Purpose?of?the?Job?工作目的????????????????向負責(zé)渠道促銷產(chǎn)品，以協(xié)助有關(guān)渠道達到銷售目標(biāo)；參與銷售策略和員工能力模式發(fā)展；建立維護核心客戶關(guān)系；監(jiān)督促銷團隊以提供對銷售活動的支持；管理和培訓(xùn)銷售團隊。???????????Business?environment?業(yè)務(wù)環(huán)境????????????????Main?characteristics:?(Challenges)?主要特征（挑戰(zhàn)）???Volume?target?銷量目標(biāo)???POC?execution?售點執(zhí)行???????Key?dimensions:?(headcount,?volumes,?market?share,?NNS?and?EBITDA)?關(guān)鍵衡量標(biāo)準(zhǔn)?（總?cè)藬?shù)，產(chǎn)量，市場份額，凈銷售額，息稅折舊攤銷前利潤）???????總銷量???高毛利產(chǎn)品銷量???每百升凈收入???銷售效率指標(biāo)???其他售點執(zhí)行???????????Key?contacts:?(internal?–?external)?主要聯(lián)系者?（內(nèi)部?–?外部）???M3,?M1?銷售經(jīng)理和銷售代表???2nd?tier?Wholesalers,?POCs???owners,?Consumers???二批經(jīng)銷商、售點所有者、客戶????????????????Accountabilities?職責(zé)?????????????·???????????經(jīng)銷商管理：???-????????????評估經(jīng)銷商經(jīng)銷商的管理與服務(wù)水平???-????????????階段銷量落實???-????????????按階段目標(biāo)調(diào)整和開發(fā)經(jīng)銷商???-????????????年度/月度目標(biāo)和回顧會議???????·???????????銷售團隊管理：???-????????????組織晨會、參與周計劃會議???-????????????評估團隊的工作效率???-????????????檢查業(yè)務(wù)代表的執(zhí)行效果???-????????????實地培訓(xùn)???-????????????協(xié)同拜訪???-????????????提升團隊銷售效率指標(biāo)???????·???????????售點執(zhí)行：???????-????????????檢查PTC、PTR???-????????????通過終端生動化工作加強與終端的關(guān)系???-????????????尋找在終端展示品牌的機會，并形成計劃，上報審批???-????????????加強與TOP?ABI和TOP?NON?ABI終端的聯(lián)系???-????????????檢查TOP?ABI?POCs銷量完成情況和競爭對手表現(xiàn)???-????????????談判，用合適的產(chǎn)品和價格進入TOP?NON?ABI?POCs???????·?????????????投資管理：???????-????????????根據(jù)公司要求和市場實際，每月提出促銷計劃（含買點）???-????????????分解計劃至業(yè)務(wù)代表和具體售點并協(xié)助執(zhí)行；本月結(jié)束后提報下月計劃前評估上月執(zhí)行效果???-????????????檢查Buy?Out?POCs執(zhí)行情況，提出增加/減少Buy?Out?POCs計劃???-????????????完成特殊難點的談判????????4.?Qualifications?and?Technical?competencies?required資質(zhì)和專業(yè)能力要求?????????????????Education?教育???大學(xué)本科???????Experience?經(jīng)驗???3-4?years?beverage?industry?sales???experience??3-4年飲料類相關(guān)銷售工作經(jīng)驗。???Junior?level?in?English?writing?and???communication?初級英語書寫與會話???Solid?Office?software?skills掌握辦公室電腦軟件的使用???????Technical?competencies?(Job?related)??專業(yè)能力?（與工作相關(guān)）???????1.?Good?executive?ability?良好的執(zhí)行力???2.?Good?analysis?ability,?especially?in???Finance?or?sales?area良好的分析能力,?特別是財務(wù)類或銷售類的相關(guān)分析???3.?Good?team?management?skill，be?able?to?lead?a?small???team良好的團隊管理能力，能帶領(lǐng)一個小型團隊???4.?Good?communication、negotiation?and???interpersonal?skills良好的溝通，談判及人際交往能力???5.?Be?able?to?provide?coaching?and?training???to?team能較好地對團隊進行輔導(dǎo)及培訓(xùn)
