Project Manager

About this task

This role focuses on central and other state-owned enterprise clients, using integrated maintenance, repair, and operations (MRO) solutions to support customer acquisition, needs identification, tailored solution development, project delivery, and full-lifecycle account management. By providing integrated solutions covering standard component selection, non-standard customization, supply assurance, quality control, inventory optimization, and technical services, the role aims to achieve annual sales targets, build long-term client partnerships, and develop benchmark industry projects.

Core responsibilities
1. Develop markets and acquire new state-owned enterprise clients within the assigned region or industry. Map client procurement systems and decision-making processes, develop account acquisition strategies, and meet annual targets for sales revenue, payments collected, and profit margins.
2. Work closely with supply chain and technical departments at domestic headquarters and overseas subsidiaries to identify deeper needs in MRO procurement, cost reduction, efficiency improvement, and supply chain upgrades, and drive the signing and implementation of framework agreements and centralized procurement projects.
3. Lead the development of integrated MRO solutions for overseas state-owned enterprise clients, covering product selection and matching, inventory management, and on-site technical support.
4. Manage project costs and risks, including contract, delivery, quality, and payment collection risks. Strictly follow company compliance policies and state-owned enterprise procurement requirements, and prevent non-compliant practices.
5. Establish a tiered account management system, engage with key client decision-makers and execution teams, and regularly organize senior-level visits, technical exchanges, and business reviews to build stable, trusted client relationships.
6. Develop solution templates and a bidding knowledge base for state-owned enterprise clients. Contribute to research on industry policies and client procurement trends to inform overseas business strategies.

Qualifications
1. Bachelor's degree or above, preferably in mechanical design, materials engineering, marketing, engineering management, or a related discipline.
2. At least five years of industrial key-account sales experience; at least two years of overseas sales experience, project management, or solution sales experience. Experience in industrial automation is preferred.
3. Understanding of cross-border procurement management rules, bidding laws, and relevant compliance requirements, with basic knowledge of contract law.
4. Excellent business negotiation, client communication, and public speaking skills; able to independently engage senior client leaders and contacts across multiple departments.
5. Resilience and ability to work under pressure, adapt to long project cycles and complex decision-making chains at state-owned enterprises, and drive continuous improvement.

本岗位聚焦各类国央企客户，以MRO综合解决方案为核心载体，负责客户开发、需求挖掘、方案定制、项目交付与全生命周期客户经营。通过提供“标准件选型＋非标定制＋供应链保障＋质量管控＋库存优化＋技术服务”一体化解决方案，达成年度销售业绩目标，建立长期深度的国央企客户合作关系，打造行业标杆项目。

核心工作职责
1. 负责所辖区域或行业国央企客户的市场拓展与新客户开发，梳理客户采购体系与决策链条，制定客户攻坚策略，完成年度销售额、回款额、利润率等核心业绩指标。
2. 深度对接国内总部及海外子公司的供应链、技术部门，挖掘MRO产品采购、降本增效、供应链升级等深层需求，推动框架协议、集中采购项目的签约落地。
3. 针对海外国央企客户的应用场景，牵头定制一体化MRO解决方案，涵盖产品选型匹配、库存管理、现场技术支持等模块。
4. 管控项目成本与风险，包括合同风险、交付风险、质量风险、回款风险等，严格执行公司合规制度与国央企采购合规要求，杜绝违规操作。
5. 建立客户分层维护体系，对接客户关键决策人与执行层，定期开展高层互访、技术交流、业务复盘等活动，构建稳定的客户信任关系。
6. 沉淀国央企客户解决方案模板、投标知识库，参与行业政策与客户采购趋势研究，为海外业务策略提供输入。

任职资格要求
1. 本科及以上学历，机械设计、材料工程、市场营销、工程管理等相关专业优先。
2. 五年及以上工业领域大客户销售、2年以上海外销售经验、项目管理或解决方案销售经验，有工业自动化行业从业经验者优先。
3. 了解跨国采购管理办法、招投标法及相关合规要求，具备基本的合同法律知识。
4. 具备优秀的商务谈判、客户沟通与公众表达能力，能够独立对接客户高层与多部门对接人。
5. 具备抗压能力与韧性，能适应国央企项目周期长、决策链条复杂的特点，具备持续改善能力。