Location: Shenzhen / 深圳
Cambridge Mechatronics Limited (CML，康郡机电) 是一家拥有多学科人才的公司，开发世界一流的精密移动解决方案，CML的微型电机已用于无人机、AR/VR、可穿戴相机和智能手机等。
CML在机械、光学、电气、硅和软件设计方面拥有世界领先的专业知识，其专利的形状记忆合金（SMA）平台技术，提供系统级的解决方案。CML研发的马达主要是来控制形状记忆合金丝（细如发丝），控制精度达光波长等级。特别适用于需要高精度和高强度的应用、紧凑且轻巧的设计。CML 已与全球跨国供应链的主要企业合作。 经由对外技术授权，其解决方案由跨国制造商进行生产，目前的出货量以数千万计。
CML 汇集了来自不同背景的世界级工程师。主要专业领域包括机械、电子、软件、控制工程、材料科学、实验设计、系统建模和仿真。这些技能的聚合，使 CML 能够成功地与全球行业巨头及其首选供应链合作。设计和开发活动包括机械马达、电子产品、定制 ASIC、算法、固件、制造工艺和测试设备。
CML的使命是为客户提供世界一流的设计，实现比以前更强劲、更紧凑、更精确的解决方案。CML 的中国团队持续为全球客户及其供应链提供支持。CML的工作环境令人鼓舞与兴奋，为员工职业发展提供了广阔空间。
岗位名称
关键客户经理/区域销售经理（大中华区-深圳）
工作位置：深圳福田区
基本要求：2年以上，本科
月资：2万至4万人民币
福利：外企正岗岗位+社会保险福利保障+带薪年假
职位描述
负责与现有关键客户和相关供应链合作伙伴，一起推动业务发展和销售增长，以满足公司销售预算和增长目标。此外，区域销售经理还负责在大中华区推广新客户，扩大客户群。专注于导入我司的产品组合，并通过供应链合作伙伴销售给终端客户。产品包括技术授权、现有已验证的马达设计、承诺的马达路线图设计以及公司自研芯片和应用程序固件。
工作内容和职责
- 大中华地区关键客户及其供应链合作伙伴的销售管理。
- 了解并向现有和新客户推介我司的产品并介绍公司战略和价值主张。
- 制定战略销售计划，渗透关键客户，在关键客户产品中提高我司产品的市场份额。
- 与销售和营销、产品和计划团队协调销售工作，制定具体计划，以确保长期和短期业务增长。
- 运用产品经理和当地FAE同仁的支持，辨识、管理和跟进优先线索，推动销售渠道的销售机会。将销售漏斗转化为可持续的业务增长。
- 定期拜访客户和新客户，评估需求或推广产品和服务。
- 向同类潜在客户进行销售演示。
- 协调技术和FAE团队，支持项目执行和带领与客户的沟通协同。
- 获取市场情报，并向营销和产品管理团队提供报告。
- 与客户协商主要合同。管理报价、谈判和批量价格协议。
- 负责客户端的收款维护。
- 依照公司要求准备周报和月报。
- 达成或超越销售目标。
- 不定期前往英国剑桥总部参加管理会议和产品培训。
- 预计在大中华地区会经常出差（25-40%的时间）。
岗位要求
- 相关工程、科学或商业学科的学位，本科学历以上。
- 良好的英语沟通能力（口语交流和书面email能力）。
- 有多年在技术销售环境或包括半导体在内的分销环境的经验。
- 对高科技产品的工程基础有很好的理解力。
- 对项目、风险管理和客户管理有良好的理解力。
- 能够创建和提供高质量的市场和技术销售演示文稿和好的演示能力。
- 清晰的沟通能力和出色面对客户的技巧。
- 能够影响合作伙伴和客户，以实现成功的结果。
- 有成为多元文化和多学科战略团队成员工作的能力
- 拥有积极和“能做”的态度，具有推动业务成功的韧性。
About CML
Cambridge Mechatronics Limited (CML) is a multi-disciplinary developing camera module solution utilising our cutting-edge shape memory alloy (SMA) technology. Our technology is shipping in top tier flagship smartphones, as well as inside drones, wearable devices and other consumer devices.
We have approximately 500 granted and pending patents based around our platform technology which allows the control, positioning and movement of smart materials with high precision. CML’s SMA wire is thinner than the width of a human hair and can be positioned with the accuracy of the wavelength of light. CML is the only company in the world to master and control these materials with such exceptional accuracy.
The work environment at CML is stimulating and exciting as we are involved throughout the entire product development process from inception through to mass production, which provides a real sense of achievement for our employees.
Job Description
The Key Account Manager / Regional Sales Manager, Greater China is responsible for driving business development and sales growth with existing key customers and associated supply chain partners to meet company sales budgets and growth objectives. Additionally, the Regional Sales Manager is responsible for the expansion of the customer base by introduction of new clients in the Greater China region.
KEY ACTIVITIES AND ACCOUNTABILITIES
- Sales management of key customers and their supply chain partners in a geographical area in Greater China.
- Understand and position our products, strategies and value propositions to existing and new customers.
- Create strategic sales plans to penetrate key customers and increase our market share within the key customers.
- Coordinate the sales effort with Sales & Marketing, Product and Programme teams to develop specific plans to ensure growth, both long and short-term.
- Using Product Managers and local FAE support, drive a sales funnel of opportunities by identifying, managing and following up on priority leads. Conversion of funnel into sustainable business growth.
- Regular travel to customers and new clients to evaluate needs or promote products and services.
- Giving sales presentations to a range of prospective clients.
- Coordinates technical and FAE teams to support project execution and lead conversion.
- Obtaining market intelligence and provide reports to Marketing and Product management teams.
- Negotiates main contracts with clients. Management of price quotations, negotiations and volume price agreements.
- Obtaining deposits and balance of payment from clients.
- Preparing weekly and monthly reports as required by the company.
- Meeting or exceeding sales goals.
- Occasional to travel to HQ in Cambridge, UK for management meetings and product training.
- Frequent travelling is expected in the Greater China region (25-40% of time).
KEY COMPETENCIES
- A degree in a relevant engineering, science or business discipline
- Several years’ experience in either a technical sales environment or distribution environment including semiconductors
- Good understanding of engineering fundamentals for high technology products
- Good understanding of project, risk management and customer management
- Ability to create and deliver high quality market and technical sales presentations
- A clear communicator with excellent customer facing skills
- Ability to influence partners and customers to achieve successful outcomes
- Ability to work as part of a multicultural and multi-disciplined strategic team
- Have a positive and ‘can do’ attitude with resilience to drive business wins
To apply, please write to jerry@Crayfish.io with your full resume.