FMCG Territory Sales Manager

Basic qualifications:

Qualifications/Requirements: 申请资格 / 职位要求:

  • 大学本科或以上学历,市场营销或相关专业。
  • 具有5年以上消费品销售/经销商/KA管理经验。
  • 掌握KA销售的工作环节、运作特点,具备一定的供应链管理的知识
  • 了解区域管理、资源分配、客户管理的知识
  • 良好的组织协调、人际关系沟通能力
  • 较强的独立开展工作的能力
  • 良好的分析、计划、执行能力
  • 客户关系管理能力
  • 正派诚实
  • 目标一致,协同共进
  • 紧迫感

Preferred qualifications:

NA

Details:

Role Purpose 职位目标:

根据公司的销售策略目标拟定本辖区中的零售重点客户销售计划,与客户联合开展工作项目,领导、组织客户服务代表贯彻实施,以达到公司产品在本辖区零售重点客户的销售业绩,保证公司销售策略目标的达成。

Key Accountabilities/Responsibilities 主要工作职责:

1.掌握客户信息,分析客户潜力,了解重点客户的业务发展规划及品类发展计划,发掘并掌握重点客户生意机会,结合公司品牌策略制订重点客户的联合生意计划,并组织领导客户服务代表贯彻执行。

2.掌握KA客户门店的各种运作流程与业务运作模式,了解品类毛利及销量增长期望,分析客户盈利状况、生意动机及市场情报,联合客户制定合理的业务目标及投资策略,并组织指导客户服务代表贯彻执行。

3.掌握产品在重点客户生意增长的驱动要素,策划、组织并执行相应的促销推广活动,合理的客户价格管理及有效的陈列改善,以保证业绩最好的达成。

4.建立良好的客户关系,确保公司产品在所辖重点客户内的持续发展。

5.持续收集客户的竞争产品信息及市场经营环境讯息,与客户协调交换销售数据,创造机会,与客户联合开展工作项目。

6.确定客户所需的服务水平,制定客户的短期需求量预测,建立问题反馈与快速跟进的解决系统,及时快速处理客户投诉。

7.针对重点客户进行合理的上游供应链管理,确保客户供应链体系的高效与通畅。

8.通过随访、在岗培训,检查、指导属下的日常拜访工作和信息反馈工作,培养并激励下属。

9.与市场部、渠道营销及品牌营销等团队或功能组保持有效的协调沟通与合作,使市场策略得以贯彻实施,发挥最大的协同作用。

10.贯彻执行公司的财务、销售费用管理制度,审核、指导属下各项费用的合理使用,提高资源利用率。

Contact information:

You may apply for this position online by selecting the Apply now button.

Important notice to Employment businesses/ Agencies

GSK does not accept referrals from employment businesses and/or employment agencies in respect of the vacancies posted on this site. All employment businesses/agencies are required to contact GSK's commercial and general procurement/human resources department to obtain prior written authorization before referring any candidates to GSK. The obtaining of prior written authorization is a condition precedent to any agreement (verbal or written) between the employment business/ agency and GSK. In the absence of such written authorization being obtained any actions undertaken by the employment business/agency shall be deemed to have been performed without the consent or contractual agreement of GSK. GSK shall therefore not be liable for any fees arising from such actions or any fees arising from any referrals by employment businesses/agencies in respect of the vacancies posted on this site.


Meet Some of GlaxoSmithKline's Employees

Jasdeep

Procurement Associate

Jasdeep finds diverse suppliers to build GSK’s pipeline. He organizes joint ventures with companies and negotiates pricing rates and payments to build a seamless supply system for GSK’s materials and products.

Andrea

HR Associate, Future Leaders Program

Now in her second rotation of GSK’s Human Resources Future Leaders Programme, Andrea is shaping the future of talent management within Research and Development, from workforce assessments to strategy and operations.


Back to top