Account Manager Sell In
Sales
Full Time
Launceston, Australia
2021-12-07


Your Role

You are responsible for managing an assigned business territory, implementing business strategies to ensure achievement of revenue and profit targets by driving sales revenue of all Electrolux brands, categories and products. 

Your role is to drive sales activity within accounts which have the ability to submit independent purchase orders, outside of a Head Office buying structure.

You will formulate business strategies which align with Key Account investment and promotional activity to increase market share, drive volume and a profitable product mix to meet the commercial objectives. Your strategic focus is to drive profitable growth whilst executing a remarkable consumer experience.

A Typical Day

 Development of the overall store business plan.
 Conduct individual business reviews with Business Owners, Franchisee’s, Buyers, Department Managers etc.
 Identification of Sales (Sell In) Opportunities
- Analysis of the store inventory levels to identify low and overstock SKU’s
- Analysis of sell through trends to determine correct stock weighting by SKU.
- Attain in house share information to determine growth opportunities by category
- Benchmark delivered margin by SKU based on market go price
- Analyse Commercial Agenda Segments and Star model performance
- Build benchmark reporting including MTD, YTD by category versus prior year

 Present and Execute the monthly KAM channel plans for each BU to meet commercial objectives;
- Build the plan to drive focus priorities through confirmed product Deals & Offers
- Utilize channel investment to secure additional product ranging and extend store assortment
- Drive channel Advertising and Promotional activity to increase volume and market share
- Ensure Electrolux Consumer Promotional Programs are communicated and executed
- Present new model information and manage product lifecycle

 Core Range Reconciliation.
- Utilize SAP store display model count data to ensure all Core Range models are in stock 
- Manage display allowances in line with company guidelines
- Communicate Core Range status with Sell Out Account Managers and Key Account Managers where required to ensure alignment.

 Competitor/market activity for each BU;
- Collate and communicate competitor pricing, product and promotional activity to relevant internal stakeholders. 
- Analyze competitor activity to build tactical strategies to offset and protect sales and market share.
- Understand the Pro-Forma promotional cycle, seasonal promotional activity management and sales driving activities.

 Inventory, Order and claim management. 
- Management of all purchase orders and delivery book ins
- AEG back up stock management
- Credit Claim management including product and advertising claims
- Provide Back Order and Allocated Order Reporting where required

 Accounts Receivable.
- AEG outstanding payment management
- 60 day + AR payment follow up. 

 Communication and Sales Function Alignment
- Engage Team members in regular meetings to review and set aligned goals for the account
- Communicate store business plan with Sell Out Account Managers and Key Account Managers where required to ensure alignment.
- Drive alignment with Product Training Strategies, In Store Display & Core Range Compliance standards
- Inform Sell Out Account Managers and Key Account Managers (where required) of store investment plans and focus priorities

 Other support.
- Service calls & general customer sales 

• Channel Responsibility
- Harvey Norman, DoMayne, Joyce Mayne 
- BSR 
- Bi-Rite 
- Dorsett Retail 
- Spartans
- BBQ specialists
- Air Con Specialists

Minimum Qualification

Who You Are

Essential: 
-Minimum 3 years’ experience in a Customer Service or Sales position

Advantageous: 
-Experience within the White Goods industry or a consumer goods environment
-Completed study in Sales, Business or a related discipline

Core Competencies
-Business & Financial Acumen - Understands the company's business model and financial health of a customers' business prior to pursuing potential sales opportunities.
-Analytical Skills - Able to methodically weigh varying pieces of evidence or data and determine the best course of action
-Win-Win Outcomes - Able to successfully negotiate to close with best price/margin possible. Understands customers' objectives.
-Sales Tools Mastery - Demonstrates proficiency with Cognos, JDE and/or other IT based applications (i.e. CRM) maintaining high data integrity.
-Market Drivers - Understands the external market and industry dynamics that make our products/solutions a valuable investment for customers.
-Communication - Can communicate in a clear, persuasive, influential way.
-Collaboration - Values experience and contributions of individual team members as well as peers; demonstrates willingness to collaborate to find new, creative solutions to problems as well as emerging opportunities.

Apply now

We encourage you to apply as soon as possible as candidates will be interviewed continuously. The position may be filled prior to the date described as 'Apply by'