• 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;

Develop and maintain JBP partnership with JD and other EKA

Lead the sales team to accomplish sales target, and finally win market share

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

Our goal is to be one of the world's most innovative, best performing and trusted healthcare companies. We believe that we all bring something unique to GSK and when we combine our knowledge, experiences and styles together, the impact is incredible. Come join our adventure at GSK where you will be inspired to do your best work for our patients and consumers. A place where you can be you, feel good and keep growing.

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