百事
副总监, 现代渠道&电商；Associate Director, Modern Trade & Emerging Channel
副总监, 现代渠道&电商；Associate Director, Modern Trade & Emerging Channel
发布于 大约 12 小时前中层管理(经理/总监)
全职员工仅现场办公商业策略与发展
商业策略与发展
商业增长
客户关系管理
快消品
战略规划
数据分析
渠道策略
电子商务
值不值得投
75综合评分
综合评分 75
跨国快消巨头中高层管理岗，聚焦渠道战略与增长，发展性强，但工作生活平衡需进一步确认。
从薪资福利、成长空间、工作节奏和岗位方向综合评估，方便横向比较。
薪资怎么样
65K
比商业策略与发展中位数高
发布情况
新岗位 · 今天发布
公司情况
这家公司招聘很活跃
40 个在招
市场机会
选择面较广
上海 · 商业策略与发展 · 约 320 个在招
职位详情
关于这个职位
该职位是百事公司现代渠道与电商渠道的副总监，负责领导这些关键增长渠道的长期战略规划、业务发展与执行
工作内容涵盖制定渠道增长策略、引领数字化转型（如电商、O2O）、管理战略客户关系以及推动跨部门协作，最终目标是实现可持续的业务增长和市场份额提升
这是一个具有高度战略影响力、需要强大商业洞察和领导力的中高层管理岗位
最低要求
Qualifications & Experience
Bachelor's degree required; MBA or advanced business degree preferred.
+ years of experience in FMCG, consumer goods, retail, E-commerce or related commercial strategy roles.
Strong expertise in at least one priority growth channel, including Modern Trade, Snack Stores, E-commerce, O2O or omni-channel business. Experience across multiple priority channels is preferred.
Proven track record of developing and executing channel growth strategies that deliver measurable business impact.
Experience managing strategic customer relationships and leading complex commercial initiatives at national or enterprise level.
Experience working in highly matrixed organizations and influencing stakeholders without direct authority.
Experience in franchise, distributor or indirect route-to-market business models is highly preferred.
Strong business English and Mandarin communication capabilities, both written and verbal.
Key Leadership Competencies
Strategic Thinking
Connects market trends, consumer and shopper insights, competitive intelligence and financial analysis into clear strategic choices.
Identifies breakthrough growth opportunities and builds compelling business cases for change.
Balances long-term channel development and capability building with short- term business delivery.
Commercial & Channel Leadership
Demonstrates strong commercial acumen and practical knowledge of priority retail and digital channels.
Translates strategy into clear execution models, priorities, milestones and performance measures.
Applies a disciplined approach to investment choices, resource allocation and return optimization.
Influence & Stakeholder Management
Influences and aligns senior stakeholders across PepsiCo, PBBs, customers and external partners.
Communicates complex ideas with clarity and credibility, including in executive and top-to-top settings.
Builds trust, resolves competing priorities and leads effectively through collaboration rather than formal authority.
Execution & Change Leadership
Navigates ambiguity, challenges the status quo and maintains momentum through organizational complexity.
Drives accountability for outcomes and adjusts plans quickly based on performance insights.
Leads transformation and builds organizational capability for sustained performance.
工作职责
\. Channel Growth Strategy & Transformation
Own the long-term growth agenda for Modern Trade & Emerging channels including but not limit to Snack Stores, E-commerce and O2O channels by identifying emerging consumer trends, market dynamics and competitive opportunities.
Develop channel-specific growth strategies, priorities and investment frameworks that support sustainable and profitable business growth.
Translate consumer insights, shopper behavior, customer trends and market intelligence into actionable business opportunities and channel development plans.
Identify white-space opportunities and lead breakthrough initiatives that unlock incremental growth and competitive advantage.
Drive annual strategic planning, channel reviews and business performance assessments to ensure resources are focused on the highest-growth opportunities.
\. Modern Trade & Snack Store Development
Define the channel vision and sub-channel priorities for Modern Trade and Snack Store formats.
Develop customer strategies for strategic retail partners, leveraging shopper insights and market understanding to drive category growth and strengthen customer partnerships.
Lead strategic initiatives to accelerate penetration and market share growth within high-potential channels, including snack store chains, membership clubs and emerging retail formats.
Partner with Category, Insights, RGM and Marketing teams to design differentiated channel growth programs.
The key window for global account team
\. E-commerce & O2O Strategy
Lead the development of integrated E-commerce and O2O growth strategies to capture evolving consumer purchase occasions and omni-channel opportunities.
Shape channel development plans across key digital ecosystems, including Tmall, JD, Douyin, Meituan and emerging commerce platforms.
Build scalable commercial frameworks that balance brand growth, customer investment effectiveness and execution productivity.
Drive O2O and Instant Retail acceleration strategies that strengthen both online and offline business performance.
\. Franchise & Bottler Leadership
Partner closely with PBB leadership teams to align growth priorities, channel strategies, investment direction and execution plans.
Influence and mobilize cross-company stakeholders to accelerate implementation and ensure execution excellence.
Build joint business plans, governance mechanisms and performance tracking systems that drive accountability and business results.
Act as the strategic bridge between PepsiCo and PBB, ensuring channel strategies are consistently translated into market execution.
\. Commercial Planning & Performance Management
Lead the Annual Operating Plan (AOP) and channel business planning processes.
Monitor channel performance, identify risks and opportunities, and recommend strategic adjustments to drive continuous improvement.
Use data analytics, scenario planning and business insights to support decision-making and resource allocation.
\. Cross-functional Leadership & Capability Building
Collaborate closely with Strategy, Marketing, Insights, Commercial, Supply Chain, Finance and Franchise teams to develop winning market strategies.
Work closely with capability team on capability-building initiatives for PepsiCo and PBB teams to strengthen channel management and commercial excellence.
Foster a customer-centric culture and elevate customer satisfaction through strategic partnership and value creation.
优先资格
MBA or advanced business degree preferred.
Experience across multiple priority channels is preferred.
Experience in franchise, distributor or indirect route-to-market business models is highly preferred.
AI 洞察
优缺点分析
优点
- 平台优势：在国际顶级快消品牌工作，接触全球化的视野、成熟的商业体系和高端客户
- 战略影响力：职位处于业务增长的核心驱动环节，决策能直接影响区域市场表现
- 综合能力锻炼：全面锻炼战略规划、商业分析、客户管理、跨部门协作及领导力
- 行业前景：快消品行业稳定，且电商、O2O等新渠道是明确的增长方向
- 复杂性与协调难度：需在庞大组织内协调多方资源，并处理与特许经营伙伴的复杂关系
- 市场快速变化：电商和新兴渠道规则瞬息万变，需要持续学习并快速调整策略
缺点 / 挑战
- 高强度与高期望：作为中层管理岗，需对业务增长结果负责，面临业绩压力
- 适合具备10年以上快消/零售/电商商业策略经验，拥有出色战略思维、商业头脑和卓越影响力，渴望在国际化平台上承担更高挑战并领导业务增长的资深商业人士
角色解读
- 在现有岗位上深化对全渠道业务的理解，成为公司渠道战略的核心制定者
- 通过管理更大的业务范围或团队，向更高阶的销售或市场负责人职位发展
- 凭借在国际性快消巨头积累的战略与管理经验，可向其他跨国公司或大型企业的高管职位发展
- 制定和主导现代渠道（如商超、便利店）及新兴渠道（电商、O2O）的长期增长战略与执行框架
- 深度分析市场趋势、消费者行为和竞争态势，识别新的业务增长点和渠道拓展机会
- 管理与重要零售客户的战略合作关系，推动品类增长，并确保跨部门协同以实现商业目标
- 领导年度商业计划制定、渠道绩效分析和资源分配，确保投资回报最优化
- 战略思维与商业敏锐度：能将市场洞察转化为清晰的渠道战略和商业案例
- 渠道专业知识：精通现代贸易、零食店、主流电商平台及O2O等至少一种优先渠道的运营逻辑
- 影响力与干系人管理：在高度矩阵化的组织中，能有效影响高层及跨部门同事（无直接汇报权）
- 执行与变革领导力：能应对复杂性，推动转型，并建立可持续的组织能力
申请策略
- 仔细研读JD中提到的具体渠道（如天猫、京东、抖音、美团）和“特许经营”相关职责，在申请信中展现对百事特有商业模式的理解
- 在面试中展现对快消行业渠道数字化转型的深刻见解，而不仅仅是经验复述
- 重点突出主导成功渠道增长或转型的项目案例，量化其带来的业务提升（如市场份额、销售额增长）
- 详细描述管理战略客户关系、发起复杂商业倡议的经验，体现影响力与谈判能力
- 强调在矩阵式组织中，无直接权力下推动跨部门协作达成目标的经历
- 列出精通的渠道（如现代贸易、特定电商平台、O2O模式）及相关数据分析、策略规划工具
- 深入研究百事在中国市场的具体渠道战略（如零食店布局、电商合作平台）及主要竞品动态
- 强化数据驱动决策能力，熟悉如何利用商业分析支持渠道投资与绩效评估
面试指南
- 使用STAR法则（情境、任务、行动、结果）结构化回答案例问题，重点突出你的战略思考过程、具体行动和可量化的业务成果
- 对于战略类问题，先阐述你的分析框架（例如，分析消费者趋势、渠道特性、竞争格局），再提出具体、分阶段的策略建议
- 对于影响与合作类问题，强调理解各方立场、建立信任、寻找共同利益以及通过数据和逻辑进行沟通的能力
- 请分享一个你主导的、成功推动渠道增长的具体案例，你是如何制定策略并确保执行落地的？
- 你如何平衡线上（电商）与线下（现代贸易、零食店）渠道的资源分配与增长策略？
- 当面临多方干系人（如总部、区域销售、客户、合作伙伴）意见不一致时，你通常如何影响和推动共识？
- 你如何看待当前中国市场的O2O和即时零售趋势？你会如何为百事的这类业务制定增长策略？
- 这个岗位需要管理特许经营伙伴（PBB），你有哪些经验或想法来确保与他们的战略协同和执行一致性？
职位点评
薪资福利75
成长发展85
工作生活60
使命价值75
薪资福利
75中等
该职位属于大型跨国公司的中高层管理岗位，薪酬福利体系通常较为完善，具备市场竞争力，但具体数字未在JD中披露。
薪资信号面议 (50K-80K/月)
成长发展
85较高
职位涉及电商、O2O等现代数字化渠道战略，并要求进行能力建设，提供了接触前沿商业实践和提升战略领导力的明确机会。
技术前沿主流现代技术
技术栈电子商务、O2O、数据分析、数字生态系统
成长机会capability-building initiatives、channel management and commercial excellence、builds organizational capability
业务类型profit_center
工作生活
60中等
JD未明确说明工作模式、工作强度或福利制度，对工作生活平衡的满足程度无法判断。
工作模式未明确
办公地点未明确
加班情况未提及（无法判断）
使命价值
75中等
百事作为全球知名品牌，在快消行业拥有重要地位，该岗位直接参与驱动其核心业务的增长，具备行业影响力。
行业发展稳定成熟行业
社会影响中性/一般
使命信号drive category growth、drive sustainable and profitable business growth
创新程度积极采用新技术
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