B2C渠道经理岗位职责

B2CICAM渠道销售经理壳牌中国壳牌(中国)有限公司,壳牌,壳牌中国,壳牌Responsibilities:

•ImplementandmaintainasustainableDistributorsnetworkthatcomplieswiththeRoutetoMarketstrategyinplace(Profile,Contract,Resources,Legal)whilstkeepingcontrolofChannelCaptaincy.EnsureallDistributorshaveappropriateandlegalcontractsandmonitorresourcesallocationandperformanceagainsttermsandconditions.

•EnsurethatDistributorsrecruit,develop,motivateandretainasalesforcethatdeliverssustainableperformanceandprovideappropriatesupport.

•EnsureeachDistributorisalignedingoal,capability,businessfocusandcapitalresourcestomaximizebusinessforbothShellandDistributors.

•MonitorandachievetargetsusingShellmechanism,forbothnewandexistingDistributorsandcontributetotheoverallteamperformance.

•ImplementShellDistributorValueProposition(DVP)inordertoincreasemarketsharelike:

•ProvideSalesSupportbyvisitingDistributorskeyaccountsandbyengagingallfunctionsinShellthatcouldhelpatdeliveringcustomerpromise.

•Actasbusinessconsultant,toefficientlymanagerelationswiththeDistributorsandtoaudit/improvefinancialperformanceratios.

•DeliveragreedmarketingprogramsandmaterialstoincreasethevaluetoShellandDistributorthrougharangeofcross-sell,up-sellandnew-sellactivities.

•SuccessfullymigrateprofitableaccountsfromShelltoDistributorscontrol.

•EnsurelinkageswithMarketingteambyimplementingMarketingPlanandbymonitoringandreportingmarkettrendsandcompetitioninitiatives,strengthsandweaknesses.

•DevelopandmaintaingoodworkingrelationshipswithallSupportFunctionstoassistsalesinresolvingcomplexissuesandimproveDistributorsandCustomerssatisfaction.

•Linkbusinessplanstoexternalalignmentandsharedvision.Reviewandidentifyingdistributorcapabilityassessmentcurrentversusfutureanddevelopingactionsongapclosure.

工作职责:

•发展和维持符合相应市场渠道战略(基本信息、合同、资源、法律)的可持续经销商网络,掌控渠道领导地位。确保所有经销商签署合法适当的合同,根据合同条款监控经销商资源分配和绩效情况。

•确保经销商聘用、培养、激励和留住能创造可持续绩效及提供适当支持的销售人员。

•确保每位经销商的目标、能力、业务重点和资本资源与壳牌相符,以最大限度发展壳牌及经销商的业务。

•利用壳牌的管理机制,监控新老经销商的目标并帮助它们达成目标,为整体团队绩效做贡献。

•践行壳牌经销商价值主张(DVP),扩大市场份额,比如:

•通过拜访经销商的大客户,发动壳牌内部能帮助履行客户承诺的所有职能部门,提供销售支持。

•充当业务顾问,有效管理与经销商的关系,审核/改善财务绩效比率。

•通过开展一系列交叉销售、追加销售和新客户开发活动,实施已商定的营销计划,散发营销资料,为壳牌及经销商创造更多价值。

•成功地将高盈利客户从壳牌名下转交到经销商手里。

•通过实施营销计划,监测和报告市场趋势及竞争活动、优势及劣势,保持与营销团队的联系。

•与所有支持性职能部门建立和维持良好的工作关系,以协助销售人员解决复杂的问题,改善经销商及客户满意度。

•根据外部标准和共同愿景调整业务计划。参与并决定经销商当前及未来的能力评估项目,制定消除能力差距的行动计划。

Requirements:

•Salesexperience,withprovensuccessindevelopingprofitablebusiness.

•StrongCustomerfocus,preferablywithKeyAccountsandDistributors

ChannelManagementexperience.

•Marketing,Finance,Operationsand/orBusinessknowledgeverymuchpreferred.StronginterpersonalskillsandabletobuildconstructiverelationshipwithcustomersandDistributors.

职位要求:

•具备3-5年销售经验不限B2C/B2B,曾成功开发高盈利业务。

•强烈的客户至上意识,最好有大客户及经销商渠道管理经验。

•具备营销、财务、运营和/或商业知识者优先。人际交往能力强,能与客户及经销商建立富有成效的关系。