资生堂
Sr Manager of Commercial & Business Development(J13004)
Sr Manager of Commercial & Business Development(J13004)
发布于 大约 2 小时前中层管理(经理/总监)
上海市
高级经验
全职员工
仅现场办公
学历未注明
商业策略与发展
团队领导
供应链管理
商业策略
战略合作
合规管理
大客户管理
销售转化
分销管理
渠道拓展
AI 估算 · 40k–70k
资深商业管理岗位，外资巨头，行业前景好，要求高，薪资具有竞争力。
职位详情
关于这个职位
你将负责资生堂旗下RQ品牌在中国的商业增长与渠道拓展，主导医疗美容诊所、SPA连锁、经销商等全渠道战略，管理顶级战略客户并推动销售转化
这是一个兼具战略规划与落地执行的高级管理岗位，需要你在高增长环境中带领团队实现商业目标
最低要求
拥有10至15年以上医疗美容/专业护肤/诊所和SPA渠道管理/战略业务发展或商业领导方面的渐进式经验
拥有涵盖医疗美容诊所、SPA连锁、经销商、运营商和KOL生态系统的强大现有网络
展示出拓展新业务、建立战略合作伙伴关系、管理复杂渠道以及推动销售转化（而非单纯出货量）的 proven ability
展现出强大的商业和分析思维，能够将数据转化为可执行的商业策略
具有创业精神和亲力亲为的风格，适应快节奏、高增长、高度自主的环境
普通话流利（书面和口语），这是该职位的强制要求
工作职责
Commercial Growth & Channel Expansion
Lead the development and execution of the national commercial strategy across medical aesthetics clinics, SPA/chains, strategic key accounts, and distributor ecosystem.
Scale strategic partnerships similar to Beauty Farm.
Identify and develop new high-potential chain operators and ecosystem partners to expand market reach.
Build a scalable channel architecture and territory strategy that supports sustainable national growth.
Optimize the overall channel mix to reduce over-reliance on any single partner and ensure balanced, resilient revenue streams.
Strategic Key Account Development
Directly manage and develop top-tier strategic accounts as the primary commercial owner of these relationships.
Negotiate and structure commercial partnerships and growth plans that align with both partner objectives and RQ's strategic priorities.
Drive the development and implementation of long-term ecosystem collaboration models, encompassing service protocols, retail conversion strategies, membership models, training systems, and joint business planning frameworks.
Act as the senior external representative for RQ in the market, embodying the brand's values and commercial vision in all high-level stakeholder engagements.
Distributor Management & Commercial Excellence
Upgrade distributor management from a traditional sell-in model to a comprehensive sell-through and clinic productivity model.
Define and implement a robust set of distributor KPIs, including active clinic count, reorder rates, treatment volume, retail conversion performance, inventory health, and clinic activation levels.
Consolidate and optimize the distributor network to improve efficiency, coverage, and commercial output.
Build scalable commercial playbooks and establish a disciplined operating rhythm to ensure consistent execution and performance management across the network.
Sell-Through & Clinic Productivity
Drive productivity and performance at the clinic and SPA level, moving beyond pure shipment volume as the primary success metric.
Design and implement programs aimed at improving treatment adoption, retail conversion, repeat purchase behavior, membership engagement, and service attachment.
Partner cross-functionally with Marketing, Training & Education, Medical Affairs, and Product teams to ensure integrated support and seamless execution.
Commercial Capability Building
Build and institutionalize national commercial standards and execution systems that ensure consistency and excellence across all markets and channels.
Improve sales discipline, forecasting accuracy, and reporting rigor to elevate overall commercial performance.
Develop a clear customer segmentation and prioritization framework to guide resource allocation and engagement strategies.
Coach and upgrade the internal commercial team's capabilities.
Build scalable onboarding and training frameworks for both distributors and key accounts, ensuring they are equipped to represent and grow the RQ brand effectively.
Logistics & Inventory Management
Work with the internal supply chain team to ensure timely and accurate shipments to key accounts, distributors, clinics, and SPA chains.
Build the inventory management across distributors and clinics/SPA chains, ensuring product freshness, free good quantity and inventory health.
Commercial Trade Terms & Contract Management
Lead the proposal and management of commercial trade terms and contracts for each stakeholder across channels, including distributors, clinic/SPA chains, and service providers.
Collaborate with internal Finance and Legal teams to ensure consistency and compliance of trade terms including free goods/ POSM and contracts across all channels.
Commercial Activities Under Compliance Policy
Implement and manage commercial activities within the internal compliance policy framework, ensuring all commercial practices adhere to company compliance requirements.
MD3 / Medical Ecosystem Readiness
Support RQ's strategic roadmap toward future MD3 and broader medical ecosystem expansion.
Proactively build relationships with KOL doctors, clinic groups, medical operators, and strategic medical partners.
Support the integration of a holistic ecosystem spanning skincare, treatment, and post-procedure management, ensuring RQ is positioned as a trusted, end-to-end partner in the medical aesthetics value chain.
优先资格
具有高端或奢侈品牌定位经验者优先
AI 洞察
优缺点分析
优点
- 资生堂作为跨国巨头，品牌影响力强，为履历增添分量
- 医疗美容赛道高速增长，职位处于核心商业岗位，发展空间大
- 工作内容高度战略化，能深度参与渠道变革和商业模式创新，积累宝贵经验
- 薪资福利优厚，且拥有高度的自主权和决策权
- 岗位要求极高的抗压能力，需同时管理多个渠道和复杂利益相关方
- 需要从销售出货转向诊所生产力，面临传统思维和内部变革阻力
- 行业竞争激烈，需持续保持对市场动态和客户需求的敏锐洞察
缺点 / 挑战
- 适合拥有10年以上医疗美容或专业护肤行业经验、具备战略思维和强执行力的商业领袖，喜欢在高挑战环境中驱动增长并乐于建立行业生态的求职者
角色解读
- 在资生堂体系内晋升为更高层商业领导职务，如VP of Commercial或General Manager
- 积累顶级品牌和医疗美容生态资源，未来可转型为行业顾问或创业
- 通过领导跨职能项目，拓展至全球市场或集团内其他品牌的管理岗位
- 制定并执行全国商业战略，涵盖医疗美容诊所、SPA连锁、经销商等多渠道，推动业务增长
- 直接管理顶级战略客户，谈判合作方案，建立长期生态协同模型
- 优化经销商网络，从出货量转向诊所生产力，提升销售转化和渠道效率
- 跨部门协作（市场、培训、医学等）确保商业活动落地，并建设团队能力
- 深厚的医疗美容/专业护肤行业经验，拥有广泛的诊所、SPA、经销商人脉网络
- 卓越的商业谈判和战略合作伙伴管理能力，能推动复杂渠道的销售转化
- 强大的数据分析和商业洞察力，能将数据转化为可执行的策略
- 流利的普通话和英语沟通能力，适应快节奏、高自主性的工作环境
申请策略
- 在面试中着重阐述如何平衡短期业绩与长期生态建设，展现战略眼光
- 主动提及对合规和风险管理的理解，体现对跨国企业文化的适应
- 突出医疗美容/专业护肤行业的具体成就，如渠道拓展数量、销售增长百分比、战略合作案例
- 强调从出货量转向诊所生产力的成功经验，用数据证明sell-through能力
- 展示管理顶级战略客户和分销商网络的经历，包括合同谈判和生态搭建
- 列出跨部门协作和团队领导经验，体现商业体系搭建能力
- 如果缺乏医疗美容背景，建议先深入了解行业术语、主要玩家和商业模式
- 强化数据分析技能，特别是使用Excel或BI工具进行销售预测和渠道分析
面试指南
- 对于案例类问题，使用STAR法则（情境-任务-行动-结果），强调量化成果
- 对于策略类问题，从市场分析、资源分配、执行节奏、风险控制四个层面展开
- 对于趋势类问题，结合行业报告和个人洞察，展现前瞻性和商业敏感性
- 请分享一个你成功将渠道从sell-in转向sell-through的案例
- 你如何管理并激励一个由经销商和关键客户组成的复杂网络？
- 假设我们要进入一个新城市，请制定一个渠道拓展计划
- 描述一次你与跨部门团队（如市场、医学）协作推动商业项目的经历
- 你如何看待医疗美容行业的未来趋势？资生堂RQ应如何布局？
职位点评
70
综合评分
外资巨头医疗美容赛道高级管理岗，薪资优厚，发展空间大，但工作生活平衡挑战较大。
更适合这类人
最适合以薪资和职业发展为首要驱动、愿意接受高强度工作节奏的资深商业人才。
表现最好
薪资福利
相对薄弱
工作生活
薪资福利85
成长发展75
工作生活50
使命价值70
薪资福利
85较高
该职位为高级管理岗，资生堂作为外资巨头，薪资水平处于市场高位，且福利体系完善，能较好满足补偿性动机。
薪资信号未披露（AI估算：40K-70K/月）
成长发展
75中等
职位提供较大的战略自主权和跨部门协作机会，但未明确提及晋升通道或培训，发展性动机有一定满足但有限。
技术前沿传统/成熟技术
成长机会coach、upgrade
业务类型profit_center
工作生活
50较低
上海核心地段办公，但高级管理岗位通常需要高强度出差和加班，工作生活平衡一般。
工作模式仅现场办公
办公地点市区核心地段
加班情况未提及（无法判断）
使命价值
70中等
医疗美容行业属于高速增长赛道，职位通过推动行业生态建设有一定社会价值，但商业导向明显。
行业发展高速增长赛道
社会影响中性/一般
创新程度稳健跟随主流
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