【導(dǎo)讀】現(xiàn)通重點(diǎn)客戶管理。蔡友純（浙江）、吳小平（深圳）、吳彤梅（北京）、夏靈。林（四川）包壽榮（廣州）。六、現(xiàn)通重點(diǎn)客戶實(shí)施程序及考評標(biāo)準(zhǔn)。團(tuán)隊(duì)名稱：現(xiàn)代通路重點(diǎn)客戶排障小組成立時(shí)間：2020年4月9日。團(tuán)隊(duì)領(lǐng)導(dǎo)：張漢來電話號碼：0595-5708690. 團(tuán)隊(duì)成員職位電話號碼電子郵件。陳紅軍集團(tuán)系統(tǒng)部。照預(yù)定的模式運(yùn)做并取得明顯的效益為止。第一階段從滬浙蘇、閩粵區(qū)域?yàn)閱拥默F(xiàn)通重點(diǎn)客戶開始。從接受CFT排障指令開始。徹底解決上述尋找的障礙。自在工作范圍內(nèi)順利運(yùn)做并良好溝通與銜接。

　　

【正文】 部授權(quán)負(fù)責(zé)規(guī)劃、管 理并監(jiān)督全國不同類型終端的業(yè)務(wù)運(yùn)做。通過市場策劃、 銷售、及對流程的有效執(zhí)行，使業(yè)績最大化。 In order to realize best sales performance ， the outlet management team will be empowered by Sales department in headquarters to fulfill Planning， management as well as supervision on national business operation For different types of outlets and reports to sales Manager. 現(xiàn)通重點(diǎn)客戶管理 BRT小組行動指南 —— 崗位描述 BRT action guideline for management of modern channel key accounts Job description 終端管理小組的基本職責(zé) Basic responsibilities for outlet management team 研究終端發(fā)展 ， 制定不同類型終端策略和實(shí)施程序 We will make research on outlet development, work out different types of outlet strategies and implementation program. 制定不同類型終端的績效考評標(biāo)準(zhǔn) The evaluation criterion for different types of outlet will be validated 規(guī)劃終端 ， 對不同類型終端客戶進(jìn)行分類管理 The planning will be made on outlets, the classified management will be fulfilled for different types of outlet customers 協(xié)調(diào)并幫助全國各區(qū)域終端工作人員開展業(yè)務(wù)工作 We will try to coordinate and help the people in the field in their business operation 制定重點(diǎn)客戶的銷售預(yù)測及費(fèi)用預(yù)算 Sales forecasting and expense budget for key accounts will be worked out. 建立各重點(diǎn)客戶檔案資料 （ 包括合同 ） Account book for each key accounts will be established(includes contract) 現(xiàn)通重點(diǎn)客戶管理 BRT小組行動指南 —— 崗位描述 BRT action guideline for management of modern channel key accounts Job description 終端管理小組的基本職責(zé) Basic responsibilities for outlet management team 對開展全國性合作的重點(diǎn)客戶 ， 全面介入全國合同的實(shí)質(zhì)性談判 We will initiate substantive negotiation with national key accounts on national contract issue 制定重點(diǎn)客戶的進(jìn)場品項(xiàng)及進(jìn)行價(jià)格控制 We will validate instore categories for key accounts and fulfill price control 進(jìn)行促銷規(guī)劃 ， 安排全國性的促銷活動 ， 并做好總結(jié)分析工作 On one hand , we will make promotion planning and arrange national promotion activities. On the other hand, we will make summarization and analysis on it. 每月匯總重點(diǎn)客戶的銷售狀況 、 促銷總結(jié) ， 進(jìn)行月銷售分析 We will collect sales performance for key accounts monthly, make promotion summarization and monthly sales analysis. 1 進(jìn)行季度重點(diǎn)客戶績效考評 ， 及時(shí)調(diào)整工作戰(zhàn)術(shù) We will make performance evaluation on key accounts monthly, and improve tactics 1 與各地的業(yè)務(wù)經(jīng)理保持經(jīng)常性的聯(lián)絡(luò) ， 聽取各地在重點(diǎn)客戶實(shí)際工作中遇到的 障礙 ， 并尋求解決方案予以協(xié)助解決 We will keep normal contact with business managers in the field in order to know barriers in the practice related with key accounts, so that the solution will be addressed for solving it. 現(xiàn)通重點(diǎn)客戶管理 BRT小組行動指南 —— 崗位描述 BRT action guideline for management of modern channel key accounts Job description 終端管理小組的基本職責(zé) （ 續(xù) ） Basic responsibilities for outlet management team 1 每月匯總并審查各地重點(diǎn)客戶發(fā)生的費(fèi)用及需要集團(tuán)分?jǐn)偟馁M(fèi)用部分 ， 并且匯 總費(fèi)用總額 ， 對照相關(guān)合同與各地促銷申請審查其合理性 We will collect and audit expenses related with key accounts and expenses to be apportioned by headquarter, With reference to related contracts and promotion applications form the field, we will audit it. 1 定期前往各重點(diǎn)客戶所在城市 ， 與當(dāng)?shù)貥I(yè)務(wù)經(jīng)理 、 終端管理專員 、 業(yè)務(wù)員總結(jié) 現(xiàn)行工作成績 、 尋找工作障礙 ， 尋求業(yè)績提升機(jī)會 ， 考察當(dāng)?shù)刂攸c(diǎn)客戶的實(shí)際 情況 ， 分析地區(qū)特點(diǎn) We will go to visit those cities where each key account locates and municate with local business managers , sales representatives, specialists of outlet management in order to evaluate work performance,identify barriers, and seek for opportunities of sales increase, make investigation on real status of local key accounts as well as analyze regional feathers 1 與重點(diǎn)客戶建立戰(zhàn)略伙伴關(guān)系 ， 定期拜訪部分重點(diǎn)客戶賣場人員 ， 達(dá)到合作效 果最大化 We will try to establish strategic partnership with key accounts, make periodic sales calls on key accounts, so that we can make the best cooperation with them. 1 定期向銷售部經(jīng)理匯報(bào)工作 The report will be submitted by outlet management team to sales manager periodically. 現(xiàn)通重點(diǎn)客戶管理 BRT小組行動指南 —— 崗位描述 BRT action guideline for management of modern channel key accounts Job description 崗位描述 — 附屬公司及直屬經(jīng)營部終端管理 Job description—outlet management for subsidiary and sales office 向附屬公司業(yè)務(wù)部或直屬經(jīng)營部經(jīng)理匯報(bào)工作同時(shí)接受集 團(tuán)銷售部終端管理小組的協(xié)調(diào)，負(fù)責(zé)管理并監(jiān)督所轄范圍 內(nèi)各種類型終端業(yè)務(wù)工作。 While reporting to subsidiary manager and sales office manager , the outlet management team will also be guided by sales department in headquarters, Each outlet management team will also manage and supervise all kinds of outlet operations in each region. 現(xiàn)通重點(diǎn)客戶管理 BRT小組行動指南 —— 崗位描述 BRT action guideline for management of modern channel key accounts Job description 終端管理專員的基本職責(zé) Basic responsibilities of outlet management specialist 協(xié)助當(dāng)?shù)亟?jīng)理做好重點(diǎn)客戶的銷售預(yù)測計(jì)劃及費(fèi)用預(yù)算 The outlet management specialist should assist local manager in sales forecast and expense budget. 指導(dǎo)重點(diǎn)客戶的業(yè)務(wù)員根據(jù)集團(tuán)的統(tǒng)一部署開展業(yè)務(wù) 、 促銷工作 Under the consistent deployment of headquarters , the sales representatives will be guided for fulfilling business operations and promotion activities 做好銷售及費(fèi)用預(yù)測 ， 并上報(bào)集團(tuán)銷售部 The salesamp。expense forecast will be worked out and submitted to sales department in headquarters by outlet management specialist. 將當(dāng)?shù)刂攸c(diǎn)客戶的每月銷售業(yè)績 、 費(fèi)用狀況定期匯總 ， 提供集團(tuán)現(xiàn)代通路管理小 組做分析 、 總結(jié) The monthly sales revenue and expense for local key accounts will be collected and submitted by outlet management specialist to modern channel BRT to make analysis and summarization. 對當(dāng)?shù)刂攸c(diǎn)客戶的品項(xiàng)設(shè)臵 、 供應(yīng)價(jià)格 、 促銷方案進(jìn)行規(guī)劃或建議 ， 并在集團(tuán)規(guī) 定的時(shí)間內(nèi)上報(bào) ， 供決策定案 The outlet management specialist will work out planning and pose proposals on category management, supplying price, as well as promotion plan,and submit it to sales department in headquarters for decisionmaking. 現(xiàn)通重點(diǎn)客戶管理 BRT小組行動指南 —— 崗位描述 BRT action guideline for management of modern channel key account Job description 終端管理專員的基本職責(zé) Basic responsibilities for outlet management specialist 協(xié)助當(dāng)?shù)刎?cái)務(wù)部門 ， 整理每月各重點(diǎn)客戶的費(fèi)用開支 ， 核查各項(xiàng)已發(fā)生費(fèi)用的合 理