大區(qū)業(yè)務(wù)代表崗位職責(zé)任職要求
大區(qū)業(yè)務(wù)代表崗位職責(zé)
崗位職責(zé):
1、制定、組織執(zhí)行所轄區(qū)域市場(chǎng)銷售計(jì)劃;
2、組織開發(fā)、維護(hù)、管理所轄區(qū)域終端;
3、制定、組織執(zhí)行所轄區(qū)域市場(chǎng)促銷計(jì)劃;
4、組織開發(fā)、管理經(jīng)銷商網(wǎng)絡(luò);
5、負(fù)責(zé)所轄區(qū)域團(tuán)隊(duì)建設(shè)及運(yùn)營(yíng)管理;
任職要求:
1、高中以上學(xué)歷;
2、具有較強(qiáng)的溝通協(xié)調(diào)、組織管理能力;
3、具有較強(qiáng)的責(zé)任心和團(tuán)隊(duì)合作意識(shí);
4、年齡在25-30歲之間;
5、熟練使用OFFICE辦公軟件;
大區(qū)業(yè)務(wù)代表崗位
篇2:大區(qū)副經(jīng)理崗位職責(zé)大區(qū)副經(jīng)理職責(zé)任職要求
大區(qū)副經(jīng)理崗位職責(zé)
大區(qū)重點(diǎn)客戶副經(jīng)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(qū)業(yè)務(wù)總監(jiān)崗位職責(zé)大區(qū)業(yè)務(wù)總監(jiān)職責(zé)任職要求
大區(qū)業(yè)務(wù)總監(jiān)崗位職責(zé)
職責(zé)描述:
職責(zé)描述:
1、根據(jù)公司年度銷售目標(biāo),制定本區(qū)域銷售團(tuán)隊(duì)工作計(jì)劃;
2、策劃和執(zhí)行公司產(chǎn)品在指定目標(biāo)醫(yī)院的銷售活動(dòng),完成銷售任務(wù);
3、拓展和維護(hù)銷售渠道,負(fù)責(zé)收集、分析市場(chǎng)情報(bào),對(duì)市場(chǎng)發(fā)展提供相關(guān)建議;
4、負(fù)責(zé)拜訪重點(diǎn)客戶,關(guān)注重點(diǎn)客戶需求,管理維護(hù)客戶關(guān)系以及客戶間的長(zhǎng)期戰(zhàn)略合作計(jì)劃;
5、負(fù)責(zé)建立和管理銷售隊(duì)伍,以及對(duì)團(tuán)隊(duì)成員的業(yè)務(wù)能力、素養(yǎng)等進(jìn)行培訓(xùn),不斷提高團(tuán)隊(duì)力量及人員的后備培養(yǎng);
6、上級(jí)領(lǐng)導(dǎo)交代的其他事宜。
任職資格:
1、專科以上學(xué)歷,醫(yī)學(xué)、生物學(xué)等相關(guān)背景,同行業(yè)5年以上相關(guān)經(jīng)驗(yàn)。
2、有腫瘤領(lǐng)域,基因檢測(cè)領(lǐng)域等銷售經(jīng)驗(yàn)者優(yōu)先考慮;
3、具有一定的醫(yī)院客戶資源者優(yōu)先考慮;
4、具備良好的人際溝通、協(xié)調(diào)能力,分析和解決問(wèn)題的能力;
5、有較強(qiáng)的事業(yè)心和團(tuán)隊(duì)合作精神,工作有韌勁,能承受銷售壓力;