Manager, Key Account Sales, Retail & E-Commerce

Manager, Key Account Sales, Retail & E-Commerce

The Manager, Key Account Sales, Retail & E-Commerce manages sales for a predefined group of customers in the Business-to-Consumer Retail and E-Commerce channels. This role maintains relationships with buyers at assigned accounts, drives sales through inventory and promo management, and positions new products to drive net new revenue opportunities. This role focuses on the following product categories: printers, multi-function devices, standalone scanners, labelers, and their corollary consumables and accessories.

This position manages a defined sales quota and predominantly focuses on selling to and engaging their customers. Additionally, this role works closely with the product and channel marketing teams to promote consistent messaging and execute on division strategies. This role is expected to be on-site, which includes in-person client visits, and may require up to 60% travel.

Duties & Responsibilities

• Account Management, Selling, & Customer Engagement
• Identify and achieve sales revenue goals for accounts while maintaining a high level of profitability based on predetermined budget plans
• Maintain high levels of customer service, engagement, and account management, while keeping company interests and profitability in mind
• Engage with customers by phone and email, but also via on-site presence, such as through trade shows, national/regional meetings, Quarterly Business Reviews (QBRs), and more
• Advertising & Promotional Strategy
• Coordinate advertising plans, promo schedules, funding negotiations, and all subsequent accounting of plans
• Plan product assortment, develop plan-o-grams, determine/support product transitions, special offers, stock levels, web developments, and more
• Special Projects & Initiatives
• Coordinate/support special projects for the Sales teams and customers, as governed by the greatest needs at the time, including, but not limited to:
  Drive cross-functional collaboration toward placement of non-divisional SKUs;
  Manage inventory planning and communications for remanufactured machine stock
• Demand Planning & Forecasting
• Accurately forecast supplies, hardware, and refurbished hardware monthly, based on seasonality, market trends, planned promotions, & product availability
• Communicate and collaborate regularly with credit, advertising, supply chain, logistics, and others to identify and resolve issues that arise
• Administration & Reporting
• Complete monthly reports, provide competitive updates, and escalate issues to management
• Attend and actively participate in meetings with manager, team, division, and others as scheduled
• Stay up to date on current market trends and business applications

Experience & Qualifications

• Education:
  
  Bachelor's Degree (or equivalent experience) in Business, Marketing, or related field preferred
• Experience:
  
  Minimum 7 years Managing sales accounts, with an emphasis on driving sales results Building rapport in a customer/client-facing role Minimum 4 years Professional experience in a related industry or in learning new products/technology quickly - Preferred
• Software/Technical Skills Basic Understanding of the "computer peripheral" area (e.g. Printer/Fax/MFC products and solutions) - Preferred Basic Knowledge of inventory and Customer Relationship Management (CRM) tools (preferably Salesforce) - Preferred
• Other Skills/Knowledge/Abilities Demonstrated ability to increase sales and close on accounts Ability to plan and orchestrate events/projects through time management, organization, and follow-up Ability to collaborate and build strong relationships with internal stakeholders and external clients Ability to diagnose customer issues & problem-solve for solutions Communication skills (verbal/written/interpersonal) Ability…