Account Executive CIS, Russia, Moscow based

Moscow, Moscow Region, Russia
Sales and Business Development

Summary

Posted: 26 Jun 2018
Weekly Hours: 40
Role Number: 113355419
Apple Distribution International (“ADI”) is the authorised master distributor of Apple product in the EMEIA Region, here contracting with CIS channel members, being authorised distributors, (direct and indirect) authorised resellers and retailers, and authorised telco carriers across all LOBs and product families. The Account Executive is responsible for driving ADI established processes for growing market share & execute quality excellence on Apple programs in Kazakhstan for channel partners in distribution, retail and Apple Premium Resellers. The CIS Account Executive will be in charge of the management and development of the Apple Business in Kazakhstan through local representatives who are called Value Added Distributors (VADs). The VADs provide a complete business infrastructure including marketing, sales, warehousing, logistics, localization, finance and business development The ideal candidate will have a proven success track and experience in sales or business development ideally paired with some hands-on knowledge of channel marketing or merchandising in the CIS and Russia region. Other relevant experience will be considered. Candidate must be a good presenter at all levels, and can collaborate successfully with key accounts. He/she must have a team-oriented approach to driving business and ideally be familiar with working for a multinational organisation in a matrix type environment.

Key Qualifications

  • Reporting to the CIS Country Manager, the Account Executive will have the following qualifications:
  • Sales, Account Management & Business Development skills
  • Demonstrated interpersonal & customer centric orientation;
  • Team player & self-motivated;
  • Strong analytical & problem-solving skills;
  • Demonstrated ability to influence internal and external stakeholders including Apple leaders and senior managers;
  • Highly analytical and with an eye for detail; Data conscious
  • Be a great presenter, communicator and persuader; Used to drive Top management & C-level dialogue
  • Excellent skills to build and work with presentations (power point, keynote and similar) and performance reports
  • Excellent sales and account management skills;
  • Ability to learn and adapt Apple corporate culture
  • Integrity and excellent reputation in CIS markets
  • Adaptable and comfortable working in International markets with the flexibility to travel extensively

Description

Account Management & Business Planning – manage the partners to perform against short and long term Apple goals across the whole sales proposition through effective account management and business planning including forecasting Build quarterly and annual business plans with the VAD and ensuring that these are fully executed Optimize and execute a mixed channel strategy through the VAD so that all Apple products are distributed widely and efficiently Build a complete understanding of the local market opportunities, the needs of VAD target customers (end user or channel) and execute plans to map Apple’s solutions to those needs in order to drive growth Work with VADs to execute local and European programs effectively while ensuring that the VADs and their partners develop the relevant product and segment expertise Work with training resources to ensure adequate levels of product knowledge are maintained within the VADs and their partners Working with RTMs, manage effective deployment of quarterly marketing VAD budgets to support achievement of business objectives Maintain database of all contacts within the VADs and their partners across all areas of influence (intake, inventory, points of sale, finance, channel partners etc) Deliver timely and accurate sales forecasting and reporting Develop, drive and maintain a direct relationship with key channel partners in the market Produce all necessary analytics for CIS team Build relationships and create effective solutions for B2B customers Key Competencies: Sales and business development skills Account management skills Influencing and negotiating skills Relationship building – all levels Marketing communication skills Detail conscious Excellent analytical skills Excellent presenting and presentation creating skills Team work Reliable and able to work on own initiative Computer literate (MS Office, mac OS and keynote an advantage) Ability to understand and explain product features and benefits Ready to travel extensively Flexible and easily adapting personality Stress resistant Knowledge of CIS/Kazakhstan retail (must), telco and B2B (advantage) markets Willingness to work with reports, presentations and analytics (significant part of time) Integrity and excellent reputation in CIS markets Excellent communication and interpersonal skills Ability to adapt to cultural differences and diversity Experience in retail business (advantage) Ability to easily learn and adapt corporate systems and culture, necessary professional skills Key Relationships: External partners Key channel partners in retail, telco, b2b, distribution & Apple Premium Resellers VAD team Internal Apple: Reseller Operations team EMEIA Channel Programs Team (local & EMEIA) Sales Planning & Operations team (local & EMEIA) Field Staff team (Lead ASC & Apple Solution Consultants) Business Development Mgr’s EMEIA Finance (local & EMEIA) CIS team Russia team Key Performance Indicators: Achievement of sales targets (partner volume targets) Achieving relevant return on investment for designated programs. Level of excellence in execution in different quality targets or programs as relevant Commercial and financial strength of partnership between Apple and the Channel Partners especially the Apple Premium Resellers

Education & Experience

BA degree level educated candidate. Fluent English and Kazakh and/or Russian are required for the role, any other CIS language knowledge would be an advantage. Extensive travel (up to 70%) will be required. This Job Description gives guidance to the main tasks and responsibilities of the role; it is not exhaustive and is subject to change.

Additional Requirements