From R&D To Market: ZJCM’s Zhang Ruiyang Interprets The Power Of Professionalism in Power Machinery Market

Column Foreword：
Some figures shine like beacons lighting up the way forward; some power touches people's hearts quietly yet profoundly. Ordinary as they may seem, they dedicate themselves day in and day out to achieve extraordinary results. Plain as they are, they interpret responsibility and commitment with perseverance and passion.

To foster the new fashion of Loyalty, Commitment, Struggle, Innovation and Integrity among Zhejiang state-owned enterprises, ZJCM launches the Role Models Around Us column. We spotlight outstanding employees from all posts and share their warm and inspiring stories. This is not only a tribute to role models, but also a spiritual inspiration. Let us walk close to these pioneers, listen to their stories of striving, and draw strength to move forward.

Role Model of This Issue: Zhang Ruiyang

Zhang Ruiyang was born in May 1992 and joined Zhejiang Construction Engineering Machinery Co., Ltd (ZJCM) in 2014. With a heritage of over 60 years in construction machinery manufacturing, ZJCM is backed by Zhejiang Construction Investment Group, owning 257 intellectual property rights and recognized as a provincial Future Factory Pilot Enterprise.

At the early stage of his career, Zhang Ruiyang worked as a technical engineer in the Research Institute. He was mainly responsible for new tower crane product design and drawing, prototype trial production tracking, non-standard attached wall design, product optimization, and on-site technical problem solving.

In 2021, following ZJCM's overall business layout and market expansion strategy, he transferred from the technical department to the sales team, taking charge of developing and maintaining power industry clients across multiple provinces. Leveraging his solid technical background, he quickly adapted to the new role. He was awarded the 2022 and 2024 ZJCM Annual Market Advanced Individual, and the title of 2025 ZJCM Model Worker.

Switching from technology to sales was never easy. When he first took the post, he was unfamiliar with communication skills and bidding procedures, facing huge pressure amid new job requirements. Fortunately, he was mentored by Zhang Youyu, former Sales Manager. His tutor guided him to visit clients on-site, capture actual demands from conversations, and revised bidding documents word by word. With careful guidance, Zhang Ruiyang gradually took independent charge of client communication and project docking.

He clearly realized that his biggest advantage lay in professional technical expertise. Instead of abandoning his technical foundation after job transfer, he turned it into core sales competitiveness. Keeping an eye on front-line market demands, he also thoroughly studied industry policies and competitor trends. Benefiting from deep insight into power engineering demands, full mastery of ZJCM product parameters, and accurate grasp of client expectations, he steadily cultivated the power market. With detailed bidding documents and professional technical support, he has won consistent recognition from domestic and industrial clients.

One challenging project impressed him deeply when negotiating with a core benchmark power client. The client set far higher technical parameter standards than conventional requirements, which could not be fully met by standard products at that time. He regarded this tough challenge not only as a technical problem, but also a precious chance to build long-term trust.

During that period, he visited the client site every day to record working conditions, construction difficulties and potential concerns in detailed notes. In the evening, he coordinated with the R&D team of ZJCM to recalculate structural parameters and optimize customized solutions. The client required a 25% upgrade of component bearing capacity, which meant overall structural rechecking; special terrain at the construction site also demanded targeted adjustment of standard section dimensions. Every small modification affected the whole design scheme.

He acted as a precise bridge between clients and the R&D center. He translated professional technical requirements into clear instructions for the engineering team, and interpreted technical feasibility and product advantages to clients in easy-to-understand language. The solution was revised six times in total. Every round of adjustment, he followed up in full detail without overlooking any technical detail.

Finally, he presented the finalized customized solution to the client, responding frankly to all technical pain points and concerns, with complete alternative plans and implementation guarantee measures. His professionalism and sincere attitude gained immediate recognition, securing in-depth strategic cooperation. The smooth follow-up communication also laid a solid foundation for long-term project cooperation.

From a new sales rookie nervous in client communication to a core marketing backbone capable of independently managing solution design, business negotiation and coordinating internal R&D and production resources, Zhang Ruiyang grew into a key technical sales leader in just three years.

ZJCM's self-developed MT2D06 Crawler-Mounted tower erection crane once debuted at the construction equipment exhibition, where Zhang Ruiyang introduced its product features, technical advantages and on-site application values to professional visitors.

At the Q1 business meeting this year, ZJCM clarified its core strategy: focusing on market expansion, adhering to technology-driven development, accelerating upgrading of the power machinery sector, and building solid market positions in the power engineering industry. As a provincial Future Factory Pilot Enterprise with intelligent production lines and customized R&D capability, ZJCM keeps promoting product upgrading and personalized solution services for global clients.

Zhang Ruiyang's growth perfectly embodies ZJCM's development strategy at the grassroots level. With professionalism and teamwork spirit, he has built a stable market position in the power machinery industry. Though his role changed from technical engineer to sales specialist, his respect for product quality, sincerity toward every client, and rigorous attitude toward bidding documents, project delivery and after-sales follow-up have never changed. It is this inherent sense of responsibility and dedication that supports him to step out of the R&D office, explore broader markets, and stick to his original aspiration all the way.