Job Title: Key Account Development Manager Reports to: Sales Office Manager Location: Guangzhou Date: 2012-1-16 REQUIREMENT: Frigoglass is a global market leader in its industry with a portfolio of innovative best in class quality products, with aggressive plans to expand its customer base throughout China and South East Asia. This is superb opportunity for ambitious highly skilled sales professional to join a motivated team of like minded people. The Frigoglass Group in China requires the service of a seasoned professional sales person with exceptional skills, well developed in technically oriented industries, achieving high rates of success in growing sales, revenues, market share and profitability. I. Prime Responsibility Identify and develop the opportunity which exists in China for ICM sales (specialized Juice/water/herbal tea refrigerator) with non carbonated beverage key account customers (those other than Coca-Cola & Pepsi) Expand and develop Frigoglass customer base in China and grow sales, revenues, market share and improved margins. Co-ordinate and manage the sales and the relationship activities regarding Key Accounts, so as to accomplish the annual objectives, by efficiently utilizing the customer network; thus retaining and expanding the market profitably while providing high quality services, in an effort to achieve Key Accounts loyalty growth.

II. PRINCIPAL ACCOUNTABILITIES " Identify and profile prospective customers " Develop and "approach" strategy designed to gain access to potential key account customers in order to promote our range of products and gain insights and understanding as to the customers ICM requirements " Establish a multilevel contact network within targeted new customers accounts " Establish and maintain effective relations with key accounts personal to develop detailed knowledge of order process, decision makers, key users, together with those who influence the decision to purchase. " Develop an intimate understanding of competitive offering together with the competition's strategies to enable the development of effective competitive strategies. " Be responsible for meeting assigned sales volume, revenues and margins. " Review Key Accounts results on a monthly bases, explaining key variances, and taking corrective actions in order to meet budget commitments and customers commitments where required. " Respect the sales support team and their efforts and contribute to th e overall team spirit. " Exercise the values of the company on a day to day bases, in order to develop a trusted and valued customer relationship. " Develop an intimated understanding of the Frigoglass product range and the associated features and benefits together with our competitive advantage. III. KNOWLEDGE AND EXPERIENCE REQUIRED: " EDUCATIONAL/PROFESSIONAL QUALIFICATIONS - University degree preferably in Marketing or Sales - Master's degree desirable - English language (Proficiency level) " WORK EXPERIENCE (Specify length and type/areas) - 3 - 5 years in related positions in the commercial area (preferably in B2B company) - At least 2 years managing key accounts - Experience in sales of high value technical products " BEHAVIOURAL ATTRIBUTES - Strong customer service orientation - Independent thinker with persistent results oriented approach - Possesses well developed negotiation skills - Professional, with a commitment to follow up - Adopts organized systematic approach to securing the sales order - Charismatic persuasive personality with strong influencing skills - Well developed communication/presentation skills, adaptable to all levels - Analytical, with good numerical skills with a good understanding of financial levers. - Can work well within a team when required to do so - Strategic innovative thinker - Is motivated by success and associated rewards,