Account Manager (Benelux)

JOB ROLE:

This position will involve ownership of the Benelux mobile operators, retail and B2B accounts for Tech21/Speck/Quikcell. The main objective of the role will be to open, manage, nurture, and grow the sales revenue and market share of Tech21/Speck/Quikcell products.  

The role will drive the sell-in and, more importantly, sell-through of product and propositions by working with the Marketing and Product Marketing team’s in order to achieve business targets.

The role will work closely with all internal stakeholders (product/marketing/operations) to manage through all customer facing projects.

The selected candidate will own the portfolio of customer accounts on behalf of the business, building relationships and creating the right business conditions for sustained growth in each customer account.

KEY AREAS OF RESPONSIBILITIES:

• Distribution management within the region
• Business Development
• Responsible for developing new business opportunities with potential and existing customers
• Responsible for the development of strategic relationships between all Telementum brands (Tech21/Speck/Quikcell) and partners at all levels and across all segments.  
• Manage the day-to-day operational and business development relationship with partners, in line with Telementum values and prioritising activity in order to optimise business results and opportunities.
• Achieve business development targets with all allocated customers whilst looking to maximise revenue and volume market share and to evolve a higher value product mix within each customer.
• Demonstrate a thorough knowledge of the fundamental partners’ business development principals through extensive account management and sales experience.
• Ensure that regular communication channels and forums are in place with partners, so they are up to date and fully aware of the latest Tech21/Speck/Quikcell products and solutions.

Financial Reporting and Analysis

• Capture, record and report on key technical, demographic, environmental, market, economic and financial data / information, which can be used to define, develop and improve the Tech21/Speck/Quikcell operation throughout the customer base.
• Implement a framework and reporting metrics to measure the success of business development opportunities with each customer.
• Ensure our distribution partners have the right financial management and budget responsibility in place for the level of business development Telementum wants to achieve e.g. credit limits, invoicing procedures, payment terms, etc.
• To be aware of local market conditions and to have an in-depth appreciation of localised competitor information and have the ability to report it back to the business in a coherent way.

 Sales Strategy Plan

• Based on each customers’ requirements, input this into the Sales Strategy Plan and identify key areas of growth/decline and any potential opportunities that could be exploited in order to achieve long-term strategic objectives for the region.
• Develop a detailed rolling 3-6 months Sales Plan on an account by account basis, which is supported by robust sales forecasting processes and shows how the Annual Business Plan will be delivered.
• Carry accountability for the accounts performance at all levels.
• Drive the Tech21/Speck/Quikcell message throughout all available sales channels.

Account Ownership

• Primary Owner of the customer accounts and overall relationships on behalf of the business with end-to-end responsibility for the success of the accounts in terms of:
• Business Plan delivery.
• Product/proposition life cycle sales performance, from sell–in/sell–through to end-of-life, monitoring account stockholding in line with customer and company guidelines.
• Driving the resolution of any performance issues on the account, ensuring the right people are involved.
• Creating the business environment for sustained growth on the account.
• Developing and maintaining multi-level relationships within the account in order to maintain long term visibility of strategy, plans and competitor activity.
• Research new sales opportunities within the existing portfolio of accounts, identifying new potential customers.

 Products / Propositions

• Ensure the product & marketing teams’ are always aware in a timely manner of each customers’ requirements and commercial implications if appropriate.
• Identify any product/proposition performance and service issues, potential causes and solutions, such as need for refresh, new SKU’s implementation, etc. to increase sell through &/or brand visibility across the customers’ sales channels.
• Pull together and own the local customized sell in pack, based upon the Central Product Marketing sell-in pack, ensuring the necessary cross functional input (e.g. Marketing, Product Marketing, Design, etc.)

 Commercial Strategy and Delivery

• Work with Distribution partners to help propose a commercial strategy, identifying appropriate commercial investments that will help drive the achievement of business targets (such as rebates; price discounts, marketing campaigns, etc.).
• Where applicable making the best use of any marketing fund allocation across the portfolio of products/propositions and customers.

Performance Management

• To monitor and evaluate performance of all channels and their sell-through activities, together with competitive activity, ensure that any threats or issues are addressed and business targets are achieved.
• To work closely with the Operations & Distribution Partners to ensure appropriate reporting and analysis of customer performance is in place.

Cross Functional Relationships

• Work closely with all the internal departments to ensure that the nature of the relevant customer channels is both fully understood and that everyone is working together effectively and efficiently to maximise channel performance within the region.
• Maintain effective internal communication to ensure that all other internal stakeholders (such as Product Marketing, Marketing, Operations) are kept informed of the account performance and of any issues or opportunities that arise.

Responsible for

• Norway
• Sweden
• Denmark
• Finland
• Baltic region

 KPI’s

• Sales Value versus Target.
• Forecasting Accuracy.
• Internal & External Communication
• New Business development

Requirements

PERSON SPECIFICATION

Key Competencies

• Managing and driving self-performance and achievement.
• Target driven and results focussed.
• Customer focused.
• Commercial acumen.
• Strategic thinking.
• Communicating with influence.
• Market insight.

Personal Attributes & Behaviours

• Embraces Change – Highly flexible, resilient, robust, and ability to embrace regular change.
• Creative thinker – able to innovate and come up with different approaches and ideas.
• Able to influence at the highest level – internally and externally.
• Good interpersonal skills – in terms of influencing, negotiating and listening.
• Ability to succeed in an ever-changing environment.
• Proactive, self-motivated and highly focussed, with the ability to identify new business opportunities and exploit them.
• An effective negotiator and a results driven individual.
• Enthusiasm and a positive attitude to all challenges at all levels.
• A truly customer focussed approach.
• An affinity for technology and ability to keep abreast of a continuously changing market place.
• Happy to work in an ever changing “team” environment and embraces the opportunity that frequent change can bring with it.  

Additional Information

• The role will require travel across all regions specified above and overnight stays may be required.
• There may also be occasional travel to the head office in the UK.
• The role will be home based.

The successful candidate must be able to speak French, German & English