CBEC GKAM

    • Shanghai, China

Site Name: China - Shanghai - HuangPu District - The Headquarters Building
Posted Date: Mar 12 2020

  • Role Title 职位名称: 跨境阿里客户群经理
  • Report to上司职位: Sales Director of CBEC跨境电子商务销售总监
  • Location 驻地: Shanghai 上海

Key Accountabilities/Responsibilities 主要工作职责:
Set up EKA Channel Strategy, and optimize channel ROI;
制定EKA渠道发展策略,优化渠道投资回报;

Develop and maintain JBP partnership with JD and other EKA
发展并维护与EKA良好的业务伙伴关系,推进合作共赢;

Lead the sales team to accomplish sales target, and finally win market share
带领所负责的平台销售团队完成出厂和终端销售任务,取得超越市场平均的增长;

Job Description工作描述:
  • 负责品类
    • 保健食品
    • 个人护理(口腔护理+护肤)
    • 非处方药(项目)

  • 渠道销售策略制定
    • 结合公司的销售目标、市场品牌策略以及平台客户的发展重点,制定出所负责渠道的销售策略(指标分解、产品重点、推广重点、执行追踪)
    • 与CMKT、eMarketing达成共识,确定市场活动计划,达成销售和品牌目标

  • 出厂销售指标达成
    • 经销商管理,确保经销商按既定的销售节奏完成出厂指标,控制合理的库存
    • 确保销售预估的准确性,误差率

  • 确保下属团队的终端销售指标达成
    • 根据不同渠道客户类型制定相应的渠道销售计划(流量、转化率、客单价的拆解,制定行动计划去完成目标)
    • 和平台沟通销售计划,获得资源支持
    • 管理TP的运营执行,完成offtake指标

  • 重点客户管理
    • 了解客户的发展策略和重点,不断寻求双方增长的合作机会
    • 将客户的需求和资源与内部销售、市场、CMKT团队对接,共同制定出客户年度JBP,跟进JBP的执行
    • 关注客户的P&L,需求提升空间

  • 跨境品类营销执行
    • 协助市场部团队制定阿里生态系统内的品类营销策略;
    • 通过管理团队及TP落地执行营销计划,提升核心品类/品牌的站内搜索热度及市场份额;

  • 销售费用管理
    • 确保销售费用在预算范围内的合理、合规地使用,不断提升费用使用的ROI

  • 团队管理
    • 确保团队buy in共同的目标和策略,规范下属的过程管理,贯彻执行
    • 培养和发展人才


  • /技术能力:
  • 专业/技术能力项一:Good planning skills, know how to do business planning. 良好的生意规划能力
  • 专业/技术能力项二:Strong interpersonal skills including communication, conflict management. 较强的人际关系处理能力,擅长沟通与冲突管理。
  • 专业/技术能力项三:Strong JBP experience with top customers 丰富的JBP经验及管理能力
  • 的价值观和期望:
  • Accountability 担当
  • Teamwork团队精神
  • Integrity 正派诚实


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