全球速卖通事业部(AliExpress)-供应链运营-商务&定价

商务与定价策略：基于速卖通俄向业务模式及不同客户场景，为KA客户、新增业务和新增供给设计B2B物流商业方案、报价策略及合作条款。

损益管理：对俄向物流业务损益负责，建立并持续优化定价模型、目标毛利及价格底线，在市场竞争力、客户体验和业务利润之间取得平衡。

商务合同谈判：主导俄罗斯KA客户及合作伙伴的商务谈判，覆盖价格、服务水平、赔付责任、账期、结算及合同变更等关键条款。

市场与竞对研究：持续收集俄罗斯跨境物流市场及主要竞对信息，重点关注价格水位、履约时效、服务标准、丢损赔付及异常处理规则，为定价决策提供依据。

物流解决方案与定价执行：结合揽收、仓内操作、跨境干线、清关、末端配送及逆向等环节的成本与履约能力，设计差异化物流解决方案；推动报价测算、内部审批、价格发布、合同落地及执行监控，确保定价策略一致、准确、可执行。

履约质量管理：跟踪时效、妥投、丢损、赔付及客户体验等核心指标，根据成本、履约质量及市场变化动态调整价格与解决方案。

跨部门协同：协同法务、财务、资金、风控、结算、产品及物流运营团队，完成合同审核、资金方案、信用与风险控制、对账结算等事项，保障业务闭环。

经营分析与复盘：建立定价、成本、毛利及价格竞争力监控机制，定期开展损益复盘，识别价格异常与优化机会，推动经营结果持续改善。

Commercial and Pricing Strategy:** Develop B2B logistics solutions, pricing strategies, and commercial terms for key accounts, new business initiatives, and new supply onboarding scenarios based on AliExpress’s Russia-bound business models and customer needs.

P&L Management:** Own the P&L of Russia-bound logistics operations. Build and continuously optimize pricing models, target margins, and pricing floors while balancing market competitiveness, customer experience, and profitability.

Commercial Contract Negotiation:** Lead commercial negotiations with Russian key accounts and business partners, covering pricing, service levels, claims and compensation liabilities, payment terms, settlement arrangements, and contract amendments.

Market and Competitor Intelligence:** Continuously monitor the Russian cross-border logistics market and major competitors, with particular attention to market pricing, delivery lead times, service standards, loss and damage compensation, and exception-handling policies.

Logistics Solution Design and Pricing Execution:** Develop differentiated logistics solutions by integrating cost and operational capabilities across first-mile pickup, warehousing and handling, cross-border line-haul, customs clearance, last-mile delivery, and reverse logistics. Drive the full pricing lifecycle, including quotation modeling, internal approval, price publication, contract implementation, and execution monitoring.

Fulfillment Quality Management:** Track key performance indicators such as delivery lead time, delivery success rate, loss and damage, claims, and customer experience. Adjust pricing and logistics solutions in response to changes in costs, service quality, and market conditions.

Cross-functional Collaboration:** Partner with Legal, Finance, Treasury, Risk Management, Settlement, Product, and Logistics Operations teams to complete contract review, funding arrangements, credit and risk controls, reconciliation, and settlement, ensuring all commercial and operational processes are completed end to end.

Business Analysis and Performance Review:** Establish monitoring mechanisms for revenue, cost, margin, and price competitiveness. Conduct regular P&L reviews, identify pricing exceptions and optimization opportunities, and drive continuous improvement in business performance.

具备较强的KA客户商务拓展与谈判能力，能够独立推进复杂商业合作并达成结果。

熟悉跨境物流端到端成本结构，包括揽收、仓储及仓内操作、跨境干线、清关、末端配送、逆向及异常赔付等成本项；具备物流定价或商业分析经验者优先。

熟悉跨境物流市场及主要竞对，具备俄罗斯或独联体市场经验者优先。

理解跨境物流履约运营及服务质量标准，熟悉履约时效、妥投、丢损、赔付、SLA及异常治理等关键指标。

具备较强的经营分析与损益意识，能够基于数据完成成本测算、报价分析、毛利评估及价格策略优化。

具备优秀的跨团队协同和项目推动能力，能够协调多方完成合同、资金、风控及结算闭环。

俄语或英语可作为日常听、说、读、写工作语言，俄语优先。

结果导向，具备较强的责任心、商业敏感度和风险意识，能够适应快速变化的跨境业务环境。

Strong commercial development and negotiation capabilities with key accounts, with the ability to independently drive complex business partnerships and deliver results.

Solid knowledge of end-to-end cross-border logistics cost structures, including first-mile pickup, warehousing and handling, cross-border line-haul, customs clearance, last-mile delivery, reverse logistics, and claims-related costs. Experience in logistics pricing or commercial analysis is preferred.

Good understanding of the cross-border logistics market and major competitors. Experience in Russia or other CIS markets is preferred.

Strong understanding of cross-border logistics operations and service quality standards, including delivery lead time, successful delivery, loss and damage, claims and compensation, SLAs, and exception management.

Strong business and P&L acumen, with the ability to conduct cost modeling, quotation analysis, margin assessment, and pricing optimization using data.

Excellent cross-functional collaboration and project execution skills, with the ability to coordinate contract, funding, risk control, and settlement processes across multiple stakeholders.

Professional working proficiency in Russian or English across listening, speaking, reading, and writing; Russian is preferred.

Results-oriented, accountable, commercially astute, and risk-aware, with the ability to operate effectively in a fast-changing cross-border business environment.