Description:
Reporting to the Regional Area Sales Manager, the Sales Account Manager, ANZ is responsible for developing the Clarios portfolio in the assigned region by working with existing partners, expanding distribution partners inline with the region strategy that can support the expected growth. He/she will execute and grow the direct POS channel programme to ensure Clarios has a sell in and sell out execution model. This will involve working with marketing to execute the sales and marketing strategies for the assigned customer accounts, in cooperation with the Regional Sales Leader. He/She will work closely with all Clarios direct accounts in their region as a trusted advisor and is responsible for sustained mutually profitable business development with the customer. He/She manages the day-to-day operational requirements of the assigned customers and has direct account responsibility.
RESPONSIBILITIES
- Implement sales and marketing activities in accordance to Go-to-Market strategies for the assigned region and customers in order to achieve annual profit plan goals, in cooperation with Regional Sales Leader.
- Consistently build, review and develop potential opportunities pipeline in assigned region.
- Support the development and execution of the multi-Brand approach in assigned region to ensure appropriate and consistent market positioning across the region, whilst partnering with customers to differentiate their product and service offerings to reduce channel conflict and increase distributor share-of-wallet.
- Support the execution of the local distribution / market development strategy and provide data-driven advice on the market specific conditions for the customers within the region (e.g. rebates, bonuses, etc.)
- Support sales/profitability plans and forecasts for the sales performance in the region, and supporting in the preparation of reports, as necessary.
- Support the development of sales presentations and new business development proposals. Present individual and team results in internal sales meeting strategic account review meetings and customer conferences as assigned.
- Direct responsibility for managing and maintaining relationships with the customer, as a trusted advisor. This includes developing strong working relationships with the customer's purchasing group and other critical functions (e.g. replenishment, operations, quality, sales team).
- Manages day-to-day activities related to attainment of sales, margin and collection goals for assigned accounts.
- Participate in customer visits, trade shows, conferences, road shows as required.
- Responsible for input to CRM platform related to customer activities, opportunities, and pipeline attainment.
- Develop internal financial, engineering, and change documents as required for the customer requirements, in consultation with Regional Sales Leader.
- Work with assigned customers to develop sales forecast for input into demand planning system.
- Track/evaluate customer share of wallet and sell through level on a periodic basis.
- Track/evaluate warranty costs and implement a plan to assist customer in warranty control efforts.
- Train customer's regional/district/store personnel on battery selling and warranty skills.
- Train and work with customer's commercial sales teams in their respective regional areas.
- Provide follow up support for the customer on consumer complants and liability claims.
- Provide weekly activity update to Regional Sales Leader. Provide periodic reporting updates to Clarios management on status of customer initiative, as required.
- Cross functional interaction and coordination with internal departments (e.g. Customer excellence, Logistics, Quality Control, Product Engineering, Plant, Finance) to proactively identify and resolve customer-related issues (e.g. financial, production, distribution topics)
- Performs special assignments and analysis as directed by Regional Sales Leader.
- Bachelor's degree in Business or Marketing (or equivalent), or equivalent field of education or work cumulatedexperience.
- 5+ years of relevant business experience (B2B customer facing roles), preferably within the automotive and/or industrialindependent aftermarket sector.
- Knowledge of battery industry/automotive aftermarket industry is a plus.
- Business acument, detail orientation, customer orientation, organization and coordination skills, self-initiative and ability todeliver under pressure.
- Excellent interpersonal communication, public speaking, conflict management and negotiation skills.
- Fluency in English (written and spoken).
- Able to travel >40% of the time.
- Computer literacey e.g. Word, Powerpoint, Excel etc.
- A full driving licence.