JMP_Key Account Management（MA）

Role Summary

1.管理和发展 IAM 核心大客户及多层级渠道，推动渠道渗透和业务增长。

• 2.制定年度销售目标与合同，支持谈判并确保按期回款。
• 3.开展市场拜访与分析，提供业务洞察，支持客户产品组合管理与规划。
• 4.追踪客户销售情况（sell-in /sell-out）及库存，分析业务趋势。
• 5.与跨职能团队（物流、财务、供应链、产品）协作，确保客户需求落地。
• 6.组织市场和培训活动，支持促销及激励项目执行。

7.发掘并拓展 IAM 及车辆专业渠道的新业务机会。

8.建立并维护与客户及渠道伙伴的长期专业关系。

9.为业务增长、渠道优化及客户发展策略提供建议。

3.熟悉多层级渠道运营和分销逻辑，对 IAM 独立售后生态有深刻理解。

• 4.具备战略思考能力、商业敏感度及业务分析能力，能在复杂环境中推动决策落地。
• 5.具备汽车技术零部件及分销渠道相关知识者优先。
• 6.英语书写流利，口语沟通能力强者优先。
• 7.结果导向，具备抗压能力，拥有出色的谈判技巧。
• 8.出色的人际沟通能力，能够影响不同层级及职能的利益相关方。

Responsibilities

1. Manage and develop IAM key accounts and multi-tier channels, driving channel penetration and business growth.
2. Set annual sales targets and contracts, support negotiations, and ensure timely payment.
3. Conduct market visits and analysis, provide business insights, and support customer product portfolio management and planning.
4. Track customer sales (sell-in / sell-out) and inventory, analyze business trends.
5. Collaborate with cross-functional teams (logistics, finance, supply chain, product) to ensure customer requirements are met.
6. Organize market and training activities, support promotions and incentive programs.
7. Identify and develop new business opportunities in IAM and vehicle specialist channels.
8. Establish and maintain long-term professional relationships with customers and channel partners.
9. Provide strategic input on business growth, channel optimization, and customer development initiatives.

岗位职责：

Requirements

1. Master’s degree or above, graduates from 985/211 universities preferred.
2. 3–5 years of relevant experience, with exposure to FMCG, durable consumer goods, or aftermarket key account/channel management.
3. Familiar with multi-tier channel operations and distribution logic, with a solid understanding of the IAM ecosystem.
4. Strong strategic thinking, business acumen, and analytical skills, able to drive decision-making in complex environments.
5. Knowledge of automotive technical parts and distribution channels is preferred.
6. Fluent in written English; spoken English proficiency is preferred.
7. Results-oriented, able to work under pressure, with strong negotiation skills.
8. Excellent interpersonal and communication skills, able to influence stakeholders across different levels and functions.

• 任职要求：
• 1.硕士及以上学历，985/211 院校毕业生优先。

Benefits

With the rapid development of the automotive Independent Aftermarket (IAM), channel structures are becoming increasingly complex, and managing core customers and key distributors has become a core driver of business growth. This role is responsible for developing and managing IAM key accounts and multi-tier channels, driving sales growth, channel penetration, and long-term partnership models, while providing practical experience for future managerial positions in the organization.

随着汽车独立售后市场（IAM）的快速发展，渠道结构日趋复杂，核心大客户和关键经销商的管理成为业务增长的核心驱动力。该岗位将负责 IAM 重点客户及多层级渠道的业务拓展与管理，推动销售增长、渠道渗透及长期合作模式的建立，同时为未来关键岗位的经理人梯队培养提供实践机会。

About the Company

Do you want beneficial technologies being shaped by your ideas? Whether in the areas of mobility solutions, consumer goods, industrial technology or energy and building technology - with us, you will have the chance to improve quality of life all across the globe. Welcome to Bosch.