Role Title 职位名称: District Distribution Operation Manager
Report to 上司职位: Regional Commercial Operation Director
Key Accountabilities/Responsibilities 主要工作职责：
86 Responsible for managing all NKA, part of RKA, DKA in the region. Signing
cooperation agreements and achieving annual goals.负责管理区域内的所有 NKA 以
及部分 RKA，DKA 等零售销售工作，签订合作协议，完成年度目标。
86 Efficiently evaluate distributors’ network to extend our bidding win products
presence including target market, retail market and broad market (CHC & county
below hospitals and etc.), and delivery timely 有效地评估经销商网络来扩展我们中
标产品在包括目标市场，零售市场和广阔的市场（社区医院等）的覆盖和及时配送.
86 Assist to strategy team to ensure all bidding documents filling completely. 协助商务
策略团队保证报表文件的完整存档
86 Facilitate daily distribution operation, ensure wide and deep distribution coverage
and Zero bad debts / healthy working capital. 促进日常分销业务的运营，确保广而
深的分销覆盖,零坏账以及健康的营运资金
86 Develop multi-level regional distribution strategy and build up wide and deep
distribution network aligned with TA sales expansion strategy and commercial
needs; 发展多层级区域的分销策略，建立广泛而深的分销网络，与 TA 业务销售拓
展策略和商业需求相一致
86 Sign off distribution agreement and sales contract with distributors. Manage channel
price / territory and keep reasonable inventory; 与经销商签订经销商协议以及销售
合同, 管理地区渠道价格，并保持合理的库存;
86 Assist in on-site audit to distributors and investigating counterfeits; 协助对经销商现
场审核，和假货调查;
86 Process goods return / replacement and quality complaint; 退换货和质量投诉处理;
86 Track and collect account receivable in time, and ensure no bad debts; 跟进经销商
及时回款，确保无不良债务;
GSK China Pharma Role Template
葛兰素史克中国处方药及疫苗部职位说明
86 Analyze distributors’ PSI (purchase, Sales, Inventory) report to improve sales data
transparence; 分析经销商进销存报告，以提高销售数据透明性;
86 Good communication / negotiation with distributors to develop cooperation program
to maximize mutual benefit; 与经销商良好的沟通/谈判制定合作方案，***限度地发
挥互惠互利;
86 Full integrity and compliance with company policies in all activities and
communications.在任何商业活动中,诚信和遵守公司的政策
Qualifications/Requirements:
申请资格 / 职位要求：
86 Bachelor degree or above, preferably in medicine 本科及以上学历，相关医学背景
为佳
86 More than 2 years retail sales or commercial operation experience 2 年以上医药零
售销售或商业运作经验
86 Skill and competency: Strong communication skill (influencing and negotiation),
good interpersonal skill, analytical skill and creativity 技能和能力：较强的沟通能力
（影响力和谈判），良好的人际交往能力，分析能力和创造力
86 Leadership: Accountable to achieve excellence with integrity and through team
work, Positive thinking with willing to challenges 领导能力：通过团队合作实现卓越
与诚信，积极思考和愿意挑战