一、核心职责 Core Responsibilities

• 聚焦线上渠道（网络、电话、邮箱等）开展客户开拓与前置服务，为大客户销售团队赋能，全程支撑销售前端获客与初步对接工作，具体职责如下：

• Focus on online channels (network, telephone, email, etc.) to carry out customer development and pre-service, empower the key account sales team, and fully support the front-end sales in lead generation and initial connection work. Specific responsibilities are as follows:

• 线上客户开拓：通过电话、邮箱、网络平台（如行业网站、社交媒体）、线上展会/研讨会等渠道，主动触达汽车行业目标客户，开展市场调研与需求初步挖掘，收集并验证初步客户信息。

• Online Customer Development: Proactively reach target customers in the automotive industry through channels such as telephone, email, online platforms (e.g., industry websites, social media), online exhibitions/seminars, conduct market research and preliminary demand exploration, and collect and verify preliminary customer information.

• 目标客户筛选：依据公司客户定位标准及初步客户信息质量要求，对收集的信息进行筛选分级，剔除无效信息，形成合格的初步客户信息库。

• Target Customer Screening: Based on the company's customer positioning standards and preliminary customer information quality requirements, screen and classify the collected information, eliminate invalid information, and form a qualified preliminary customer information database.

• 关键联系人挖掘：针对合格的初步客户信息，精准获取其研发负责人（如研发总监、技术部经理、项目研发总监等）的有效信息（电话、企业邮箱等），完成初步信息向有效客户信息的转化。

• Key Contact Identification: For qualified preliminary customer information, accurately obtain valid contact information (telephone, corporate email, etc.) of their R&D leaders (e.g., R&D Director, Technical Department Manager, Project R&D Director), and complete the conversion of preliminary information into valid customer information.

• 前置对接与预约：与目标客户关键联系人进行初步沟通，传递公司产品/服务核心价值，解答基础疑问，协助大客户销售团队预约拜访或线上会议，推动销售流程启动。

• Pre-connection and Appointment Setting: Conduct preliminary communication with key contacts of target customers, convey the core value of the company's products/services, answer basic questions, assist the key account sales team in arranging the *** visit or online meeting, and promote the start of the sales process.

• 客户信息管理：熟练运用ZOHO CRM系统，及时、准确录入各类客户信息、沟通记录、跟进进度等数据，定期维护客户信息库，确保信息真实有效、更新及时。

• Customer Information Management: Proficiency in using the ZOHO CRM system, timely and accurately enter various customer information, communication records, follow-up progress and other data, regularly maintain the customer information database to ensure the information is true, valid and updated in a timely manner.

• 跨团队协同：紧密配合中国区大客户销售团队，同步客户开拓进展、需求信息及关键人反馈，协助落实销售策略，参与线上/线下推广活动（如 webinar、行业展会）的前期筹备与客户邀约工作。

• Cross-team Collaboration: Closely cooperate with the China Key Account Sales Team, synchronize customer development progress, demand information and key person feedback, assist in the implementation of sales strategies, and participate in the preliminary preparation and customer invitation work for online/offline promotion activities (e.g., webinars, industry exhibitions).

• 完成领导交代的其他相关工作。

• Be responsible for completing other relevant work assigned by the management.

二、核心定义 Core Definitions

（一）初步客户信息 Preliminary Customer Information

必填字段（缺一不可）：Mandatory Fields (Indispensable)

• 企业基础信息：客户全称（与工商注册名一致）、所属细分领域（精准标注，如乘用车主机厂、新能源Tier1电池供应商）、企业规模（年营收/员工数，要求年营收2亿人民币以上）、总部所在地（具体城市，如上海嘉定）。

• Basic Enterprise Information: Full customer name (consistent with industrial and commercial registration name), subordinate sub-field (accurately marked, e.g., passenger car OEM, new energy Tier 1 battery supplier), enterprise scale (annual revenue/number of employees, requiring annual revenue of more than 200 million RMB), headquarters location (specific city, e.g., Jiading, Shanghai).

• 业务关联信息：核心产品/服务（需与公司业务匹配）、是否有自研部门（明确标注“有/无/外包”）。

• Business-related Information: Core products/services (must match the company's business), whether there is an independent R&D department (clearly marked as "Yes/No/Outsourced");

• 信息来源标注：获取渠道（具体可追溯，如汽车工业协会官网、2025上海车展参展名录）、核实人、核实时间。

• Information Source Labeling: Acquisition channel (specifically traceable, e.g., China Association of Automobile Manufacturers official website, 2025 Shanghai Auto Show participant list), verifier, verification time.

验证标准 Verification Standards：

• 企业基础信息：通过企查查/天眼查/国家企业信用信息公示系统验证，截图留存。

• Basic Enterprise Information: Verified through Qichacha/Tianyancha/National Enterprise Credit Information Publicity System, with screenshots retained;

• Business-related Information: Verified in the "R&D Center/Product Center" section of the customer's official website; those without an independent R&D department are directly eliminated.

• 业务关联信息：在客户官网“研发中心/产品中心”板块验证，无自研部门的直接剔除。

• Information Source: Channels must be traceable; vague sources such as "Network/Baidu" are prohibited; information without source labeling is deemed invalid.

• 信息来源：渠道可追溯，禁止标注“网络/百度”等模糊来源，无来源标注视为无效。

无效信息剔除规则（出现任一即作废）Invalid Information Elimination Rules (Void if Any of the Following Applies):

• 企业全称与工商信息不符，或为分公司/办事处（需标注总公司信息）。

• The full enterprise name does not match the industrial and commercial information, or it is a branch/office (the head office information must be marked).

• 所属细分领域与公司业务无关（如汽车销售公司）。

• The subordinate sub-field is irrelevant to the company's business (e.g., automobile sales company).

• 无自研部门，且明确外包所有研发业务。

• No independent R&D department and all R&D businesses are clearly outsourced;

• 信息来源无法验证，或为重复录入（同一企业多次提交）。

• The information source cannot be verified, or it is a duplicate entry (the same enterprise submitted multiple times).

• 企业已注销/破产，或近1年无研发相关动态（无新品发布、专利申请记录）。

• The enterprise has been deregistered/bankrupt, or has no R&D-related dynamics (no new product releases, patent application records) in the past year.

（二）其他核心定义Other Core Definitions

• 有效客户信息：在合格初步客户信息基础上，成功获取研发负责人姓名+有效（电话/企业邮箱）的客户资料。

• Valid Customer Information: On the basis of qualified preliminary customer information, customer data that has successfully obtained the name and valid contact information (telephone/corporate email) of the R&D leader.

• 优质线索：在有效客户信息基础上，研发或相关负责人明确表达沟通意愿，或对公司产品/服务存在初步兴趣，预算不少于10万元，具备进一步对接价值的客户线索。

• Qualified Leads: On the basis of valid customer information, R&D or relevant leaders clearly express willingness to communicate, or have initial interest in the company's products/services, with budget more than 100k RMB, and have customer leads with further connection value.

三、量化考核指标（Quantitative KPIs）

• 初步客户信息收集：每日完成≥50条合格初步客户信息收集；每月完成≥1000条合格初步客户信息收集。

• Preliminary Customer Information Collection: Complete ≥50 pieces of qualified preliminary customer information collection per day; complete ≥1000 pieces of qualified preliminary customer information collection per month.

• 关键人获取率：每月合格初步客户信息转化为有效客户信息的比例≥20%（月度有效客户信息目标不低于200条）。

• Key Person Acquisition Rate: The monthly conversion rate of qualified preliminary customer information to valid customer information ≥40% (the monthly target for valid customer information is not less than 240 pieces).

• 优质线索产出：每月从有效客户信息中转化≥20条优质线索（需经大客户销售团队确认）。

• Qualified Lead Generation: Convert ≥20 qualified leads from valid customer information per month (subject to confirmation by the key account sales team).

• 预约转化：每月成功协助大客户销售团队预约**拜访/会议≥6场（以客户确认的预约记录为准）。

• Appointment Conversion: Successfully assist the key account sales team in arranging ≥6 *** visits/meetings per month (based on customer-confirmed appointment records).

• CRM管理：优质线索客户信息录入及时率100%（沟通后24小时内录入），信息准确率≥95%（经抽查核实）；每日/每周/每月销售数据报表提交及时率100%。

• CRM Management: Timeliness rate of customer with qualified Lead information entry 100% (entered within 24 hours after communication), information accuracy rate ≥95% (verified by random inspection); timely submission rate of daily/weekly/monthly sales data reports 100%.

• 信息质量考核：每月随机抽检当月合格初步客户信息的30%，抽检合格率≥90%；连续2个月合格率低于80%，视为未完成工作目标，扣减对应绩效。

• Information Quality Assessment: Randomly inspect 30% of the qualified preliminary customer information of the current month every month, and the inspection pass rate ≥90%; if the pass rate is lower than 80% for two consecutive months, it is deemed that the work target has not been completed, and the corresponding performance will be deducted.

• 活动执行：每月完成线上客户触达≥600次（电话/邮箱/网络沟通）；配合完成≥4场线上/线下推广活动的客户邀约工作（如当月有安排），邀约有效客户数量达标（每场≥15人）。

• Activity Execution: Complete ≥600 online customer contacts (telephone/email/network communication) per month; cooperate to complete customer invitation work for ≥4 online/offline promotion activities (Should it be scheduled within the month), and the number of invited valid customers meets the standard (≥15 people per activity).

Requirements

四、任职要求 Job Requirements

（一）专业背景Professional Background

• 本科及以上学历，3年左右B2B行业销售相关经验，有线上客户开拓、线索挖掘经验者优先；具备汽车行业B2B销售或客户对接经验者（如服务过汽车主机厂、Tier1供应商）可优先考虑。

• Bachelor's degree or above, about 3 years of B2B sales-related experience; priority will be given to candidates with experience in online customer development and lead generation; candidates with B2B sales or customer connection experience in the automotive industry (e.g., serving automotive OEMs, Tier 1 suppliers) will be preferred.

• 熟悉B2B销售流程，具备清晰的客户筛选与需求识别能力，能精准把握客户关键人定位逻辑。

• Familiar with the B2B sales process, with clear customer screening and demand identification capabilities, and able to accurately grasp the positioning logic of key customer personnel.

Inside Sales

TLDR