Channel Account Manager

Job description

Reporting to the Regional Director of Sales, the Channel Account Manager, Etail & Ecommerce will be directly responsible for managing an existing portfolio of Consumer Channels and actively participating to our Consumer Business Development in Southern Europe (France, Italy, Spain, Portugal), targeting E-tailers and E-commerce platforms (Amazon, Marketplaces, Private Sales specialists)

General responsibilities

• Defines consumer expansion strategy in the region, annual and quarterly plans along with sales forecasts and KPIs, defines the resources needed to achieve the targets
• Ensures execution of the plans with the internal teams and partners teams, monitors sales and identifies gaps and opportunities, sets up corrective actions plans if needed
• Collaborates with Operations, Marketing, Legal, Finance, Pricing and other internal teams to build the best propositions and programs for our partners
• Understands channel performance to targets and supports sales team to achieve the sales objectives, manages and communicates partner performance against goals
• Leads contract negotiations, makes sure that channel partners sign proper and up-to-date contracts/agreements
• Actively participates to partner and industry events, generating additional demand
• Ensures revenue invoicing and contractual obligations

Consumer Channel Management

• Manages a portfolio of Consumer Channels (Distributors, Retailers, Etailers, Resellers), for physical and dematerialized products (Boxes, Electronic Software Download)
• Develops good working relationships with individual Retailers/Distributors/Partners and their teams, placing the company as the technology solutions partner of choice by understanding business goals
• Ensures a high level of training, mentoring, and motivation of channel partners
• Along with key success metrics, develops targeted campaigns, sales promotions activities and any investment opportunities with the partners to grow channel-sourced opportunities
• Draws the marketing plans together with the partners, monitors the marketing activities implementation and analyzes the ROI for each activity together with Management
• Follows and optimizes the marketing budget execution of the budget assigned with the scope of reaching the sales targets
• Ensures excellence in new product launches in the channels
• Monitors and is directly responsible of stock rotation in the retail stores
• Delivers on time sales, stock and marketing activity reports as requested by the company

Consumer Business Development

• Actively develop new partnerships in the Region, expanding channel coverture
• Identifies partners’ needs, business models and build cybersecurity offers integration to address their customers
• Drives to execution accompanying the partners and managing the internal resources / teams for GTM
• Build sales funnel and lead generation plan in coordination with the Marketing team

Requirements

• Higher Degree in Management
• Fluent in English, speaking and writing. An additional language is expected (Spanish and/or Italian)
• A natural hunter for new opportunities with 5+ years’ experience in Etail/Ecommerce channel sales
• A highly-motivated individual, autonomous, rigorous and team player able to manage the company resources to reach goals
• A strategic thinker able to define plans and drive to execution, leveraging in project-mode internal and external resources (service suppliers, sales platform suppliers…)
• Excellent interpersonal, communication and facilitation skills (client-service oriented mindset)
• Excellent written, verbal communication and presentation skills and the ability to build strong working relationships
• Excellent negotiation and influencing skills
• High expectations in all forms of Business Models (1P/3P, sell-in, consignment, affiliation…) and at ease in complex schemes and multi-layer distribution models
• High expectations in management of data, analytics, metrics, KPIs...
• High expectations in planning and forecasts
• Knowledge of Customer cycles and customer bases management : ARPU, lifetime value, acquisition and renewal leverages
• Knowledge of Consumer Software industry is a plus, including software consignment models and ERP management
• Marketing experience is a plus