客路
Manager/Senior Manager, Supply Growth Strategy & Planning (Stay Vertical)
Manager/Senior Manager, Supply Growth Strategy & Planning (Stay Vertical)
发布于 2 天前中层管理(经理/总监)
China
高级经验
全职员工
仅现场办公
学历未注明
产品管理
数据分析
商业智能
策略规划
Go-To-Market
定价策略
A/B实验
eCommerce
OTA
AI 估算 · 30k–50k
高级管理层，战略与增长岗位，综合行业薪酬水平
职位详情
关于这个职位
该职位是客路（Klook）的供应增长策略与规划高级经理，负责酒店垂直业务的长期战略规划、GTM执行和商业绩效提升
你将主导定价策略、渠道激励设计、数据实验和跨区域合作，推动全球市场增长
适合在OTA或电商领域有6-8年商业运营经验，擅长数据分析和结构化思考的候选人
最低要求
Experience & Domain**
–8 years in OTA, eCommerce, B2B tech, or strategy consulting with hands-on commercial ownership — not just supporting roles.
Demonstrated track record of driving measurable revenue growth and channel performance, ideally across multiple markets.
Proven experience in end-to-end GTM execution: pricing architecture, channel incentive design, partner alignment, and market-entry strategy.
Product management experience in agile environments — you have shipped something and measured what happened.
Analytical & Technical Skills**
Hands-on experience building experimentation frameworks, segmentation models, and automated dashboards.
Ability to distill insights from messy, multi-source data into specific, actionable decisions — not just observations.
Mindset & Ways of Working**
Entrepreneurial — you move before you're asked, run experiments others haven't thought of, and are genuinely energised by ambiguity.
Practical creativity — you generate ideas that are immediately actionable, not just conceptually interesting. Solutions for the moment, built to scale.
Genuine curiosity and fast learning — you pick up new domains, tools, and market contexts quickly because you actually want to understand them, not just perform understanding.
Structural thinker — you naturally break problems into frameworks, spot the lever others miss, and can hold both the 30,000-foot view and the row-level detail.
Strong cross-functional communicator; able to build trust with Product, Tech, Finance, and Marketing stakeholders in a matrix environment.
Fluent in English.
工作职责
Vertical Strategy & Commercial GTM**
Shape the Hotel vertical's long-term roadmap: supply strategy, demand generation, and technology innovation to drive market leadership globally.
Own end-to-end go-to-market planning and execution — from segment identification and pricing architecture through to launch readiness and post-launch performance loops.
Design and manage channel and partner incentive structures; identify conversion bottlenecks and recommend recalibration to protect margin and sustain market share.
Translate competitive and market signals into actionable GTM plays, including promotional cadence, bundle strategy, and channel prioritisation.
Revenue Growth & Commercial Performance**
Lead and drive global commercial KPIs: supply coverage, inventory availability, pricing competitiveness, and channel conversion.
Build and operationalise structured experimentation frameworks (A/B, multivariate) to identify funnel drop-off drivers and improve unit economics.
Partner with regional teams to co-develop market-entry and scaling strategies; own the data loop that tells us what's working.
Develop contribution-margin models, demand elasticity analysis, and ROI frameworks to support budget allocation and investment decisions.
Advanced Data Analysis & Reporting**
Lead the design, development, and execution of data analysis projects — from customer segmentation (RFM, behavioural clustering) to automated commercial performance dashboards.
Deliver comprehensive reporting to senior management: management dashboards, regular commercial reports, marketing intelligence, and ad-hoc analyses.
Champion data governance: design and implement collection systems and processes to ensure accuracy and reliability across the Hotel vertical.
Operational Excellence & Product Management**
Drive end-to-end product lifecycle management — from competency planning and market-problem identification to launch and post-launch monitoring.
Identify automation and process improvement opportunities to streamline analytical workflows.
Stay current with industry trends; bring in and test new approaches before they become mainstream.
优先资格
Comfortable with Python or R for analytics is a strong plus.
Mandarin proficiency is a meaningful advantage for our supplier and regional partner relationships.
AI 洞察
优缺点分析
优点
- 核心商业岗位，直接驱动营收增长，公司重视度高，业绩可见性强
- 客路处于亚太领先的体验平台，业务高速增长，积累宝贵的跨境OTA经验
- 技能组合全面：战略规划、数据分析、产品管理、跨职能协作，职业弹性大
- B轮融资大厂，资源支持和自由度较好，适合有创业精神的商业人才
- 需同时管理多个复杂项目，包括全球多市场协调，工作强度大
- 对数据分析和量化能力要求高，需快速从混乱数据中提炼洞见
- 作为中间管理层，既要向上汇报又要推动执行，沟通成本高
- 适合有6年以上商业策略或运营经验，擅长数据驱动决策，乐于在高速变化的环境中推动增长的实干型领导者
缺点 / 挑战
暂无明显挑战项
角色解读
- 垂直业务线的负责人，可向全球供应策略总监或VP方向晋升
- 积累跨区域市场拓展经验和数据驱动的商业策略能力，未来可转型为增长官或GM
- 在客路这样快速成长的平台，有机会参与从零到一的新市场开拓，快速提升影响力
- 制定酒店垂直业务的长期战略和增长路线图，包括供应策略、需求生成和技术创新
- 全权负责从市场细分、定价架构到上市执行的全链路GTM规划，并持续优化转换效率
- 通过A/B实验和多变量测试识别漏斗流失原因，提升单位经济学指标
- 设计渠道和合作伙伴激励结构，同时维护利润率与市场份额的平衡
- 深厚的商业运营经验：6-8年OTA、电商或战略咨询背景，有直接商业所有权
- 数据驱动决策能力：熟练掌握实验框架、客户细分模型和自动化仪表盘构建
- 结构化思维与跨界沟通：能处理复杂问题并协同产品、技术、金融、市场等团队
- 英语流利，普通话为加分项
申请策略
- 申请时附上一页纸的商业案例，展示你如何通过数据驱动策略实现增长
- 了解客路的核心业务模式（体验平台、Stay垂直）及其在亚太的竞争地位
- 突出过去在OTA或电商领域的商业实战成果，如收入增长、市场份额提升的具体案例
- 展示你主导的GTM项目从规划到落地的全流程经验，包括定价、渠道激励设计
- 强调数据技能：实验设计、SQL/Python、BI工具使用等，附上量化分析示例
- 体现跨国团队协作和跨职能沟通的成功经历
- 如不熟练Python或R，建议短期学习以提升数据分析能力，JD明确列为加分项
- 熟悉酒店或旅游行业的市场动态和竞争格局，准备行业洞察
面试指南
- 采用STAR原则（情境、任务、行动、结果）结构化回答，突出数据量化结果和商业影响
- 对于策略类问题，先拆解问题框架（如问题定义、数据收集、假设验证、执行计划），然后给出具体步骤
- 请描述一个你主导的GTM项目，从策略制定到执行的全过程
- 如何通过实验改善一个关键商业指标？请举例说明
- 在跨区域合作中，你是如何处理利益冲突并推动共识的？
- 面对一个快速变化的竞争市场，你如何调整供应策略以保持优势？
- 你如何用数据驱动决策？请展示一个你构建的分析模型或仪表盘
- 准备2-3个完整的商业案例，覆盖GTM、实验、数据分析等不同维度
匹配度报告
66
综合匹配度
核心商业增长岗，薪资竞争力强，发展空间大，但WLB一般且细节未明。
适合人群
适合追求高速成长、商业影响力及技能复合发展的求职者，对工作生活平衡要求不高。
最强匹配
成长发展匹配
最弱匹配
工作生活匹配
薪资福利70
成长发展85
工作生活50
使命价值60
薪资福利匹配
70中等
该职位为高级管理层，薪资范围在30k-50k/月，属于市场偏高水平，但具体薪资需面议，且未明确披露福利。
薪资信号面议 (30K-50K/月)
成长发展匹配
85较高
职位要求6-8年经验，涉及战略、数据、产品等多方面，成长空间大。JD提及'build for scale'、'push boundaries'等成长信号，但未明确晋升路径。
技术前沿主流现代技术
技术栈Python、R、A/B测试、数据分析
成长机会build for scale、push boundaries、curiosity and fast learning
业务类型profit_center
工作生活匹配
50较低
地点未明确，但推测在一线城市，办公模式可能偏现场；JD未提远程或弹性工作，也未提加班情况。
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）
使命价值匹配
60中等
客路在旅游体验平台领域属于高速增长赛道，但职位核心是商业增长，社会意义相对中性。
行业发展高速增长赛道
社会影响中性/一般
使命信号make them accessible to every traveler、empowering merchants、discover the heartbeat of each destination
创新程度积极采用新技术
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