Senior Account Manager (Sales B2C)
Work Location: Ho Chi Minh
Job type: Full-Time
Posted: 04-09-2024
Salary: 30,000,000 - 33,000,000 VND / Monthly
Email: thuy.pham@40hrs.vn
Job Description
The Retail Sales Executive is responsible for the retail sales towards achievement of company sales objectives within the country. The role is accountable for developing new business opportunities from the corporate segments to achieve the sales targets, through relationship development and management with key customers and business partners.
• To have sound commercial sense, business acumen and strong sales funnel management capabilities, able to prospect new business opportunities effectively.
• To work very closely with Product Marketing team to ensure all the product management and sales activities are perfectly in synchronization with each other at all times.
RESPONSIBILITIES
• Ability to formulate, plan & implement creative sales strategies to create demand, opportunities, maximizes market penetration and accelerates sales growth development.
• To explore and identify opportunities to drive continuous improvement in sales and actively promote company’s products and image to the related customers market coverage.
• Ability to perform sales forecasting and customer relationship management.
• To arrange product demonstrations and benchmark tests for major account customers.
• To conduct market research on competitor’s performance/activity and pricing.
• To participate in adhoc projects or assignments as directed by the Direct Manager
| KEY RESULT AREAS (KRA) | MAJOR ACTIVITIES | OUTCOME |
| Monitoring and tracking of individual sales team activities |
• Monitor sales activities report submitted on a weekly basis • Feedback to individual sales staff on direction taken by them • Build effective customer relationship management |
• Sales activities reports created • Increased understanding of sales direction to be undertaken by individual sales staff • High level of customer service and customer satisfaction maintained |
| Planning of yearly sales activities and strategies | • Plan sales strategies and activities to drive sales target • Identify the right strategy to drive business activities |
• Yearly sales strategy planned and communicated • Report tracking submission: Sales Report Monthly |
| Identification of key business opportunities in the retail sales industry |
• Identify buying and spending trends of large corporate & government customers to accurately forecast business revenue • Identify budget plan for delivery of services to corporate & government customers |
• Updated knowledge on the movements of key clients within the corporate & government industry for accurate identification of repeat order opportunities • Maintained smooth delivery of quality service of corporate & government customers for increased customer retention |
| KEY RESULT AREAS (KRA) | MAJOR ACTIVITIES | OUTCOME |
| Channel partner development & management | • Implement and keep track marketing and rebate programs to motivate channel partners & achieve business objectives. • Work closely with dormant resellers/master dealers/modern trade/online channel to reactivate. • Identify potential reseller needs and interests • Analyse channel partners’ sales and industry trends and make appropriate recommendations on strategies to improve/enhance sales. • Work with product managers to manage channel partners’ price discount or sales promotion support requests. • Active engagement of top 20% resellers/master dealers/modern trade/online channel to increase depth of sales. |
• Achieve sales targets & other marketing objectives. Motivated channel partners. • Revival of dormant resellers/master dealers’ sales. • Effectively communicate benefits and opportunities available to meet needs and interests. • Long-range planning needs are met. Sales recovery and sales over-achievement. • Timely response to channel partners’ request. • Top of mindshare. Increased sales. |
| Delivery of sales reports | • Update record of each Sales Staff’s sales activities reports and progress • Update record of all Retail Sales main clients and sales development activities with Dealers/SI |
• An effective report for efficient sales and customer relationship management delivered • Report submission tracking: Weekly Attendance Report |
| Planning and implementing the overall Distribution Channel Strategy |
• Monitor the implementation of the distribution channel strategy, considering the following factors to drive growth a) Overall Product Portfolio b) Strategic importance and priorities of certain product categories c) business model d) Competitor’s situation e) available resources (includes staff headcount) |
• Achieved Sales Target set for the EAP-R against the overall regional target • Report submission tracking: a) Sell-Thorough & Inventory Report – Monthly b) Competitors Tracking Report – Weekly |
| Managing the distribution of channel Stock/ Sell Out/Through |
• Collaborate with the Product Marketing Team to ensure the monitoring of the stock is well kept track and sold through • Monitor ongoing changes in the Distribution Channel (e.g. Channel throughput evolution, plan and implement distribution strategy) • Monitor, monitor and keep track of channel stock and sell-through (2nd/3rd Tier Reseller) • Monitor the financial and operational aspects of the channel on a regular basis e.g. credit worthiness, inventory level |
• Channel Inventory is appropriately stocked with 1 – 2 months’ worth of channel stock • Management is updated and consulted on credit limit reduction/increase and/or termination of trading • Timely and accurate monthly report on the sales and channel situation delivered to the management • Reports submission tracking: Quarterly Channel Report |
Job Requirements
| EDUCATIONAL QUALIFICATIONS • Bachelor’s Degree/ Diploma in Business Administration or a related field (e.g. Sales, Marketing) |
| RELEVANT EXPERIENCE • Minimum 3-5 years of experience in Sales, especially in the IT industry • Experience and strong knowledge in using and communicating about scanners, printers, digital imaging equipment and software |
| PERSONAL CHARACTERISTICS & BEHAVIOURS • Self-motivated and independent, with a strong ownership for responsibilities • Results-oriented, with an awareness of industry trends, market, and competitors’ activity • Honest, discreet and with a high level of integrity • Influential personality with strong problem solving and negotiating skills • Strong business relationship management skills • Fluent in English (verbal and written) |
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