Locations: Beijing, China
Job Function: 销售
Req ID: 476487
Relocation Eligible: ['No']
Overview Lead the development and implementation of optimized and effective GTM model and selling systems to drive business; Drive transformative growth by designing and executing end-to-end GTM strategies across the East Region. Lead distributor ecosystem development, multi-category expansion, and data-driven market activation to maximize numerical distribution and share growth; drive national business plan and execution model development and land in Divisions. Responsibilities 1. Coverage Network Architecture & Deployment Strategic Footprint Expansion: Execute city-tier evolution roadmaps (RU/AU) to activate target markets ("white cities") aligned with AOP objectives. Design and deploy future-back RCD/GTM frameworks, including dedicated distributor models validated through P&L analysis. Distributor Ecosystem Development: Upgrade SPOKE partners to full RCD status via UM collaboration. Implement BU-defined RCD assessment frameworks and satisfaction surveys to qualify distributors, reduce churn, and enhance collaboration. Data-Driven Optimization: Lead DIS project implementation leveraging big data analytics to enhance indirect business operations. Develop tools to optimize frontline sales execution and wholesale/B2B management. 2. Distributor (RCD) Lifecycle Management Performance Governance: Conduct regular RCD business reviews tracking KPIs (service levels, ROI, coverage depth). Develop improvement plans for underperforming distributors and report on network effectiveness. Capability Building: Deliver training programs on trade terms negotiation, inventory management, and Perfect Store execution. Create enablement toolkits including ROI calculators and shelf-planogram guides. Relationship Stewardship: Guide LKA annual contract negotiations (pricing, promotions, shelf allocation) and support UM teams in daily RCD issue resolution. 3. Market Activation & Channel Strategy Priority Market Execution: Lead market activation initiatives to build model cities/stores in strategic markets (West Region & lower-tier cities). Ensure Perfect Store compliance through audits and optimize ATL investments against consumption hotspots. Emerging Channel Development: Decode and pilot new channel models (Away-from-Home, Discount, B2B), developing tailored GTM blueprints based on consumer/industry insights. Local Key Account Leadership: Direct key strategy, investments, JBPs and guide daily LKA operations; build frontline management model 4. Multi-Category GTM Strategy Design specialized RCD networks and investment models. Manage multi-category distributor segmentation, terms, and capability portraits. Support internal PEP organizational design for operational efficiency. Architect end-to-end value chains and develop specialized RCD networks. Collaborate with Marketing/Trade Marketing on pack-price architecture and promotional strategies. 5. GTM Model Innovation Pilot future-back execution models (e.g., service provider partnerships, IDT MD frameworks) through rigorous P&L analysis. Iterate pilot designs based on field feedback and scale successful models across divisions. 6. Business Planning & Execution Rigor Business planning methodology and execution Leadership: Build a methodology and guide division setting AOP targets, prioritizing projects, and allocating investments. Develop scorecards tracking numerical distribution, SOS/SOM, and RCD health. Performance Monitoring: Deliver monthly/quarterly business reviews with variance analysis. Design national planning systems for coverage building blocks and SKU distribution tracking. 7. Capability & Ecosystem Development Team Upskilling: Implement Distributor University (DU) curricula covering RCD management, data analytics, and negotiation. Certify frontline teams on Perfect Store standards. Knowledge Sharing: Launch digital platforms for best-practice playbooks, RCD case studies, and DIS project templates. Cross-Functional Integration: Align with Supply Chain on distribution center strategy, Marketing on promotional calendars, and Finance on investment ROI thresholds. Qualifications Bachelor Degrees & above, over 10-year working experience in FMCG sales area, have GTM planning experience will be a plus Executive maturity, High integrity & values driven Strong understanding of China FMCG trade structures – MT/TT/wholesale Rich frontline experiences in business management, distributor management and operations Excellent problem solving intrinsics with analytical skills and clear structured thinking to define problems and frameworks Strong & persuasive communication skills, influencing &collaboration skills Executive maturity, high integrity & values driven Strong English communication and business presentation skills, with high attention to details Willing to travel extensively to have first hand understanding of issues across China
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