美团Head of Sales Operations 销售运营负责人
任职要求
岗位基本要求： 1.本科以上学历，6年以上市场分析与运营管理经验； 2.能够理解业务目标和关键影响因素，逐层拆解为切实有效的销售策略和举措，确保销售目标达成； 3.规范性的销售管理体系经验，销售后台管理和销售知识以及其他销售制度的制定经验； 4.良好的资源整合协调能力，能提前预判销售策略落地的风险和问题，建立配套保障机制和最佳解决方案，并能综合评估销售团队的达成结果。
工作职责
岗位职责： 1.优化销售业务流程，为业务策略落地提供产品化解决方案； 2.持续关注行业对标，搭建与业务策略匹配的销售组织，提升整体的销售效率，并为业务优化设计合理的人效模型； 3.负责不断完善销售管理政策及业务操作规范，促使和辅助销售团队工作的标准化； 4.对业务策略全盘项目进行统筹跟进，并直接管理重要核心项目保障落地。 5.负责重要项目的业务推进，制定推进策略，推动项目的实施和落地检核，拿到结果。 Job Responsibilities: 1.Optimize the sales business process, provide productized solutions for the landing of business strategy; 2.Continue to pay attention to the industry benchmarking, build a sales organization to match with the business strategy, improve the overall sales efficiency, and optimize the design of the business of the reasonable human efficiency model; 3. Is responsible for continuously improving the sales management policies and business practices, to promote and assist in the Standardize the work of the sales team; 4.The business strategy of the whole project to coordinate and follow up, and direct management of important core projects to ensure the landing. 5.Responsible for the business promotion of important projects, develop promotion strategies, promote the implementation of the project and landing check, get the results.
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. 负责销售全流程数据监控、分析工作，洞察业务增长点，并能及时定位和预警业务存在的问题和风险点，提供策略方向和改善建议，建设数据报表，推进业务数据产品的建设，提升销售及运营团队的运行效率； 2. 重点专项分析：根据数据分析得出的相关分析结果，协同内外部资源，推进重点项目销售侧落地并不断复盘迭代拿结果； 3.深入了解销售业务，持续跟进业务动作，建立多维度业务策略诊断体系，发现和定位当前业务存在的问题，为业务决策提供支撑。 1. Responsible for sales of the whole process of data monitoring, analysis, insight into business growth points, and can timely locate and early warning of business problems and risk points, to provide strategic direction and improve the proposal; construction of data reports, to promote the construction of business data products, to enhance the operational efficiency of the sales and operations team. 2. Focus on special analysis: based on analysis results derived from data, collaborate with internal and external resources to promote key projects and drive sales. Continuously review and iterate to improve the results. 3. In-depth understanding of the sales business, continue to follow up on business actions, establish a multi-dimensional business strategy diagnosis system, discover and locate the current business problems, and provide support for business decision-making.
Responsibilities/Focus Areas: The Head of Sales (BD) is responsible for the national wide and export business (excluding the defined markets of the Head of Vertical & Applications) of products and systems. • Identification and provision of market, industry, and customer requirements as well as competitor information • Define and execution of the sales strategy (incl. the go-to-market strategy for direct and indirect channels) • Define BTAs with the associated regions in coordination with the BU GM/CM • Ensure the achievement of business targets • Setting up a pricing strategy that approved by BU GM/CM and OC GM • Support regions in structuring their sales/BD organization • Proposal management and order execution for system business in accordance with the CRM – Sell process • Alignment with Operation company to ensure delivery reliability. • Internal Collaboration & Compliance: • • Acting as BU representative in region to ensure business growth in collaboration with regional sales team • • Foster collaboration with cross-functional teams and implement governance frameworks for compliance in business development activities. • • Develop reporting mechanisms for performance tracking and promote best-practice sharing to enhance business development effectiveness and productivity. • Leadership & Team Management: • Lead and manage EA Sales (BD) teams, ensuring role clarify, provide coaching, direction, and performance management in line with business targets and • fostering a high-performance culture, ensure EA Sales (BD) teams are positioned for success with high productivity and effectively. KPIs: • BTA achievement • BU end-to-end profitability • BU Pipeline quantity & quality • HitRate • Monthly forecast quality • NPS
Responsibilities/Focus Areas: The Head of Verticals & Applications is responsible for RC-CN SI EA Vertical Markets: Power Utilities, Industries, Infrastructure, Data Centers (GB & IEC technology), Renewable energy and all customers of IoT and Data driven business and E-House business. The Head of Vertical & Applications in these defined areas is responsible for • Updating and maintaining vertical market customers list (named accounts) in alignment with RC-CN SI EA Sales and approved by BU Head • Identification and provision of market, industry, and customer requirements as well as competitor information • Define and execution of the Vertical & Application sales strategy ensuring the achievement of business targets • Define BTAs within Vertical market in coordination with the RC-CN SI EA Sales and approved by BU GM/CM • Ensuring the achievement of business targets in the scope of vertical market (incl. named accounts) • Governance of Center of Competence (CoC) for E-House • Execute sales phase in accordance with PM@SI EA (Solution Business) and proposal management phase in accordance with CRM – Sell (System Business) • Developing and deploying modular solutions involving EA portfolio (Hardware + IoT) including integration of 3rd party equipment for the named customers • Alignment with Operation company to ensure delivery reliability. • Foster marketing formation of EA value-to-market from vertical markets perspective (includes content creation, supporting in marketing operations, etc) • Internal Collaboration & Compliance: • Acting as BU representative in Vertical markets to ensure business growth in collaboration with EA sales team and SI sales team • Foster collaboration with cross-functional teams and implement governance frameworks for compliance in business development activities. • Develop reporting mechanisms for performance tracking and promote best-practice sharing to enhance business development effectiveness and productivity. • Leadership & Team Management: • Lead and manage Vertical & Application team, ensuring role clarify, provide coaching, direction, and performance management in line with business targets and fostering a high-performance culture, ensure Vertical & Application team are positioned for success with high productivity and effectively. KPIs: • Vertical (named accounts) BTA achievement • Vertical (named accounts) end-to-end profitability • Vertical (named accounts) Pipeline quantity & quality • Vertical Monthly forecast quality • NPS • Share of wallet in named accounts