Go-to-Market Strategy Head

岗位目标

Objective of the position

负责所有线上及线下渠道端到端的 G2M（Go-to-Market，市场上市）策略，确保与公司整体 GTO 战略以及市场份额和毛利目标保持一致；

Own end-to-end G2M strategy for all online & offline channels, align with corporate GTO, market share & gross profit targets

牵头协调电商（EC）、品牌管理（BM）、事业部（BU）、销售及高级管理层之间的跨职能协作；

Lead cross-functional alignment among EC, BM, BU, sales and senior management;

构建差异化的渠道 SKU 布局及标准化的贸易条款体系，减少跨平台价格战及资源浪费；

Build differentiated channel SKU layout & standardized trade terms system to eliminate cross-platform price war & resource waste

通过产品策略 + 贸易政策双重工具，推动“高端化 & 新品聚焦”战略；

Drive "Premium & New Product Focus" strategy via product & trade policy dual tools

统一大型促销活动的前期规划及活动规则机制，解决临时性活动导致的执行混乱；

Unify pre-planning mechanism for big promotion campaign rules to solve temporary activity chaos

收入增长管理（RGM，Revenue Growth Management）：负责分层返利、基准价格、市场营销补贴、违规处罚机制设计及 P&L（损益）模拟；

Revenue growth management: tiered rebate, benchmark price, marketing subsidy, violation penalty design & P&L simulation

管理整个团队，推动年度 G2M 路线图落地，持续优化渠道健康度、分销覆盖率及客户盈利能力。

Manage full team to deliver annual G2M roadmap, optimize channel health, distribution coverage and customer profitability

Qualification

学历要求：市场营销、工商管理、金融、商业等相关专业本科及以上学历，MBA 优先；

Education: Bachelor’s degree or above in Marketing, Business Administration, Finance, Commerce; MBA preferred

工作经验：至少 8 年 FMCG（快速消费品）/ 家电行业商业及 G2M 策略相关经验；

Minimum 8 years FMCG / Home Appliance commercial &G2M strategy experience

团队管理经验：3 年以上团队管理经验，具备主导全渠道产品及贸易策略项目并取得成功的经验；

3+ years team management experience, with proven track record leading full-channel product & trade strategy projects

具备扎实的全渠道运营经验，涵盖电商 D2C/B2B、NKA/RKA 以及线下分销渠道；

Solid experience in omni-channel operation (E-commerce D2C/B2B, NKA/RKA, offline distribution)

具备 MDA（大家电）新品上市、RGM 贸易条款设计、JBP（联合业务规划）、渠道价格管理及市场价格混乱治理等实操经验；

Hands-on experience in MDA new product launch, RGM trade term design, JBP joint business planning, channel price & chaos control

具备完整的 G2M 闭环能力：从市场洞察 → 产品矩阵布局 → 上市及产品退市 → 贸易政策匹配 → 渠道执行 → 业绩复盘；

Full G2M closed-loop capability: market insight → product matrix layout → launch & phase-out → trade policy matching → channel execution & performance review

熟悉全渠道差异化 SKU 运营逻辑，具备跨平台价格冲突及串货/平行进口治理经验；

Omni-channel differentiated SKU operation logic, cross-platform price conflict & parallel import governance

具备较强的跨部门利益相关方影响力，能够向高级管理层进行汇报，并具备商业案例（Business Case）撰写能力；

Cross-department stakeholder influence, senior management presentation & business case writing ability

具备较强的数据分析能力，熟练使用 BI、Excel 高级建模，能够进行市场份额、渠道毛利、库存周转及新品 Sell-through（售罄率/动销率）等 KPI 的分析与诊断。

Strong data analysis: BI, Excel advanced modeling, market share, channel gross profit, inventory turnover, new product sell-through KPI diagnosis