长沙招聘

Role Purpose 职位目标：
1. Be accountable for sales strategy implementation in MT channel to achieve the sales and financial objective
2. Develop and maintain good relationship with key accounts in the assigned territory to ensure the brand strategy and marketing activities effectively executed in the MT channel
3. Leverage customer negotiation to secure business opportunities in assigned key accounts

Key Accountabilities/Responsibilities 主要工作职责：
Sales Objectives & Profitability
o Be responsible for developing & effectively implementing sales plan in assigned KAs to achieve sales objectives, profitability, brand strategy.
o Develop and roll-out the local marketing tactics and activities with trade marketing team and key accounts for implementation
o Ensure agreed trading terms well executed in store with field sales team.
o Ensure spending in line with agreed budgets
o Ensure all the sales and marketing activities to comply with the company policy

Key Account Management
o Frequently visit key accounts to build and maintain good relationship with them for new business opportunity exploration and existing business maintenance
o Support RKAM to select KA based on the criteria and build KA filing system for long term relationship management
o Manage KA’s performance based on the KPI in assigned territory
o Plan and implement annual KA investment scheme in the responsible territory to ensure a meaningful ROI
o Negotiate the annual display and promotion agreement with KAs in the responsible territory and ensure the agreement effectively executed in the territory
o Work with field team to secure product presence, display, RSP management implementation
o Closely cooperate with GT team and distributors/wholesalers to ensure a seamless distribution in the MT channel

Point Of Sales (POS) Management
o Effectively deploy POS tools to plan & implement trade marketing activities to maximize visibility and availability in MT channel
o Effectively track market intelligence like competitor activities, new products launch, retail price and sales related information & recommend actions to max business opportunities or minimize related risks
o Manage KA Supervisor, DSR and distributors’ merchandisers to check product distribution and stock availability, collect MI, enforce promotion execution & compliance, and achieve routine merchandising requirement at store level

Sales Forecasting & Sales Information Tracking
o Be responsible for latest 6 months sales forecasting and make sure the accuracy at or above 80%
o Regularly track sell-out information on MT outlets from distributors/wholesalers to meet the requirements of company designed forecasting system
o Work with managers in GT team to monitor sell-in at distributor/wholesaler’s level based upon sell-out demand from both MT accounts
o Maintain company-preset monthly inventory level at both account & distributors/wholesalers levels

Team management & people development
o Assist RKAM to build a wining culture in the KA team
o Be responsible for DSR recruitment and ensure candidates’ qualification meeting company’s standard, and all salary & related expenses are truly reflected in monthly expense report and in line with budget
o Set clear KPI for DSR to determine territory coverage and call frequency to effectively achieve the sales target
o Manage, coach and develop team capability to ensure the sales strategy and people strategy well executed in the assigned territory
o Motivate the team in an appropriate way to ensure the team stability, especially the retention of the talents in the team.

Qualifications/Requirements: (Education / Experience / Competencies)
申请资格 / 职位要求：(教育背景 / 工作经验 / 知识与技能)
Job / Functional Competencies:
o Strong KA management (3+ years in KA role and 2+ years in managerial role) in FMCG industry, especially in drinks business
o Highly familiar with China Guangdong KA structure and MT distribution dynamic
o Strong MT channel management and people management skills
o Fluent in Chinese & English
o IT literate
o University or above, preferably major in business administration

Generic Competencies:
o High integrity
o Strong communication & interpersonal skills
o Problem Solving and decision making
o Team management and people development
o Drive for results
o Customer Focus
o Planning and Organization

备注：产品为葡萄适

GlaxoSmithkline/葛兰素史克
作为世界领先的制药业巨擘，葛兰素史克公司秉承以研究开发为基础的一贯理念，凭藉公司本身的技术潜力和资源优势，在当今瞬息万变的医疗保健领域保持强劲的增长势头。
葛兰素史克公司，由葛兰素威康和史克必成强强联合，于2000年12月成立。两家公司的历史均可追溯至19世纪中叶，各自在一个多世纪的不断创新和数次合并中，在医药领域都确立了世界级的领先地位。两个制药巨人的成功合并，为葛兰素史克成为行业中无可争议的领导者奠定了基础，并在全球药品市场中占据有7%的份额。
葛兰素史克公司总部设在英国，以美国为业务营运中心，在抗感染、中枢神经系统、呼吸和胃肠道/代谢四大医疗领域代表当今世界的最高水平，在疫苗领域雄居行业榜首。此外，公司在消费保健领域也居世界领先地位，主要产品包括非处方药、口腔护理品和营养保健饮料。2006年公司在全球的销售总额达232亿英镑。目前，公司在全球拥有10万余名既掌握专业技能又有奉献精神的出色员工。
全球研发中心有1万6千科学家和技术人员分布在全球许多国家。为进一步推动研发全球化，葛兰素史克(GSK)中国研发中心于2007年6月成立。中心将侧重于神经退行性病变的研究，目标是为多发性硬化病、帕金森病和阿尔茨海默氏病等严重疾病开发新药。中国研发中心将发展成有1000多科学家和技术人员的全球研发中心。中心将以科学研究为基础（science-driven），通过生物学，化学以及最新技术，创新开发新的治疗手段。中国研发中心将最终引领GSK在这一领域从识别药物靶标到后期临床研究的全球研发活动，并在中国和其他研究机构密切合作。GSK中国研发中心计划在未来10年内成长为GSK的大型研发中心之一。
更多信息请访问我们的网站：www.gsk.com or www.gskchina.com