Key Account Manager : Retail & Online

GN Audio
Mumbai - India
Published: March 13, 2019
ROLES AND RESPONSIBILITIES
KEY ACCOUNT PLANNING
� Preparation and execution of annual Key Account plans, ensuring strategic alignment between Jabra and the Key Accounts.
� Work with each key account, Jabra marketing, finance and the sales management team locally, regionally and globally to define the expectations of the partnership and include these as part of account planning.
� Collaborate with each key account to detail the short-term (Jabra/Partner fiscal years), mid and long-term goals.
� Jointly, with each key account, determine current gaps in meeting the goals set & implement gap plans for achievement, ensuring all KPI’s are set & measured to ensure teams have win- win outcomes.
� Work with Jabra Marketing team to complete market, competitive analysis & develop plans to ensure achievement of sales results.
� Negotiating the best outcome for Jabra’s products, price, placement, promotions, position
� Identify the Jabra and key accounts resources needed for achievement of sales targets.
� Track progress against the execution of all components of the plan, both from a Jabra perspective and a Partner perspective.
� Plan to Budget and Sell to Plan.

FORECASTING, ANALYSIS AND INSIGHTS

� Engage with the Jabra logistics, distributor logistics & retailer buying team to manage accurate demand & forecasting cycles for each relevant product family.
� Ensure partner adheres to the forecasts planned & appropriate sell out activities are forward planned & executed.
� Hold regular forecasting meetings with buyers and/or planners to ensure adequate stock supply & plan for seasonality and end user opportunities.
� Ensure product lines are managed within partners to ensure strategic placement & aim for long term growth within key segments/markets.
� Understand the partners metrics regarding WOS & stock turns for each product category.
� Continually monitor sell through, sell out, stock on hand of all lines to surface insights, opportunities and present solutions to challenges within business guidelines.
� Systematically analysing and reporting of sales results, expectations, market, competition and trends to provide the business with insights
� Continuously refresh competitor intelligence, market information and Jabra’s share and position within key product segments of key accounts.

FACILITATE PARTNER INTERACTIONS WITH JABRA

� Jointly, with the Logistics, Marketing & Sales Management teams, hold Jabra accountable for keeping commitments made to Partners.
� Lead new product introductions, with regional and global support, life cycle management and maximise end of life opportunities.
� Ensure product training is held frequently with partner sales teams & facilitate engagement with relevant Jabra product marketing teams to source content.
� Connect Partners with other opportunities outside the normal course of business, for example Enterprise sales opportunities.
� Broaden the interactions Jabra has within each key account to strengthen the relationship and identify opportunities for partnerships or third-party collaborations.
� Drive and facilitate Key Account participation in Account Planning, Quarterly Business Review meetings, Partner briefings and Sales, Marketing and Technology events.
� Ensure that Jabra communications are provided at the appropriate level of key accounts organisations within a suitable timeframe. Also ensure resources are sending out updates and debriefs following interactions with Key Retailers.
� Be consistent and continuous in maintaining and building knowledge of, and connections with, internal resources, Team Units and Groups within Jabra and Key Retailers.
� Potentially participating in international (regional / global) account teams or project teams to get alignment in the offered product package, market approach and company profile.

The successful candidate will:
� Have a positive, self-starter attitude, with an ambition to meet and exceed business objectives.
� Actively network internally and externally across all relevant functions.
� Have strong account management, negotiation and analytical skills.
� Have experience building detailed account plans that show an understanding of the customer, the category and the market.
� Have experience growing a brand within a competitive marketplace.
� Be friendly and outgoing to strengthen existing relationships and build new long-term relationships with key stakeholders
� Have prior experience working with distributor and retailers in consumer electronics.
� Be able to work autonomously and be a strong team player with a solution focused approach and a high-quality