| Requisition Number | 3919733 |
| Job title | Account Executive Pro Channel |
| Location |
Bunnik |
| Country |
Netherlands |
| City |
Bunnik Benelux |
| State/Province |
Holland |
| Job type |
Full Time |
| Job description |
Reports to: Country Sales Manager, Prosumer Job Purpose: Describe the purpose of this role in one or two sentences • Sales - deliver growth and revenue targets from named partners list • Account management – manage named partners to perform against short and long term company goals across the whole sales proposition as applicable both on the consumer (Apple Premium Reseller) and professional side • Program management – execute effectively both ad hoc/partner programs that the job holder will be required to both design and implement (such as MDF activities) and permanent channel programs that are structured at the European or channel level (such as APR or ASE programs) • Business Development: improving named partners commercial culture and enhancing their attitude to sell solutions/services (and not HW/SW volumes only) with key focus on the “beyond the box business” Key Accountabilities: Describe the key accountabilities and responsibilities for this role. • Account exec needs to fully understand the needs of the partners target customers and devise plans to map Apple’s solutions to these needs and therefore drive growth • Deliver timely and accurate sales forecasting and reporting • Work with partners to execute programs effectively • Develop partners within Apple’s channel program framework where applicable • Develop a joint sales and marketing approach with partners to develop the partners relevant segment expertise • Work with training resources to ensure adequate levels of product knowledge are maintained within each partner • Execute the programs developed by the BDM’s to drive solutions in Apple’s vertical segments. • Manage T&C’s negotiation through relevant channel scoring tools • Working with Channel Communications, manage effective deployment of quarterly MDF funds to support achievement of business objectives. • Work with Channel Inside sales team to deliver on shared objectives • Maintain database of all contacts within the partners across all areas of influence (intake, inventory, points of sale, finance, channel partners…) via GMACC • Where there is a store front presence work to ensure effective merchandising at point of sale Key Competencies Describe the key skills and experience required for this role and also the behaviours the job holder is required to display. Professional skills: • Sales skills • Account management skills • Very knowledgeable about Apple’s technologies • Apple professional standard on ASTO • Influencing and negotiating skills • Relationship building – all levels • Marketing communication skills • Computer literate • Ability to understand and explain product features and benefits Personal skills: • Entrepreneurial person with drive for growth • Ability to work on own initiative • Self-driven, motivated and commercial • Structured and goal-oriented (targets, ROI) • Strong interpersonal skills, as well in own organization as in external relations • Easy and effective communication • Team player • Detail conscious • Good analytical skills Languages: Italian mother-tongue, fluent in English, oral and written Job holder is likely to have at least three years sales experience in a business development environment with some hands-on knowledge of marketing communications Key Relationships Describe the key internal and external relationships the jobholder has and also describe the nature of the relationships where appropriate. • External partners • Channel Comms • Marcoms • Training team • BDM’s • Product sales • Finance • Channel Inside sales Team • Manager • Account Exec team members Key Performance Indicators Describe the key performance metrics by which success in this role will be measured • Achievement of sales targets both personal commission and partner volume targets • Achieving relevant return on investment for designated programs. • Commercial and financial strength of partnership between Apple and named partners |
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