Channel Account Manager UK & Nordics - Residential Segment
Sony UK Technology Centre
Weybridge
1d ago

Job purpose

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

Accountabilities :

  • 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
  • Responsibilities :

  • 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
  • Additional :

  • 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

    preferred

    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.

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