Account Manager

The Role The Role Develop and maintain productive relationships with key retail accounts and maintain a consistently high level of service delivery and customer satisfaction. Leverages key relationships and cultivate commercially insightful opportunities for revenue development and growth (both through sell in and out). Maintains the revenue and gross profit of each account to attain profitability and longevity of the sales partnership. Liaises with the National Sales Team in the development of sales strategies for key accounts; leads solution development efforts that target key account needs. You Will: Account Leadership Leads the identification and qualification of opportunities with retailers. Contributes to retail partner meetings with retailer committees and executives. Drives communication of key customer presentations to secure and grow account spend. Leads the implementation of key customer presentation initiatives for greater share of retailer spend. Leads the identification and execution of training initiatives with retailers in line with National training plans Analyses and responds to retail partner state/store performance. Identifies critical ‘key stores’ within the account, maintains presence and takes direct ownership for performance. Strategic and Planning In conjunction with National Sales Team and National Retail Sales Manager, develops and implements sales strategy plan. Adopts thorough pre-call planning processes through use of Salesforce. Undertakes ongoing, systematic evaluation of the sales strategy plan and analysis of results. Provides input and implements pricing and deal plans. Analyses the competitive landscape, identifies risk and utilizes data in retail forecasting and market share planning and drives action around the outcomes identified. Monthly reporting of business summaries with key metrics. General Role models leadership behaviours and lives the core Mental Models through own actions. Acts as a brand ambassador in interactions with customers, ensuring the Fisher and Paykel and DCS brand images are upheld at all times. Becomes expert on the product, providing reliable subject matter expertise to sales staff and management. Actively participates in product releases, strategic road shows / trade shows and other key sales/marketing activity. Contributes positively to team environment and to the continuous improvement of the function both formally and informally You Have: Minimum of 2 years previous sales experience , University degree or directly transferrable industry experience. Account Management Demonstrated experience in managing accounts and leveraging relationships to increase sales. Facilitates growth in sales and alignment of desired outcomes with retailer. Proactively undertakes effective account planning. Demonstrated experience of managing relationships with key stakeholders at senior levels. Sales Knowledge Demonstrated understanding of the elements and phases of the sales process. Business Acumen Analyses and evaluates data and reports, reaching logical conclusions and making business focused recommendations. Technology & Computer Skills Intermediate level of skill in using Microsoft Excel, Word, Outlook and PowerPoint. Experience using CRM preferred: Salesforce. Can effectively utilize technology to support learning delivery, e.g. PowerPoint, video files, data projectors. Planning & Organizing Takes personal responsibility for own work and deliverables. Manages own time effectively for high value task evaluation. Prioritizes activities and resources in line with business unit activity. Identifies and organizes resources needed to accomplish tasks. Building Effective Relationships Establishes positive and productive relationships with internal and external stakeholders. Uses effective questioning to seek to understand others’ points of view. Seeks out, and responds to the feedback and concerns of customers, team and colleagues. Communicating & Influencing Able to clearly communicate key facts and information in a concise and confident manner. Actively listens to others, and checks that messages have been understood. Responds to the needs of an audience and adapts style where required. Fisher & Paykel is an Equal Opportunity Employer. Employment decisions are made without regard to race, color, religion, national or ethnic origin, sex, sexual orientation, gender identity or expression, age, disability, or other characteristics protected by law. Fisher & Paykel is an Equal Opportunity Employer. Employment decisions are made without regard to race, color, religion, national or ethnic origin, sex, sexual orientation, gender identity or expression, age, disability, or other characteristics protected by law. Fisher & Paykel has been designing products since 1934 and has grown into a global company with products sold in more than 50 countries around the world. The best innovators don’t just understand technology, they understand people. We design technology that enriches and improves people’s lives. By challenging conventional appliance design these world-first technologies have changed the way we live forever. Learn more about Fisher & Paykel