B2C渠道经理岗位职责

本文格式为Word版，下载可任意编辑——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:

•进展和维持符合相应市场渠道战略(根本信息、合同、资源、法律)的可持续经销商网络,掌控渠道领导地位。确保全体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调配和绩效处境。

•确保经销商聘用、培养、鼓舞和留住能创造可持续绩效及供给适当支持的销售人员。

•确保每位经销商的目标、才能、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扶助它们达成目标,为整体团队绩效做付出。

•践行壳牌经销商价值看法(DVP),扩大市场份额,譬如:

•通过访问经销商的大客户,发动壳牌内部能扶助履行客户承诺的全体职能部门,供给销售支持。

•充当业务参谋,有效管理与经销商的关系,审核/改善财务绩效比率。

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

•告成地将高盈利客户从壳牌名下转交到经销商手里。

•通过实施营销筹划,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。

•与全体支持性职能部门建立和维持良好的工作关系,以辅助销售人员解决繁杂的问题,改善经销商及客户合意度。

•根据外部标准和共同愿景调整业务筹划。参与并抉择经销商当前及未来的才能评估工程,制定消释才能差距的行动筹划。

Requirements:

•Salesexperience,withprovensuccessindevelopingprofitablebusiness.

•StrongCustomerfocus,preferablywithKeyAccountsandDistributors

ChannelManagementexperience.

•Marketing,Finance,Operationsand/orBusinessknowledgeverymuchpreferred.Stronginterpersonalskillsandabletobuildconstructiverelationshipwithcustomers