美团Keeta-SAKA Sales Operation（销售运营）
任职要求
1. Experience: more than 2 years of experience in merchant operations, promotion preparations, and sales team operations. 2. Data analysis skills: proficient with various analysis software, capable of conducting multi-dimensional analysis and making informed business judgments. 3. Market insight: information sensitivity to the market and industry, able to capture development trends and formulate strategies. 4. Project management ability: good at communication and expression, strong coordination, team consciousness, and organization ability. 1.经验：2 年以上商户运营、营销活动、销售运营经验。 2.数据分析能力：熟练使用各种分析软件，能够进行多维度分析，做出明智的商业判断。 3.市场洞察力：对市场和行业信息敏感，能捕捉发展趋势并制定策略。 4.项目管理能力：善于沟通和表达，有较强的协调能力、团队意识和组织能力。 5.英语可作为工作语言。 具备以下条件优先 The following are preferred : 1. Experience in the food delivery industry and local-based service industry is preferred. 2. Proficient in using SQL or other data analysis tools. 3. Experience in merchant operations/strategy operations/product operations preferred. 4. English can be used as a working language.
工作职责
1. Sales Target Management: Break down the SA and KA team's（Strategic Accounts and Key Accounts）business objectives and identify key sales indicators that impact the team's ability to achieve these targets. Establish a target management system and utilize efficient data tools and organizational methods to manage the SA and KA team’s daily, weekly, and monthly sales goals. 2. Sales strategy development: Develop a sales strategy by identifying growth opportunities through analysis and prospecting, and create a clear execution path. 3. Project Management: By utilizing project management, ensure the successful implementation of key business goals and strategies. Analyze and assess the feasibility and risks associated with the SA and KA team's objectives. Mobilize resources from the strategy, product, and operations teams to effectively support the SA and KA team in achieving its business goals. 4. Efficiency Optimization: Understand the whole BD process and operation pain points of the SA and KA team, promote the production and research team to build sales tools, establish a standardized operation process, and improve the team's efficiency. Promote the optimization of product capabilities on the merchant side to help merchants improve efficiency in online operations. 1. 销售目标管理：对SA和KA团队业务目标进行拆解，梳理并定义影响销售团队达成目标的关键销售指标，建立目标管理指标体系，通过高效的数据工具和组织机制管理SA和KA团队日/周/月维度销售目标。 2.制定销售策略：通过经营分析及探查，识别业务增长机会，制定销售策略及前线执行路径。 3.项目管理：以项目管理方式，保障业务关键目标及策略可有效落地执行，分析并敏捷判断SA和KA团队目标达成的可行性及风险，充分调动策略、产品、OB团队资源，驱动SA和KA团队达成业务目标。 4.效率优化：了解SA和KA团队BD“找约谈签上运”全流程和作业痛点，推动产研团队搭建销售工具，建立标准化运营流程，提高团队运营效率。推动商家端产品能力优化，帮助商家线上运营提效。
1.销售流程优化：熟悉连锁品牌团队BD“找约谈签上运”全流程和作业痛点，建立标准化运营流程，提高团队运营效率； 2.销售工具建设：识别制约销售人效提升的关键点，推动产研团队搭建销售工具并落地应用； 3.商家工具建设：识别商家需求和痛点，推动商家端产品能力优化，帮助商家线上运营提效； 4.项目管理：以项目管理方式，保障关键业务流程和产品能力可有效落地执行，充分调动策略、产品、运营团队资源，驱动连锁品牌团队达成业务目标。 What You'll Do: 1.Sales Process Optimization: Familiarize with the entire "find-interview-sign-onboard-operate" process and operational pain points of the franchise brand team BD, and establish standardized operational processes to enhance team efficiency. 2.Sales Tool Development: Identify key points that constrain the improvement of sales productivity, and drive the product and research teams to build and implement sales tools. 3.Merchant Tool Development: Identify merchant needs and pain points, and promote optimization of merchant-side product capabilities to enhance online operational efficiency for merchants. 4.Project Management: Use project management methods to ensure effective execution of key business processes and product capabilities. Fully mobilize resources from strategy, product, and operation team to drive the franchise brand team in achieving business objectives.
1.全面负责国家战略/区域连锁品牌（以下简称SA/KA）的业务管理，从0到1搭建SA/KA销售团队并进行日常管理，对SA/KA业务的拓展与经营结果及品牌满意度负责。 2.负责全国SA/KA品牌的开发与运营管理，制定并执行KA/SA业务的运营策略，持续改进新签及运营方案，并与其他各function形成有效协同。 3.推动SA/KA品牌与Keeta平台在品牌营销、促销活动、用户运营等领域的深度合作，提升品牌影响力。 4.洞悉品牌所属行业特性，深度理解品牌业务运营模式，为品牌制定专业化投放解决方案并推动落地；通过业务数据分析指导客户投放运营迭代，持续促进平台与品牌的深度联动。 5.与配送部门建立良好沟通关系，作为品牌与平台配送的沟通桥梁，协同配送侧不断提升品牌配送服务体验
1.数据分析：对Keeta投放增长进行数据分析，重点关注用户增长和留存等关键指标，提供数据驱动的洞察和决策建议。 2.指标体系构建：构建和迭代增长指标体系和目标管理机制，开发数据可视化系统，为业务增长提供洞察和分析支持。 3.业务协作：与产品、战略、市场和研发等部门紧密合作，实施项目并提升整体业务表现。 4.决策验证：设计A/B测试和因果推断模型，验证业务优化和决策结论，提供高效的分析方法。 5.异动归因分析：分解和诊断业务增长的驱动因素，调查数据异常，并开发自动归因工具。 6.工具与方法开发：总结和提炼增长分析方法论，开发数据效率工具。
1、Design multi-objective optimization strategies adapting to business phases (e.g., prioritizing fulfillment experience with cost constraints in early stages) to enhance rider efficiency and maintain SLA competitiveness.根据不同业务发展阶段进行多目标优化设计，如初期以履约体验为核心目标、成本为约束条件，持续提升骑手工作效率与保证SLA具备市场竞争力 2、Lead Middle East fulfillment solutions by developing country-specific strategies based on local SLAs, validating through experiments, and scaling successful models across regions.主导中东地区履约解决方案设计，针对不同国家市场环境及SLA需求制定差异化策略，通过实验设计验证方案有效性，关注标准 化能力建设，推动成功模式跨区域推广 3、Manage timeliness metrics including rider assessment systems and load balancing, designing incentive rules to ensure cost-effective, user-perceivable delivery performance.负责时效类指标管理，包括骑手考核体系搭建与负载均衡优化，重点设计时效考核奖惩规则以确保成本约束下时效类指标具备市场竞争力，且用户有感知 4、Optimize rider app interactions by translating complex strategies into actionable guidance, reducing cognitive load through intuitive interfaces.设计骑手端交互展示策略，将复杂策略指令转化为骑手执行的行为指引，通过App界面优化持续降低骑手理解成本与操作门槛