上海招聘

ROLE PURPOSE – (A short summary of role accountabilities)

角色目的——（角色职责概述）

The RM Group Import Fulfilment Programme has identified opportunities to grow parcel import volumes to the UK and Europe by moving higher up the value chain and establishing customer relationships in foreign markets. This is part of the Group Parcels Strategy.

英国皇家邮政集团进口专递项目认识到，通过向价值链上端移动、在国外市场建立客户关系，可以增加国外到英国和欧洲的进口包裹数量。这是集团包裹战略的一部分。

The RMG China proposition is to launch a B2B China to Europe deferred service for parcels being sent from China, partnering with a major express service provider in China, and aimed primarily at SMEs, to compete against integrators.

英国皇家邮政集团计划在中国与国内一家著名快递服务公司合作与综合运营商竞争，推出中国到欧洲B2B延时包裹快递产品，主要针对中小企业。企运商务咨询是英国皇家邮政集团公司在中国成立的全资子公司，目的是为母公司在华的业务发展提供支持服务。

The Head of Commercial is responsible for embedding partner relationships, delivering the commercial plan and leading those tasked with delivering the commercial function:

商务总管负责培养伙伴关系，制定商务计划，领导商务职能部门工作，完成上述任务：

· Delivering the commercial plan – revenue target, AUR, number of customers (new and cross-selling)

· 制定商务计划——收入目标、AUR、客户数（新客户及交叉销售）

· Sales team leadership including sales prospecting, customer wins, revenue generation, managing relationships with clients and upskilling the China Partner’s sales staff

· 销售团队领导，包括销售勘探、赢得客户、创造收入、管理与客户的关系，提升中国合作伙伴销售员工的技能水平。

· Commercial team leadership including CRM, sales lead generation, product management, pricing, market research, marketing development, deployment & measurement and competitor intelligence

· 商务团队领导，包括客户关系管理、创建销售线索、产品管理、定价、市场调查、市场开发、部署与策略以及竞争对手情报。

· Customer service leadership including providing the direction for both China partner’s contact centre staff and the EBP Consultancy back office staff, training and developing contact centre staff, ensuring key metrics are met

· 客户服务领导，包括为中国合作伙伴联络中心员工及企运商务咨询后台工作人员指点方向，培训并发展联络中心员工，确保关键指标的完成。

· Defining the customer experience and championing the delivery of the stated desired performance both through our partners and internally

· 界定客户体验，通过公司内部员工以及合作伙伴实现承诺的绩效。

A high level of resilience as well as cultural sensitivity will be required to succeed in this role.

胜任此职位需要高强度的弹性以及文化敏感度。

KEY ACCOUNTABILITIES (i.e. Deliverable outputs of the job – there should be no more than 10 key accountabilities)

主要职责（即此职位需要交付的成果—主要职责不超过十项）

· Development and deployment of the commercial plan for China to Europe service

· 中国至欧洲服务商务计划的制定和部署

· Identification, pitch and contracting with customers through our China partner and the EBP Consultancy sales specialists

· 通过中国合作伙伴和企运商务咨询公司的销售专家，识别客户、推销并与客户签订合同。

· As a senior manager in EBP Consultancy ensure full compliance of all EBP Consultancy activities to the standards of probity expected of an RMG company including potential corruption and financial probity

· 作为企运商务咨询公司的高级经理，要确保企运商务咨询公司的所有活动全面遵守英皇邮的行为标准，包括反腐标准和财务标准。

· Formulate, agree and manage SLAs with our China partners to ensure an efficient contact centre operation is in place

· 与中国合作伙伴一起制定服务水平协议，就此达成一致意见，并管理该协议，确保联络中心的高效运营。

· Development of commercial scorecard measures

· 制定商务工作记分卡措施

· Complete accountability for the delivery of the revenue & volume targets

· 全权负责收入和货量目标的完成

· Lead and motivate the EBP Consultancy commercial team plus the China partner virtual team, operating across China

· 领导并激励企运商务咨询公司商务团队与中国合作伙伴虚拟团队在中国的工作。

· Produce annual commercial plan detailing the marketing activity to be undertaken, segmentation approach and scorecard measures to support the overall delivery of the EBP Consultancy business plan

· 指定年度商务计划，包括要从事的市场活动、细分方法以及记分卡措施，以支持企运商务咨询公司商务计划的全面实现。

· Creation, ownership & delivery of the product specification, product rate card & discount structure, marketing calendar and sales pipeline

_{制定、负责并交付产品规格、产品价目表和折扣机制，营销日历和销售渠道。}

Skills, Knowledge and Experience:

技能、知识和经验：

· Thorough knowledge of courier, express & parcels industry – both internationally and within China

· 对国内外快递员、包裹快递产业的完备认识

· Thorough knowledge of RMG, including GLS

· 对英皇邮（包括GLS）的完备认识

· Proven track record of delivering sales targets

· 完成销售目标的能力证明

· Able to build, motivate, monitor and drive sales, marketing & customer service teams

· 建立、促进、监督、驱动销售、营销和客户服务团队的能力

· Senior level relationship / supplier management experience

· 高层关系/供应商管理经验

· In depth knowledge of effective marketing techniques in China

· 中国有效营销技巧的深入认识

· Experience of working in a start-up business advantageous

· 有在新兴公司工作经验者优先考虑

· Experience of working in China advantageous but should have some overseas professional experience

· 在中国有工作经验者优先考虑，但是应该同时具备一定的海外职业工作经历

· Mandarin speaker

· 汉语流利

· Senior level leadership of teams and virtual teams

· 对团队和虚拟团队的高级领导能力

EBP Consultancy (Beijing) Co., Ltd. 企运商务咨询（北京）有限公司
A Royal Mail Group Company 英国皇家邮政集团子公司
Royal Mail Holdings (the Group) is a public limited company wholly owned by the UK Government, but operating as an independent commercial entity with its own Board and balance sheet.
China is the largest in-bound market for Europe. Currently, Royal Mail Group (RMG) has set up a contractual partnership with a local Chinese express company. The China partner will provide the express services for Royal Mail in China on a contractual “outsourced” basis. Royal Mail Group in Europe will provide infrastructure support such as IT and Technology. The China business is purely B2B and will primarily focus on the order replenishment and sample traffic for the following key sectors:
Textiles
Machinery parts
High technology
EBP Consultancy (Beijing) Co., Ltd., a RMG Wholly Foreign Owned Entity in China, was established in 2012 in Beijing to assist RMG in mainly performing the following activities within China: providing expert knowledge of International Express to the China partner; supporting the China partner in sales and marketing; and operational processing of international items. Additionally EBP will support RMG in the day to day management of the relationship with the China partner, including assessment of future business development opportunities within China. EBP will also be responsible for supporting RMG in managing the day to day performance of the AFF.