JOB PURPOSE:
1. To deliver SUK’s budgeted sales and share of business through nominated Independent Retailer businesses in a defined account group, buying group or geographical area of the UK.
2. Manage a portfolio of accounts of various types to achieve agreed budgeted sales and profits through effective Joint Business Planning.
KEY RESPONSIBILITIES
3. Align SUK’s objectives by sales channel with the Independent Retailer Principles and Store Managers to deliver agreed sales, marginal profit and customer satisfaction by developing account specific business plans reflecting the Channel priorities.
4. Achieve the budgeted ranging targets across all accounts and branches where relevant, ensuring that a balanced mix of marginal profit lines are ranged consistently. Ensure the brand is appropriately represented, displayed and merchandised in the relevant retail outlets, aligned to the Joint Business Plan
5. Create account plans to forecast and deliver sales to channels and maximise conversions at shop front, and online
6. Forecast sell through and manage stock replenishment to optimise business and profit
7. Implement national & regional promotions, drive brand, & product awareness through both dealer and staff training and engagement
8. Build relationships with all key stakeholders in the accounts, and within SUK sales and marketing teams
9. Ensure effective communication between SUK and the Principles and maintain comprehensive records of all account/store interactions and discussions.
10. Build and maintain effective and efficient journey plan, ensuring regular contact with key decision makers as required.
Sales Development
11. Ensure promotional / communication plans are in place for each promo period and reviewed regularly in line with seasonal and launch planning, to ensure all partners retail touch points are maximised.
12. Develop and execute a coherent sales strategy for designated Principles by product category in line with Sony’s strategies for the Sales Channels. Equally support accounts with ad-hoc tactical activity (e.g. Participation in events, exhibitions etc.)
13. Ensure all retail staff members are fully aware and trained on all new products to enable them to communicate all features and benefits effectively and confidently
14. Identify barriers and solutions to maximise sales and profit goals
Internal Facing Dimensions
15. Provide weekly/period reporting on area performance by account to highlight strengths, share best practices and identify weaknesses and threats.
16. Demonstrate an understanding of store and category performance data that can be used to shape future activities.
17. Support the development of sales, category and brand strategies by ensuring appropriate teams are fully informed
18. Work closely with the Key Account Sales Manager on developing area strategies
QUALIFICATIONS & EXPERIENCE:
19. Strong A Levels as a minimum requirement
20. Numerate. Able to quickly identify trends and opportunities. Ability to manage Tactical expenditure to drive demonstrable ROI
21. Track record of delivering profitable sales growth
22. Demonstrate advanced skills in social, communication, negotiation & influencing behaviours