商汤Sales Manager
任职要求
Job requirements： Bachelor's degree in business administration, marketing, or a related field Proven experience as a sales manager, preferably in the public sector or government sales. Strong knowledge of the public sector landscape, procurement processes, and government regulations. Excellent communication and interpersonal skills. Ability to build and maintain relationships with key stakeholders at various levels of government organizations and partners. Results-oriented mindset with a track r…
工作职责
Job responsibilities： Sales Strategy and Planning: Develop and execute a comprehensive sales strategy for the public sector, aligned with the organization's goals and objectives. Identify target markets, segments, and key decision-makers within the public sector. Conduct market research to understand customer needs, competitive landscape, and emerging trends. Business Development: Build and maintain strong relationships with key stakeholders in the public sector, including government agencies, educational institutions, and non-profit organizations. Identify and pursue new business opportunities within the public sector, including tenders, requests for proposals (RFPs), and strategic partnerships. Develop and deliver compelling sales presentations, proposals, and demonstrations to showcase the organization's products or services. Negotiate and close sales agreements, ensuring favorable terms and conditions. Sales Performance and Reporting: Monitor sales activities, track progress against targets, and analyze sales data to identify areas for improvement. Prepare regular sales reports and present them to senior management, highlighting key performance metrics, market trends, and opportunities. Develop sales forecasts and pipeline reports to support sales planning and resource allocation decisions. Stay updated on industry developments, public sector policies, and regulations that may impact sales strategies.
• Be a subject matter expert on databases, particularly on Relational Databases, able to discuss with customer on database modelling, migration, performance testing and day to day operations • Have wide ranging experience with open source and commercial databases such as MySQL, PostgreSQL, Oracle & SQL Server…etc • Be familiar with major cloud service providers in using it for deployment of workloads (AWS, Alicloud, GCP, Azure…etc) • Be a technical expert on all aspects of OceanBase (compatibility assessment, deployment, administration, development, migration…etc) • Facilitate introduction, discussion and demonstration of OceanBase’s technology, vision and value proposition either via individual or group sessions with customers • Engage and discover prospects’ pain points, business/technical challenges and identify how OceanBase can add value • Run Proof of Concept projects with customers to validate OceanBase’s capabilities Support post sale OceanBase implementation with OceanBase delivery team • Maintain deep understanding of competitive as well as complementary technologies and how to position OceanBase DB in relation to them • Provide guidance on how to resolve customer-specific technical challenges • Collaborate with Product Management, Engineering, and Marketing to continuously improve OceanBase product and position in the market
1、需求管理规范制定及落实 协同销售、产品、供应等各方诉求和流程，负责制定公司的需求管理规范，包括需求分类、提报频次与节奏、准确性指标、各方职责等；在日常工作中推动需求管理规范的落实和更新 2、需求对接及应答 对接销售线，构建销售PPL、大客户需求、紧急/突发需求的收集和输出机制；对接产品线，协同产品线按管理规范进行需求信息和诉求的输入，对产品线提货进行审核确认；编制需求FCST传递至下游部门，对销售线、产品线关于资源及供需相关问题，牵头各部门协商解决方案并应答 3、重点大客与项目管理 对接国际业务线，保障国际业务大客和重点项目的供需；为“销售/产品/供应”实际提货需求做好低成本计划储备 4、协同优化供需链路 基于需求信息，明确对交付SLA和供应LT的要求，管理对销售线、产品线的需求满足度及资源服务满足度，构建高效供需链路 Job Description: 1. Demand Management Standardization and Implementation Collaborate with sales, product, supply chain, and other stakeholders to establish the company's demand management standards, including demand classification, reporting frequency and pace, accuracy indicators, and responsibilities of all parties involved; Promote the implementation and updating of requirements management standards in daily work 2. Requirement docking and response Connect with sales , establish a collection and output mechanism for sales PPL, major customer needs, and emergency/sudden needs; Integrate product , collaborate with product to input demand information and appeals according to management standards, and review and confirm product line pick-up; Develop FCST requirements and communicate them to downstream departments. Lead the negotiation and response of various departments regarding resource and supply-demand related issues in the sales and product 3. Key clients and project management Connect with international business to ensure the supply and demand guarantee of international business clients and key projects; Prepare low-cost plan reserves for actual delivery needs of "sales/products/supply" 4. Collaborative optimization of supply and demand chain Based on demand information, clarify the requirements for delivery SLA and supply LT, manage the satisfaction of demand and resource services for sales and product , and build an efficient supply and demand chain
1.Partnership Management: Manage and maintain Trip.com’s relationships with OTA partners, Resellers and Metasearches. Optimize distirbution policies and strategy to enhance the sales goal of the company. 2.Business Negotiations: Lead the team handling business negotiations with OTA partners, Resellers and Metasearches including procurement, formulation of operational rules, implementation of cooperation plans, and maintaining customer relationships. Ensure team's KPI & OKR indicators proceed smoothly. 3.Cross-Department Collaboration: Assist the company's finance, product, technology, and service teams in streamlining processes with clients and facilitating communication. Ensure a full-cycle integration in product distribution, operational service system construction, and financial processes. 4.Data Analysis: Conduct in-depth analysis of operational data from partners on a regular basis. Provide accurate data support to the company and clients to help formulate and adjust operational strategies. 5.Performance Tracking and Strategy Adjustment: Monitor and review the effectiveness of partnerships, and adjust cooperation strategies in a timely manner to respond to market changes and customer needs.
1. Plan and execute various platform level promotions: include big promotion such as Black Friday or seasonal rebajas, to drive platform level uplift and make the sales reach to new height, and several monthly campaigns which serve different objectives: increase seasonal sub-categories, boost re-purchase rate, assist incubation, drive top brands or top assortment 2. Think from both seller and buyer points of view. 3. Leverage analytical data to point out the critical factors or measurable metrics to enhance promotion performance, improve SOP or raise new promotional initiatives. 4. Work with Product and User Experience Design team to identify improvement areas that can largely improve business results and better user experience.