Sales Manager

Tony Zhu

***, ** ***** ******, *** *** Chicago, Illinois 60611

773-***-**** **********@*****.***

Working Experience

**/****-**/**** **** Sensors China China

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Strategic Sales Manager –Factory Automation Industry Report to Sales Director, dote line report to Global Industry Manager

A. Market development and International Coordination

1. Identify new further business opportunities with exiting and potential customers, and analysis competitors’ activity, and accurately forecast monthly, quarterly, annual revenues.

2. Gather marketing information and analyze the cost and pricing of product.

3. Develop and maintain market database included market size and growth per region, per segment, and identify areas of growth such as geographically, application, technology.

4. Identify new business opportunity growth and areas for potential markets and customer, and extend existing customer base in alliance with expanding business and increasing revenue.

B. Product Development

1. Develop and execute marketing strategies and tactics for new product launch to achieve revenue targets.

2. Position the product portfolio and message relative information to public and target markets as well as to investigate the competitor product landscape.

3. Develop transactional pricing and selling programs to drive adoption and acquisition of new product offerings globally.

C. Key accounts management and sales

1. Develop, implement and maintain customer action plans that detail for each existing key accounts how the relationship will be developed to improve their profitable revenue contribution to company and make customer more satisfied.

2. Set up personal chummy relationships with key decision makers for all business divisions of key accounts across customer group, continuously on the look new business opportunities.

3. Develop clear knowledge of all accounts business structure and relevant internal policies and politics and negotiate business agreements with customers that ensure mutually beneficial and engage other functional departments wherever necessary to close new business or maintain key customer relationships.

4. Conduct cost analysis of business proposals, inform global vertical industry manager continuously and in good time about any business development status, aligning with overseas office for push-pull selling activities and Work closely with Global Accounts commercial department on all rates and pricing issues, work closely with Global Accounts commercial department on all rates and pricing issues.

5. Sell Encoder, Liquid sensors, safety controller, Safety light curtain or integrate components as automation solution to target segment OEM customers.

6. Establish close and preferred relationships with in OEM customers such as Shenyang Machine Tool ,Dalian Machine Tool, Ji’er Group, ChinFong, Schuler, Amada, Hefei Pressing, Guangdong Pressing, Tianjin Pressing, Jiangsu Yangli, etc.

01/2006-04/2008 Honeywell Automation China

Title: Channel Sales Manager Reported to BU country manager

Revenue: 2Million USD

1.Design the channel structure according to the policies and sales target of the company, conveying the relative rules and policies accurately, ensuring each partner in the region can fully understand and execute accordingly, searching and developing new partners in blank market according to relevant policy, product features and channel strategies.

2. Comprehend and lead complex business relationship with partners, including the extraction of revenue pools from business engagements, develop partner specific selling point to enhance the competitive competency.

3.Supervise and support each partner by creating business plans on a monthly, quarterly and yearly basis and assisting them to achieve the sales goal/ quota/target(via channel management & sales forecast/performance), explore sales opportunity in new/developing markets and result driven, initiative alliance with internal and external partners/resources as required.

4. Establish healthy and rational channel system within the supervised region, realize and analyze to the period sales status and market share of the company, adjust selling strategy accordingly, drive continuous business growth together with partners under program management.

5. Assist the implementation of macro activities of the company, establishing macro plan for partners in assigned area, and implementing the plan nation widely or locally.

6. Find out potential training demands of the partners on products, sales and management skills and organizing or helping to organize the training. Keeping close observation and administration of the market in the assigned area and ensure a favorable market environment, enhance the satisfaction level of partners on profit margin of the products.

7. Renew contract with main sales channel agents and follow up related issues timely. Develops and maintains relationship with allocated customers and potential new accounts at the assigned territory or Industry.

8.Selling Limit Switch, Micro Switch, Pressure Sensor, Temperature Sensor, Ultrasonic Sensor, integrate components as system solution, expand market share under maintaining existing in the face of competitive treats (Related components and systems: PLC, HMI, Motor, Driver, Sensors, Converter etc).

9. Maintain strong relationship with key account customers in Elevator Industry (OTIS, Mitsubishi, Toshiba, Kone, Schindler, Thyssenkrupp, Hitachi…) Machine Tool Industry, Automotive Industry interface with all customers departments (purchasing, technical, and quality, sales…) and set up and grow strategic business relationship with all of levels of influences.

B Achievements:

1. Accomplished 2 million$ target.

2. Increased Honeywell Automation Products market share from 25% to 45% in target Industry.

12/2004-01/2006 Italy ESA Automation China

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Sales Engineer- Factory Automation Reported to export sales manager: Italian

Revenue: 0.6 Million Euro

Reported to export sales manager: Italian

1. Implement daily OEM sales activities including customer visit, technical presentation, quotation, negotiation and closing deal.

2. Expand Human Machine Interface, Embedded PC, IPC, PLC product sales and technical support, and maintain existing business and hunt new direct business opportunity.

3. Motivate distributor to achieve monthly, quarterly and annual target in segment and territory assigned; and coordinate and support distributor’s sales activities.

4. Attend the target industry and product fair to find new application and hunt new customer

5. Sell automation product to Food& Beverage, Pharmaceutical, Manufacturing, elevator segment through direct sales and channel sales.

Achievement:

1. Set up good and solid relationship with most maker decision of all departments from key accounts customers.

2. Develop new 40 OEM customers in target segment and increase achieved doubled sales target.

Education Experience

07/2001-07/2005 Marketing& Bio-engineering Bachelor Northwest Science-Technology University

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