大區業務代表崗位職責任職要求
大區業務代表崗位職責
崗位職責:
1、制定、組織執行所轄區域市場銷售計劃;
2、組織開發、維護、管理所轄區域終端;
3、制定、組織執行所轄區域市場促銷計劃;
4、組織開發、管理經銷商網絡;
5、負責所轄區域團隊建設及運營管理;
任職要求:
1、高中以上學歷;
2、具有較強的溝通協調、組織管理能力;
3、具有較強的責任心和團隊合作意識;
4、年齡在25-30歲之間;
5、熟練使用OFFICE辦公軟件;
大區業務代表崗位
篇2:大區副經理崗位職責大區副經理職責任職要求
大區副經理崗位職責
大區重點客戶副經理SalesStrategy
?Proposegoals,salesstrategies,channelandcustomerplansfortheareamanaged
SalesForecast,BudgetandObjectives
?Developandmanageoperativelyweeklyrollingsalesforecastsfortheassignedarea
?Ensuresinlinewithbusinessobjectivesthepropermanagementofbudget(reachtargetsontradespending,returns,profits)
?ProposeareasalesvolumebudgetandtradeexpenseforPMT(bycity,POS,product,SKU)
Customerplansandsalesdevelopment
?Detectandproposebusinessdevelopmentandgrowthopportunities,ensurequantityandqualitydevelopmentintheassignedarea(BusinessBlocksKPIs)
?Properlydistributeresources(human,financial,POSM,etc.)formosteffectiveROI
Negotiation
?Presents,negotiateandsignagreedbudgetwithdistributorsandwholesalers(Defineandcommunicateobjectivesandpolicytocustomers)
FieldManagement
?Defineswithdistributorthelevelofserviceexpected(businessmodel,dedicatedvssharedsalesforce,KPIsetc)andmonitortheactualoutcome
?EnsureapplicationofnationalandregionalKAagreements
?Ensureachievementoftheareasalestargets(BuildingBlocksKPIs)
?Proposesalesforcestructure–dedicatedvssharedsalesforceetc.,location,headcount
?Managedistributorsandwholesalers,ensurepayment,followupcreditsandassuretheinformationflowfromdistributorsonsalesandexpenses
Planningandcontrol
?Plansdailyandweeklyroutingandensuresconformitybysalesrepresentatives
?Monitorsfieldactivitiesperformanceandaccomplishmentofsalesconditions,agreementsandrelevantBBKPIs
?Ensurestockmanagementandcontrol,proposeactionstoresolveover-stocks,out-ofstocks
?Ensurethatallagreedreportsareprovidedtimelyandaccurately-fromdistributor,fromthesalesforce(instorescorecard)andensureaccuracy,up&downwithKAM(actualsonstocksandsales,freshness,otherregionalreports,reportsfrompromoters)
MarketingandTradeMarketing
?Implementbrandstrategies,achievequalitativeandquantitativeobjectivessetbymarketing,reportonopportunities,obstacles
?EnsureimplementationofTMactivities,activeandproperin-storeactivitiesexecution
?Isresponsibleforcontrol:visibility,positioningofPOSMandtakesmeasurestoexecutetrademarketingactivitiesiftheyarenotinplace
?MakesproposalsonnewtypesofPOSMandin-storeactivitiestoRegionalTMSupervisor
?ControlworkofPromoter(duringmarketvisit)–presence,presentationetc.ReportonissuestoRegionalTradeMarketingSupervisor.
ManagingHumanResources
?DefinesalestargetsforthestructuremanagedbySKU,controlresults
?Regularlyevaluateperformanceofthestructureassignedthroughjointvisitsandmarketvisits:evaluateachievementoftheBBKPIs,effectcoachingandmotivatesubordinates
?Participateinrecruitmentandselectionaccordingtothejobdescriptionsandcompanyvalues
?Trainnewcomersonmerchandising,salesskills,Trademarketingexecution,explainsalesprinciplesandcommercialpolicy,communicatenewproducts,newprojects,promoetc.
SalesStrategy
?Proposegoals,salesstrategies,channelandcustomerplansfortheareamanaged
SalesForecast,BudgetandObjectives
?Developandmanageoperativelyweeklyrollingsalesforecastsfortheassignedarea
?Ensuresinlinewithbusinessobjectivesthepropermanagementofbudget(reachtargetsontradespending,returns,profits)
?ProposeareasalesvolumebudgetandtradeexpenseforPMT(bycity,POS,product,SKU)
Customerplansandsalesdevelopment
?Detectandproposebusinessdevelopmentandgrowthopportunities,ensurequantityandqualitydevelopmentintheassignedarea(BusinessBlocksKPIs)
?Properlydistributeresources(human,financial,POSM,etc.)formosteffectiveROI
Negotiation
?Presents,negotiateandsignagreedbudgetwithdistributorsandwholesalers(Defineandcommunicateobjectivesandpolicytocustomers)
FieldManagement
?Defineswithdistributorthelevelofserviceexpected(businessmodel,dedicatedvssharedsalesforce,KPIsetc)andmonitortheactualoutcome
?EnsureapplicationofnationalandregionalKAagreements
?Ensureachievementoftheareasalestargets(BuildingBlocksKPIs)
?Proposesalesforcestructure–dedicatedvssharedsalesforceetc.,location,headcount
?Managedistributorsandwholesalers,ensurepayment,followupcreditsandassuretheinformationflowfromdistributorsonsalesandexpenses
Planningandcontrol
?Plansdailyandweeklyroutingandensuresconformitybysalesrepresentatives
?Monitorsfieldactivitiesperformanceandaccomplishmentofsalesconditions,agreementsandrelevantBBKPIs
?Ensurestockmanagementandcontrol,proposeactionstoresolveover-stocks,out-ofstocks
?Ensurethatallagreedreportsareprovidedtimelyandaccurately-fromdistributor,fromthesalesforce(instorescorecard)andensureaccuracy,up&downwithKAM(actualsonstocksandsales,freshness,otherregionalreports,reportsfrompromoters)
MarketingandTradeMarketing
?Implementbrandstrategies,achievequalitativeandquantitativeobjectivessetbymarketing,reportonopportunities,obstacles
?EnsureimplementationofTMactivities,activeandproperin-storeactivitiesexecution
?Isresponsibleforcontrol:visibility,positioningofPOSMandtakesmeasurestoexecutetrademarketingactivitiesiftheyarenotinplace
?MakesproposalsonnewtypesofPOSMandin-storeactivitiestoRegionalTMSupervisor
?ControlworkofPromoter(duringmarketvisit)–presence,presentationetc.ReportonissuestoRegionalTradeMarketingSupervisor.
ManagingHumanResources
?DefinesalestargetsforthestructuremanagedbySKU,controlresults
?Regularlyevaluateperformanceofthestructureassignedthroughjointvisitsandmarketvisits:evaluateachievementoftheBBKPIs,effectcoachingandmotivatesubordinates
?Participateinrecruitmentandselectionaccordingtothejobdescriptionsandcompanyvalues
?Trainnewcomersonmerchandising,salesskills,Trademarketingexecution,explainsalesprinciplesandcommercialpolicy,communicatenewproducts,newprojects,promoetc.
篇3:大區業務總監崗位職責大區業務總監職責任職要求
大區業務總監崗位職責
職責描述:
職責描述:
1、根據公司年度銷售目標,制定本區域銷售團隊工作計劃;
2、策劃和執行公司產品在指定目標醫院的銷售活動,完成銷售任務;
3、拓展和維護銷售渠道,負責收集、分析市場情報,對市場發展提供相關建議;
4、負責拜訪重點客戶,關注重點客戶需求,管理維護客戶關系以及客戶間的長期戰略合作計劃;
5、負責建立和管理銷售隊伍,以及對團隊成員的業務能力、素養等進行培訓,不斷提高團隊力量及人員的后備培養;
6、上級領導交代的其他事宜。
任職資格:
1、專科以上學歷,醫學、生物學等相關背景,同行業5年以上相關經驗。
2、有腫瘤領域,基因檢測領域等銷售經驗者優先考慮;
3、具有一定的醫院客戶資源者優先考慮;
4、具備良好的人際溝通、協調能力,分析和解決問題的能力;
5、有較強的事業心和團隊合作精神,工作有韌勁,能承受銷售壓力;