Senior B2B Manager 资深企业客户经理

该职位来源于猎聘 Role Overview This role is responsible for B2B channel sales of premium imported chocolate and gelato products, covering distributors, key accounts, gifting, and food service channels. The position focuses on new channel development and key account management, expanding high-value B2B customer base, delivering sales results, and strengthening the brand’s presence in the premium food and gifting market. Key Responsibilities

• Channel Development
• Proactively develop new B2B clients across premium channels, including distributors, hotels, financial institutions, corporate gifting, food service, and new retail
• Independently manage the full sales cycle: lead generation, client engagement, product sampling, quotation, and contract signing
• Continuously expand the active client base and improve channel coverage
• Client Management & Sales Conversion
• Maintain and further develop existing clients, building long-term business relationships
• Monitor client performance including inventory, sell-through, replenishment, and payment collection
• Design tailored commercial solutions based on client profiles to drive repeat orders and increase per-client revenue
• Sales Target Delivery & Pipeline Management
• Take ownership of sales targets (revenue, collections, new client acquisition)
• Break down targets into monthly and weekly action plans and ensure execution
• Regularly review sales performance and adjust strategies to close gaps
• Manage credit risks and ensure timely payment collection
• Key Account & Gifting Business Development
• Focus on corporate gifting, employee benefits, premium gifting, and wedding/event customization opportunities
• Engage with key decision-makers (procurement, admin, marketing) to drive large-volume deals
• Provide customized product solutions and deliver high-value bulk orders, improving overall profitability
• Channel & Marketing Collaboration
• Support the execution of seasonal campaigns and channel activations (e.g., tastings, promotions)
• Collect market feedback and competitor intelligence to support business strategy and product positioning Requirements:
• Experience: Minimum 5 years of B2B sales experience in premium food, imported food, gifting, bakery, or beverage categories
• Channel Exposure: Existing resources in premium channels such as hotels, financial institutions, or corporate gifting is a strong plus
• Sales Capability: Proven ability to independently manage the full sales cycle (prospecting, negotiation, closing, and collection)
• Results-Driven: Strong ownership mindset with the ability to deliver targets under pressure
• Professional Skills: Strong communication and interpersonal skills, with a high level of business acumen
• Mobility: Willingness to travel when required
• Preferred: Proven track record of managing key accounts or delivering high-value (million-level) B2B sales results 一、岗位概述 负责高端进口巧克力及Gelato产品的B端渠道销售，覆盖经销商、大客户及礼赠、餐饮等核心场景。 通过渠道开发与大客户深度运营，持续拓展高净值客户资源，完成销售指标，提升品牌在高端食品及礼赠市场的渗透率。 二、核心职责 1. 渠道开发
• 主动开拓高端B端客户资源，覆盖经销商、酒店、银行金融、企业礼赠、餐饮及新零售渠道
• 独立推进客户从挖掘、洽谈、试样、报价、签约的完整流程
• 持续扩充有效客户池，提升渠道覆盖及新增客户数量 2. 客户运营与销售转化
• 负责存量客户的维护与深度运营，建立稳定合作关系
• 跟进客户库存、动销、补货及回款情况，推动持续复购
• 根据客户类型制定差异化合作方案，提高单客户销售贡献 3. 销售目标达成与过程管理
• 承接个人销售指标（销售额 / 回款 / 新客户等），拆解月度及周度计划
• 推动销售动作落地，定期复盘销售进展并优化拓客策略
• 管控回款风险，确保资金按期回笼 4. 大客户与礼赠业务开发
• 重点拓展企业节日礼赠、员工福利、商务伴手礼、婚庆定制等场景
• 对接企业采购、行政、品牌等关键角色，推动大客户成交
• 输出定制化产品组合及解决方案，落地批量订单并提升利润贡献 5. 渠道及市场协同
• 配合市场推进节日节点销售及渠道活动（如品鉴、推广等）
• 持续收集客户反馈及竞品信息，为产品及渠道策略提供建议 三、任职要求
• 经验要求：5年以上高端食品 / 进口食品 / 礼赠 / 烘焙 / 酒水等B2B销售经验
• 资源能力：具备酒店、银行、企业团购等高端渠道资源优先
• 业务能力：可独立完成客户开发、谈判签约、回款全流程
• 结果导向：目标感强，具备业绩达成能力与抗压性
• 综合素质：沟通成熟，商务能力强，可适应出差
• 加分项：有百万级业绩或大客户长期运营经验