携程涉外资深法务经理(MJ032713)

1. 客户需求分析：与销售团队协作，深入理解客户需求，提供人形机器人（服务型/工业型/家庭型等）的技术解决方案和场景化应用建议。 2. 方案设计与演示：编写技术方案书、PPT，完成产品演示、技术答疑及竞品分析，突出产品核心优势。 3. 技术支持：协助销售完成投标、技术谈判、合同签订等环节，解决客户技术疑虑。 4. 市场洞察：跟踪人形机器人行业动态（如AI、运动控制、人机交互等技术），提炼产品卖点，优化解决方案。 5. 跨部门协作：联动内部研发、产品团队反馈客户需求，推动产品迭代优化。

通过机制建设与工具产品化，提升SMB销售团队的业务效率与流程管理能力，保障销售策略的有效执行与落地。 1.销售行为研究与问题洞察：围绕销售主路径“找-约-谈-签-上-运”，深入一线开展调研与分析，梳理不同角色（销售/销售管理者，中国/Local）的作业流程与时间分配，识别高频低效环节，提出具备可行性的效率优化方案； 2.标准化流程与动作机制搭建：结合业务场景，搭建关键销售流程与动作规范，同时平衡一线业务灵活性，明确各环节的操作指引与节奏管理机制，推动流程标准化、执行可控化； 3.人效指标体系建设：与优化建立并持续优化销售人效评估体系，监测关键效率指标，分析差异与提升空间，制定改进方案并推动落地，支持销售团队持续提效； 4.流程工具产品化与落地推广：推动关键流程与动作的系统化沉淀，与产品、技术团队协作完成流程工具的设计与上线，负责前线使用推广与反馈收集，确保产品工具真正服务销售一线、提升作业效率。 Through mechanism building and tool productization, improve the business efficiency and process management capabilities of the SMB sales team, ensuring the effective execution and implementation of sales strategies. 1.Sales Behavior Research and Insight Identification：Focusing on the core sales path of "Find - Meet - Pitch - Sign - Deliver - Operate," conduct in-depth field research and analysis to map out workflows and time allocations for different roles (sales/sales managers, China/Local). Identify high-frequency inefficiencies and propose feasible optimization solutions to improve sales efficiency. 2.Standardized Process & Action Mechanism Design：Based on business scenarios, design and standardize key sales processes and action guidelines, while balancing the flexibility required by frontline sales teams. Clearly define the operational guidelines and rhythm management mechanisms at each stage, promoting the standardization of processes and the controllability of execution. 3.Sales Productivity System Development & Optimization：Build and continuously optimize the sales productivity evaluation system. Monitor key efficiency metrics, analyze gaps and areas for improvement, and formulate targeted action plans to enhance overall sales performance. 4.Process Tool Productization & Deployment：Promote the systematization of key sales processes and actions, collaborating with product and technology teams to design and launch process tools. Lead the adoption of these tools by frontline teams, collect feedback, and ensure that the tools truly serve the sales team, enhancing operational efficiency.

【中文版】 通过机制建设与工具产品化，提升沙特SMB销售团队的业务效率与流程管理能力，保障销售策略的有效执行与落地。 1.销售行为研究与问题洞察：围绕销售主路径“找-约-谈-签-上-运”，深入一线开展调研与分析，梳理不同角色（销售/销售管理者，中国/Local）的作业流程与时间分配，识别高频低效环节，提出具备可行性的效率优化方案； 2.标准化流程与动作机制搭建：结合业务场景，搭建关键销售流程与动作规范，同时平衡一线业务灵活性，明确各环节的操作指引与节奏管理机制，推动流程标准化、执行可控化； 3.人效指标体系建设：与优化建立并持续优化销售人效评估体系，监测关键效率指标，分析差异与提升空间，制定改进方案并推动落地，支持销售团队持续提效； 4.流程工具产品化与落地推广：推动关键流程与动作的系统化沉淀，与产品、技术团队协作完成流程工具的设计与上线，负责前线使用推广与反馈收集，确保产品工具真正服务销售一线、提升作业效率。 【English version】 Through mechanism building and tool productization, improve the business efficiency and process management capabilities of the Saudi SMB sales team, ensuring the effective execution and implementation of sales strategies. 1.Sales Behavior Research and Insight Identification：Focusing on the core sales path of "Find - Meet - Pitch - Sign - Deliver - Operate," conduct in-depth field research and analysis to map out workflows and time allocations for different roles (sales/sales managers, China/Local). Identify high-frequency inefficiencies and propose feasible optimization solutions to improve sales efficiency. 2.Standardized Process & Action Mechanism Design：Based on business scenarios, design and standardize key sales processes and action guidelines, while balancing the flexibility required by frontline sales teams. Clearly define the operational guidelines and rhythm management mechanisms at each stage, promoting the standardization of processes and the controllability of execution. 3.Sales Productivity System Development & Optimization：Build and continuously optimize the sales productivity evaluation system. Monitor key efficiency metrics, analyze gaps and areas for improvement, and formulate targeted action plans to enhance overall sales performance. 4.Process Tool Productization & Deployment：Promote the systematization of key sales processes and actions, collaborating with product and technology teams to design and launch process tools. Lead the adoption of these tools by frontline teams, collect feedback, and ensure that the tools truly serve the sales team, enhancing operational efficiency.

1.开展海内外专利规划布局，深入理解业务需求，制定相应布局策略； 2.开展海内外专利技术评审、专利文件的撰写和审核、审查意见答复及维护，打造高价值专利； 3.开展海内外市场专利风险分析，有效识别潜在风险并提出规避建议； 4.洞察竞争对手专利动态，跟踪了解前沿的知识产权相关动态； 5.参与专利诉讼、许可等业务支持。