B2C渠道经理岗位职责.docx

本文为Word版本，下载可编辑操作B2C渠道经理岗位职责 B2C ICAM 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: Implement and maintain a sustainable Distributors network that complies with the Route to Market strategy in place (Profile, Contract, Resources, Legal) whilst keeping control of Channel Captaincy. Ensure all Distributors have appropriate and legal contracts and monitor resources allocation and performance against terms and conditions. Ensure that Distributors recruit, develop, motivate and retain a sales force that delivers sustainable performance and provide appropriate support. Ensure each Distributor is aligned in goal, capability, business focus and capital resources to maximize business for both Shell and Distributors. Monitor and achieve targets using Shell mechanism, for both new and existing Distributors and contribute to the overall team performance. Implement Shell Distributor Value Proposition (DVP) in order to increase market share like: Provide Sales Support by visiting Distributors key accounts and by engaging all functions in Shell that could help at delivering customer promise. Act as business consultant, to efficiently manage relations with the Distributors and to audit/improve financial performance ratios. Deliver agreed marketing programs and materials to increase the value to Shell and Distributor through a range of cross-sell, up-sell and new-sell activities. Successfully migrate profitable accounts from Shell to Distributors control. Ensure linkages with Marketing team by implementing Marketing Plan and by monitoring and reporting market trends and competition initiatives, strengths and weaknesses. Develop and maintain good working relationships with all Support Functions to assist sales in resolving complex issues and improve Distributors and Customers satisfaction. Link business plans to external alignment and shared vision. Review and identifying distributor capability assessment current versus future and developing actions on gap closure. 工作职责: 进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。确保全部经销商签署合法适当的合同,依据合同条款监控经销商资源安排和绩效状况。 确保经销商聘用、培育、激励和留住能制造可持续绩效及供应适当支持的销售人员。 确保每位经销商的目标、力量、业务重点和资本资源与壳牌相符,以最大限度进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关心它们达成目标,为整体团队绩效做贡献。 践行壳牌经销商价值主见(DVP),扩大市场份额,比如: 通过访问经销商的大客户,发动壳牌内部能关心履行客户承诺的全部职能部门,供应销售支持。 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,实施已商定的营销方案,散发营销资料,为壳牌及经销商制造更多价值。 胜利地将高盈利客户从壳牌名下转交到经销商手里。 通过实施营销方案,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。 与全部支持性职能部门建立和维持良好的工作关系,以帮助销售人员解决简单的问题,改善经销商及客户满足度。 依据外部标准和共同愿景调整业务方案。参加并打算经销商当前及将来的力量评估项目,制定消退力量差距的行动方案。 Requirements: Sales experience, with proven success in developing profitable business. Strong Customer focus, preferably with Key Accounts and Distributors Channel Management experience. Marketing, Finance, Operations and / or Business knowledge very much preferred. Strong interpersonal skills and able to build constructive relationship with customers and Distributors. 职位要求: 具备3-5年销售阅历 不限B2C/B2B,曾胜利开发高盈利业务。 剧烈的客户至上意识,最好有大客户及经销商渠道管理阅历。 具备营销、财务、运营和/或商业学问者优先。人际交往力量强,能与客户及经销商建立富有成效的关系。 .qiquhA.com Edit 第 3 页 共 3 页