal Legal Department
Branch Operations
Region Management
Internal Sales & Marketing Department
Internal Pricing & Contracts Department
− Local and National Sales Staff/Mgt
− Region Management
− Nat’l Acc’t Associates
E. Job dimensions (Authority/Autonomy)
KPI 1 KPI 2 KPI 3 KPI 4
Key Performance
Indicators Revenue
Growth/BP Target
Active Accounts
Growth
Top 20 Accounts
Relationship
Management
Sales Rep
Development
F. Knowledge, skills and experience required
(Detail here the knowledge, skills and experience required for satisfactory performance of the job)
Educational Background:
Bachelor’s Degree .MBA degree will be a solid plus
Professional Experience:
Above 10 years of Sales Experience with at least 5 years in sales management area.
Experience in developing new business and growing revenues as well as the ability to build long term
relationships with key accounts.
Must reside in, and have strong, current relationship with, prospective clients in the defined territory
Job Description-Sales Director-Hertz Northern China Updated: June.2011
Page - 2
Demonstrated selling success/sales track record in MNC is a must
Proven experience in building and developing client relationships among senior level decision makers
Ability to apply the firm’s positioning and brand strategy to all aspect of business development efforts
Experience prospecting/cold calling to large market prospects
Internal and external communication and presentation skills – ability to articulate and sell value
Negotiation skills
Project management skills
Knowledge:
Knowledge of hospitality industry especially car rental industry
Knowledge of how external market conditions impact the car rental industry
Company processes, including credit, sales, and operations.
Computer software tools.
The China approach to Sales & Marketing as well as International understanding
Familiar with US MNC working culture
Skills:
Excellent selling and sales strategy skills, including ability to close deals
Ability to determine good business opportunities for the organization
Ability to apply the firm’s positioning and brand strategy to all aspect of sales efforts
Experience prospecting/cold calling to large market prospects
Internal and external bilingual communication and presentation skills – ability to articulate and sell value
Strong Negotiation skills.
Strategic thinking and good reporting skills, good at summarizing and analysing the market situation and
help company top management to make relevant strategies to increase the company revenue
Project management skills
Proven experience in managing and leading sales team to achieve Sales target, including train junior sales
and improve team member’s sales skills.
Competencies:
Motivated by achieving positive sales results
Customer-focused
Results driven
Ethical, intelligent & well organized, have the passion for success
Strong problem solving skills
Leadership
Work under pressure
Additional Notes:
Candidate must be flexible to travel at least 50% of the time. Ability to work independently. Creativity. Open
minded to try new techniques and ways of doing business.
A. Job title / Job code / Reporting to:
Sales Director, Hertz China. Reporting directly to the Country GM, China.
B. Job purpose (mission or “raison d’être”)
The key responsibilities and accountabilities for the incumbent are to:
All Sales activities in regard of the Sales Growth for RAC in Northern China.
Develop Sales Plans and assist in developing the Northern China market.
Direct, support and train related local Account Sales Managers to achieve branch and personal
objectives.
Run weekly sales meetings for Sales to review their accounts list and sales activities and provide sales
direction
Monitor the sales result for each Sales on a monthly basis to make sure that his/her monthly sales quota
is met
Approve discounted rates applications from the Sales within his/her authority limit
Ensure customer commitments and opportunities are captured.
Direct and participate in all customer appreciation programs.
Meet with key customers, assist Sales Representatives to maintain relationships and close deals.
Gain a personal relationship with the region’s Top 20 accounts.
Communicate with region staff to ensure fleet requirements are understood.
Submit monthly report to Country GM, recapping last month’s activities, sales initiatives, successes,
issues, market & competitive information.
Monitor and evaluate the activities and products of the competition.
C. Key-result areas (Major Accountabilities) (What is done and for what purpose)
Ensure North China region achieves/exceeds sales goals & targets.
Develop sales plans and update it on a quarterly basis.
Improve, develop and maintain relationships with key account decision makers and executive staff
Continued education and familiarization of RAC products, services, policies and procedures.
D. Job Contacts (main interfaces inside and outside the company)
External Customer
Local and National Sales Staff
Internal Legal Department
Branch Operations
Region Management
Internal Sales & Marketing Department
Internal Pricing & Contracts Department
− Local and National Sales Staff/Mgt
− Region Management
− Nat’l Acc’t Associates
E. Job dimensions (Authority/Autonomy)
KPI 1 KPI 2 KPI 3 KPI 4
Key Performance
Indicators Revenue
Growth/BP Target
Active Accounts
Growth
Top 20 Accounts
Relationship
Management
Sales Rep
Development
F. Knowledge, skills and experience required
(Detail here the knowledge, skills and experience required for satisfactory performance of the job)
Educational Background:
Bachelor’s Degree .MBA degree will be a solid plus
Professional Experience:
Above 10 years of Sales Experience with at least 5 years in sales management area.
Experience in developing new business and growing revenues as well as the ability to build long term
relationships with key accounts.
Must reside in, and have strong, current relationship with, prospective clients in the defined territory
Job Description-Sales Director-Hertz Northern China Updated: June.2011
Page - 2
Demonstrated selling success/sales track record in MNC is a must
Proven experience in building and developing client relationships among senior level decision makers
Ability to apply the firm’s positioning and brand strategy to all aspect of business development efforts
Experience prospecting/cold calling to large market prospects
Internal and external communication and presentation skills – ability to articulate and sell value
Negotiation skills
Project management skills
Knowledge:
Knowledge of hospitality industry especially car rental industry
Knowledge of how external market conditions impact the car rental industry
Company processes, including credit, sales, and operations.
Computer software tools.
The China approach to Sales & Marketing as well as International understanding
Familiar with US MNC working culture
Skills:
Excellent selling and sales strategy skills, including ability to close deals
Ability to determine good business opportunities for the organization
Ability to apply the firm’s positioning and brand strategy to all aspect of sales efforts
Experience prospecting/cold calling to large market prospects
Internal and external bilingual communication and presentation skills – ability to articulate and sell value
Strong Negotiation skills.
Strategic thinking and good reporting skills, good at summarizing and analysing the market situation and
help company top management to make relevant strategies to increase the company revenue
Project management skills
Proven experience in managing and leading sales team to achieve Sales target, including train junior sales
and improve team member’s sales skills.
Competencies:
Motivated by achieving positive sales results
Customer-focused
Results driven
Ethical, intelligent & well organized, have the passion for success
Strong problem solving skills
Leadership
Work under pressure
Additional Notes:
Candidate must be flexible to travel at least 50% of the time. Ability to work independently. Creativity. Open
minded to try new techniques and ways of doing business.
Recent jobs at Hertz China
Published at 03-Aug-2011
Viewed: 6513 times
Viewed: 6513 times