Position Title: Sales Executive / Manager (Guangzhou/Chengdu/Shanghai/Beijing/Wuhan/ShenYang)
Headcount: Multiple (Urgent)
Reporting To: Country Manager
Role Purpose:
Drive market expansion for Addiction Pet Foods in assigned region by identifying, appointing, and developing high-quality distributors, while directly managing key retail and veterinary accounts to accelerate brand penetration and sales growth within assigned territories.
Key Responsibilities:
Distributor Mapping & Appointment:
- Identify and map potential distributors across assigned regions (e.g. Shanghai, Beijing, Guangzhou, Chengdu clusters).
- Evaluate distributor capabilities (coverage, portfolio, financial strength, channel access).
- Lead onboarding, negotiation, and appointment of distributors.
Distributor Development & Performance Management:
- Expand company portfolio within appointed distributors.
- Set sales targets, coverage KPIs, and growth plans with distributors.
- Monitor distributor performance (sell-in, sell-out, inventory health).
- Ensure strong execution discipline and market coverage.
Channel Expansion & Retail Coverage:
- Develop distributors to expand into:
- Premium pet stores
- Specialty retailers
- Veterinary clinics / hospitals
- Ensure focus on high-value and right outlets, not just numeric distribution.
Training & Field Coaching:
- Conduct product and brand training for distributor sales teams.
- Accompany distributor reps in the field to:
- Improve sales pitch effectiveness
- Strengthen in-store execution
- Drive conversion at store level
Key Account Management:
- Directly manage and develop key accounts, including:
- Top pet retail chains
- Premium independent stores
- Veterinary clinics / hospital groups
- Build strong relationships and drive sell-out performance.
Market Intelligence & Execution:
- Provide insights on:
- Competitor activities
- Pricing, promotions, and consumer trends
- Ensure execution of brand positioning and pricing strategy.
Requirements:
- Bachelor’s degree in Business, Marketing, or related field.
- 3-6 years of experience in:
- Pet food distributor & key account management.
- Proven experience in:
- Distributor appointment & management.
- Channel development and field execution.
- Strong understanding of:
- China pet / veterinary channels (preferred).
- Willingness to travel extensively within assigned territory.
Success Profile:
- Strong sales-driven mindset with ownership of territory growth.
- Hands-on, able to work both strategically and in the field.
- Capable of influencing distributors and driving execution through others.
- Comfortable managing both B2B (distributors) and B2C touchpoints (retail/vet).
KPIs:
- Sales Target achievement.
- Distributor Appointment & Mapping.
- Key account performance.
- Training effectiveness & Field Execution Quality.
岗位目的（Role Purpose）
通过在指定区域内识别、引进并发展高质量经销商，同时直接管理重点零售及兽医渠道客户，推动 Addiction Pet Food Inc. 宠物食品业务/快消品市场的市场拓展，加速品牌渗透率与销售增长。
主要职责（Key Responsibilities）
1. 经销商布局与开发（Distributor Mapping & Appointment）
- 在指定区域（上海、北京、广州、成都、武汉）(北京、广州、 沈阳）识别并规划潜在经销商
- 评估经销商能力（覆盖范围、产品组合、资金实力、渠道资源）
- 负责经销商的引入、谈判及签约
2. 经销商发展与绩效管理（Distributor Development & Performance Management）
- 在已合作经销商体系中扩大公司产品组合
- 与经销商制定销售目标、覆盖KPI及增长计划
- 监控经销商表现（进货、出货、库存健康度）
- 确保执行力及市场覆盖到位
3. 渠道拓展与终端覆盖（Channel Expansion & Retail Coverage）
- 推动经销商拓展以下渠道：
- 高端宠物门店
- 专业零售渠道
- 兽医诊所 / 宠物医院
- 聚焦高价值与优质门店，而非单纯数量扩张
4. 培训与一线辅导（Training & Field Coaching）
- 为经销商销售团队提供产品及品牌培训
- 陪同销售人员拜访市场，以：
5. 重点客户管理（Key Account Management）
- 直接管理及发展重点客户，包括：
- 大型宠物连锁零售商
- 高端独立门店
- 兽医诊所 / 医院集团
- 建立长期合作关系并推动终端销售
6. 市场信息与执行（Market Intelligence & Execution）
- 提供市场洞察，包括：
- 竞争对手动态
- 价格、促销及消费趋势
- 确保品牌定位及价格策略有效执行
岗位要求（Requirements）
- 本科及以上学历，商科、市场营销或相关专业
- 3–6年相关经验：
- 具备以下实操经验：
- 熟悉中国宠物/兽医渠道者优先
- 能接受频繁出差
成功画像（Success Profile）
- 强烈的销售导向及业绩责任感
- 既能做策略规划，也能深入一线执行
- 具备影响经销商并推动执行的能力
- 能同时管理B2B（经销商）与B2C（终端/兽医）渠道
关键绩效指标（KPIs）
- 销售目标达成率
- 经销商开发与布局完成度
- 重点客户业绩表现
- 培训效果与一线执行质量