美团连锁客户策略分析Strategic Accounts Strategy and Analysis
任职要求
岗位基本要求： 1、商户运营、营销活动、销售运营、商业分析相关工作经验优先； 2、对新事物有好奇心，愿意开放探索外卖经营方法论在不同国家/地区的不同玩法，发现规律并沉淀国际化可复制经验； 3、有推动力和执行力，以建设者心态、协同各方（市场、B/C/D运营、销售）切实解决新业务面临的问题，并协助建设流程和组织能力； 4、能够/有潜力学习英语，并在工作环境中使用 Job Requirements: 1.Understand the delivery business/catering industry, with preference given to candidates with prior experience in takeaway/catering brand operations. 2. Be curious about new things and willing to explore different approaches to takeaway operations in various countries/regions, identify patterns, and consolidate internationally replicable experiences. 3. Demonstrate drive and execution capability, adopt a builder mindset, collaborate with various departments (marketing, B/C/D operations, sales), address new business challenges, and assist in building processes and organizational capabilities. 4. Fluency in English in speaking, listening, reading, and writing is preferred.
工作职责
服务于大客户团队销售策略，负责目标设定、资源管理、整合营销、新机会探查等职能，支持业务目标达成； 1、大客户销售策略制定：结合业务整体策略，拆解大客户团队的销售策略，确保各项资源的有效利用；建立客户管理体系，明确各业务客户分配规则和客户轮转机制，确保客户资源有效； 2、业务分析与资源管理：结合业务整体策略，明确大客户团队的各项考核及监控指标，完成自上而下拆解、沟通及执行；提供数据分析能力，监控业绩和预测趋势，促进销售队伍业务规划和理性决策能力的提升；为目标达成和组织发展配置合理的预算资源； 3、品牌营销：基于用户需求和品牌营销节奏，整合端内外流量、补贴等资源以及营销产品工具能力，设计并落地品牌营销活动； 4、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，分析并敏捷判断销售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，驱动销售团队达成业务目标。 Collaborate closely with the strategic accounts team, responsible for goal setting, resource management, integrated marketing, and new opportunity exploration to support business objectives: 1. Development of Sales Strategies for Key Accounts: Align with the overall business strategy to break down sales strategies for the key account team, ensuring effective utilization of all resources. Establish a client management system, define rules for business client allocation and client rotation mechanisms to ensure effective client resource management. 2. Business Analysis and Resource Management: Combine the overall business strategy to clearly define key performance indicators and monitoring metrics for the key account team, completing top-down breakdown, communication, and execution. Provide data analysis capabilities to monitor performance and forecast trends, promoting the business planning and rational decision-making capabilities of the sales team. Allocate budget resources reasonably to achieve goals and support organizational development. 3. Brand Marketing: Based on user needs and the brand marketing rhythm, integrate internal and external traffic, subsidies, and marketing product tool capabilities to design and implement brand marketing activities. Project Management: 4. Use project management methods to ensure effective execution of key business goals and strategies. Analyze and quickly assess the feasibility and risks of achieving sales team goals, fully mobilize resources from strategy, product, and OB teams to drive the sales team to achieve business objectives.
岗位职责 1、大客户销售流程优化：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：识别制约大客户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、品牌客户产品能力建设：识别大客户的需求和痛点，推动商家端的特异性产品能力优化，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。 Job Responsibilities: 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.
岗位职责: 1、深入研究餐饮业发展趋势，通过数据分析，挖掘连锁品牌在外卖平台经营的机会点，帮助大客户经理影响当地连锁客户； 2、针对不同品类客户或不同场景，承接公司策略且输出适用于连锁品牌的增长策略及对应解决方案，并整合、输出、复制经验； 3、探索并引领联合商业计划等战略合作模式框架，与客户经理共同建设头部客户的深度合作模式并运营； Job Responsibilities: 1. Conduct in-depth research on the development trends of the catering industry, identify business opportunities for chain brands on the takeaway platform through data analysis, and assist the senior account manager in influencing local chain customers. 2. Develop growth strategies and corresponding solutions for different categories of customers or scenarios, implement corporate strategies suitable for chain brands, and integrate, output, and replicate experiences. 3. Explore and lead the framework of joint business plans and other strategic cooperation models, work with the account manager to build deep cooperation models with key customers, and operate them.
1、深入研究餐饮业发展趋势，通过数据分析，挖掘连锁品牌在外卖平台经营的机会点，帮助大客户经理影响当地连锁客户； 2、针对不同类型的客户或不同场景，承接公司策略且输出适用于连锁品牌的增长策略及对应解决方案，并整合、输出、复制经验； 3、探索并引领联合商业计划等战略合作模式框架，与客户经理共同建设头部客户的深度合作模式并运营； 4、带领团队，建设连锁客户运营中的常见流程，切实解决大客户面临的实际问题。 Job Responsibilities: 1. Conduct in-depth research on the development trends of the catering industry, identify business opportunities for chain brands on the takeaway platform through data analysis, and assist the senior account manager in influencing local chain customers. 2. Develop growth strategies and corresponding solutions for different categories of customers or scenarios, implement corporate strategies suitable for chain brands, and integrate, output, and replicate experiences. 3. Explore and lead the framework of joint business plans and other strategic cooperation models, work with the account manager to build deep cooperation models with key customers, and operate them. 4. Lead the team to establish common operational processes for chain customers and solve practical issues of major customers.
1.负责国际连锁型品牌的开发及经营，推动品牌与平台品牌营销、促销活动、用户运营等领域的深度合作，为所负责品牌的规模提升负责；执行公司的销售策略，达成绩效目标 2.根据负责品牌的行业特点，深入了解品牌的生意经营，通过经营数据帮助品牌制定专业的外卖解决方案并落地 3.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 4.充分挖掘自身工作潜力，收集一线营销信息、用户意见、当地市场信息等，对公司提出参考意见 1. Responsible for the development and management of chain brands, fostering strategic collaboration between brands and our platform in areas such as brand marketing, promotional campaigns, and user operations to drive scalable growth. Execute company sales strategies to achieve performance targets. 2. Based on the industry characteristics of the assigned brands, gain deep insights into business operations, and help develop and implement professional food delivery solutions through business data analysis. 3. Establish effective communication with the delivery department, acting as a bridge between the brand and the platform's delivery operations, and work together to continuously improve the brand's delivery service experience. 4. Gather front-line market insights, user feedback, and local market trends to generate actionable business improvements.