To develop the sales of projection and visual presentation products in the local market in line with the overall business plan for the territory.
Achieve budgeted net sales and profit within the account base, deliver against the agreed business objectives within the annual account plan.
Build strong and sustainable relationships across all relevant areas of the account.
Develop Cross-Sales in the Residential segment
Develop and consolidate a CI (Customer Install) channel in the zone including Yacht / Marine segment
Managing complex customers like key distributor in UK & Nordics
Achieve budgeted net sales and profit
Implement Channel Accreditation Program
Develop and maintain quarterly / yearly account plan with each channel partner account to ensure clear actions are agreed to achieve set targets
Negotiate and set quarterly / yearly quantitative rebate targets of channel partners
Decide relevant actions with Channel Partners to maximize sales
Manage Channel Partners inventory, take decisions / actions to ensure sell out optimization and avoid stock compensations
Maximize sell in by managing Channel Partner’s credit limit
Maintain and keep updated sales pipeline / forecast tools (Salesforce.com)
Weekly activity report to appropriate management
Own the commercial relationship between Sony and selected customers, both direct and distribution customers as well as Integrators
Manage leads follow up with Channel Partners
Build effective relationship / network at all levels within the channel partner and customer organization to achieve high level of intelligence and planning
Organize time and tasks to optimize number of visits to channel partners and customers
Account plans updated in salesforce.com
Prospecting sales calls with End users independently and in conjunction with channel partners
Implement the European sales strategy in the local market
Develop sales to achieve quantitative and qualitative targets
Ensure that all marketing plans are clearly communicated to customers and channel partners
Focus on sell-out to drive sell-in
Provide customer feedback into the organization in an organized manner
Support the sales manager in defining the midrange (1-3 years) performance outlook
Develop relationship with key end-user influencers and consultants in the local market to maximize sales
Understand and keep updated with the relevant Sony products offerings
Negotiate contractual and commercial terms & conditions
Support local event and tradeshows
Qualifying bids and SMDR request and clearly communicating this to marketing
Willingness to travel
Qualifications & Experience
University education must / EE preferred
Experience and knowledge of the of projection and visual presentation market in the local country
Desiderable an experience in CI / Marine market segment
Channel Account management managing : Sales performance, Marketing plans, relationship management business planning, forecasting, inventory.
Language Qualifications : Local Language Intermediate English ability to work within a European team where English is the corporate language.
Proven success of delivering sustained incremental sales and profit for a sales organization
Bring your uniqueness to Sony
We recognize that each and every one of us is original and different. Diversity and inclusion are in our DNA, they drive innovation.
We empower our people to achieve one goal : to fill the world with emotion, through the power of creativity and technology.