Channel Sales Executive, Display & Storage, Field based
South East, UK
Salary: Basic 40K OTE 55K + Car + Full Blue Chip Benefits
Overview
The Display & Storage group is the largest in the IT Division, focusing on 2 product categories (CRT, LCD & Plasma Displays and Optical & Hard Drive storage) and 4 channels to market (Distribution, Retail, Corporate, Reseller). The retail channel has expanded rapidly over the last 6 months to approx. 25% of Display sales.
The Role
The role is as sales executive for the retail channel for the CRT / TFT / Plasma display range with key national retailers directly and 2 specialised retail distributors.
The role is a senior field sales role and demands some travel mainly in the south and planning / business management at head office closely with Sales & Marketing management, brand marketing and senior management.
The person will be expected to establish strong relations within the accounts, and will typically be the buying director, marketing managers, stock planners plus board directors of the national retailers & distributors.
Responsibilities
Account management of approx. national retailers (including DSG, Comet, JLP, Argos, Tesco), indirect accounts in partnership with Fender Group & Westcoast, and the major players in Tottenham Court Road.
Monthly sales target approx. £1m
Negotiation of product in either catalogue or store listing
Maximization of in-store share & sell-thro performance
Negotiation of rolling 3 month sales forecast & integration into the clients internal demand planning process
Development of marketing initiatives and sales incentives
Validation & approval of advertising & promotion material ensuring product and brand name are represented in a positive way and in-line with corporate guidelines
Pro-actively follow the trends in the channel & propose actions that maximise the clients channel share.
Provide input regarding competitor & market trends.
Performance is measured against an individual monthly sales target comprising an agreed list of accounts, and in the last 6 months has been approximately £1m/month
Skills required
An experienced sales person with sales and/or marketing experience, with recent sales experience within the targeted accounts.
The market sector or product specialism is of secondary importance as long as it is a related field such as IT, telecom or CE
A strong all round business approach is required to assess opportunities not only from a sales & volume perspective but also to push back to accounts regarding marketing investment and price points.
A strong presence, confident manner and professional approach are required due to the high pressure negotiating environment found within the national retailers.
A distinct advantage for this position would be:
Recent sales experience with the key national retailers, including a current network of active contacts within the IT purchasing groups of DSG, Comet, JLP, Argos would be beneficial.
Sales experience in the IT peripherals market, with an understanding the technology trends, market structure and channel issues.
Salary:
Basic 40K OTE 55K + Car + Full Blue Chip Benefits