销售经理 - 北京

该职位来源于猎聘 Job Description

• Territory Turnaround and KOL Network Development
• Take full ownership of the consolidated Beijing territory, developing and executing a comprehensive territory business plan to rebuild market presence from the ground up within the first 6–12 months.
• Rapidly identify, engage, and build deep, trust-based relationships with Key Opinion Leaders (KOLs) across government laboratories (e.g., CDC, food/drug control, environmental monitoring), top-tier universities (Tsinghua, Peking University, Chinese Academy of Sciences system), and key industrial research institutes.
• Lead the team to conduct a minimum number of strategic KOL visits and in-depth interviews monthly, generating detailed customer profiles and decision-making maps that inform territory strategy.
• Market Intelligence and Funding Landscape Analysis
• Conduct systematic research to map the 1- to 3-year funding landscape across the Beijing region, including national/municipal research grants, key R&D programs, government special bonds, "Double First-Class" university construction funds, and industrial R&D budgets from new energy, vehicles and other key sectors.
• Monitor and analyze competitor activities, market share, pricing strategies, and customer pain points within each segment. Translate intelligence into actionable competitive playbooks for the team and channel partners.
• Sales Coverage, Win-Rate Improvement, and Team Coaching
• Shift the team from a reactive to a proactive "blanket coverage" model. Establish clear activity metrics (calls, visits, demos) and pipeline management discipline to significantly increase both the volume and conversion rate of qualified opportunities.
• Personally lead the pursuit of flagship, high-impact projects. Conduct rigorous win/loss post-mortems on all major deals, distilling successful tactics into repeatable Standard Operating Procedures (SOPs) and best-practice methodologies for team replication.
• Act as a player-coach, developing the technical selling, negotiation, and presentation skills of 3 direct reports through joint field visits, proposal reviews, and deal strategy sessions.
• Channel Partner Management and Optimization
• Comprehensively review the existing channel partner network in Beijing. Replace underperforming partners and identify new partners to fill coverage gaps in underserved territories or industry verticals.
• Establish a regular partner business review (MBR/QBR) mechanism to cascade company strategy into actionable KPIs. Drive partner accountability in project registration, lead follow-up, bidding compliance, and co-marketing activities. Ensure zero tolerance for irregular sales practices.
• Cross-Functional Collaboration and Resource Integration
• Act as the primary advocate for Beijing market needs, mobilizing internal resources across marketing, service, applications, and product line teams to support territory business objectives.
• Leverage digital and AI-driven sales enablement tools (e.g., CRM analytics, intelligent prospecting platforms) to enhance team efficiency, customer segmentation accuracy, and forecast predictability. Requirements:
• Bachelor's degree or above in Life Sciences, Biotechnology, Chemistry, Medicine, Marketing, or a related field. Master's degree strongly preferred.
• Minimum of 8 years of sales or channel management experience in the scientific instruments, life sciences, or biopharma industry, with direct experience calling on government laboratories, academic research institutions, and industrial accounts.
• Minimum of 3 years of experience in a sales management or team leadership capacity, with demonstrated success in coaching and developing sales professionals.
• Proven track record of territory turnaround or significant market share growth within a short period (e.g., 12 months) — must be able to provide specific data/examples upon request.
• Demonstrated proficiency in using CRM systems and data analytics to manage pipeline, forecast accurately, and drive data-informed decision-making. Preferred Characteristics:
• Prior experience in a similar sales leadership role at PerkinElmer or other renowned multinational scientific instrument companies
• Deep understanding of Beijing's scientific research ecosystem, including institutional culture, budget cycles, procurement processes, and key decision-makers.
• Strong track record of building and nurturing high-level KOL relationships in government or academic sectors.
• Demonstrated ability to synthesize complex market information into clear, actionable territory strategies and team playbooks.
• Experience managing multi-tier channel partner networks in complex, matrixed environments.
• Proven resilience, entrepreneurial mindset, and the ability to thrive in a high-pressure, fast-paced turnaround environment.
• Strong project management skills and cross-functional collaboration capabilities.