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.
