CHANNEL ACCOUNT MANAGER Job in México City 05120, Distrito Federal Mexico
CHANNEL ACCOUNT MANAGER
It's an exciting time to work at Cisco. Every day we connect people to the network and make it come to life. Cisco is the worldwide leader in wireless networking. Cisco Consumer Products sells "shoot-and-share" video products, and home networking and networked entertainment products and services, under the Cisco, Linksys, Linksys by Cisco, Network Magic, and Flip Video family names. Cisco products enable people to live a connected life that is more personal, more social, and more visual.
Cisco Consumer Products is looking for a Channel Account Manager who will be responsible for the México consumer sales, including the overall direction and control of the distribution based accounts, field marketing, channel sales of partners and the achievement of profit and growth targets for the business. He or she will:
Sales: Responsible for achieving sales oriented results within the Cisco Consumer Products group in Mexico. Ideal candidate will have a strong financial background and the ability to work comfortably with executives in partner organizations and Cisco management. A working knowledge of sales processes and relationship management are essential, as is the ability to build a business case and manage channel accounts. This role involves interaction with key decision makers, influencers and developmental projects on a local level in country. Candidate must achieve set forecast revenue targets by developing a three-year business plan to achieve the results the company expects from the market. The position is responsible for managing channel level relationships with partners. Maximize CCP profitability through optimization efforts around revenue and contra margin budget management. Contra management includes: returns, price protection, MDF, discounts, rebates, and other financial measures associated with growing the business. The position is responsible to deliver timely and accurate sales forecasts. Finally, the position must ensure all measures taken to insure CCP/Cisco revenue recognition criteria.
Operations: Responsible for all customer contract management and execution. The position is additionally responsible for the sales oversight and delivery of company targets around: channel inventory, channel weeks on hand, turns and product returns. Primary interface cross-functionally to maximize tools such as reporting, compensation and logistics. Responsible fo delivery of weekly, monthly and quarterly reporting.
Product, Pricing, Marketing Advertising: Responsible for maintaining and growing the CCP position as the industry leader with the top market share. Develop overall and channel specific plans to maximize CCP product exposure at retail via: circular and other print advertising, .com exposure, plan o gram optimization, shipper implementation and overall promotional activity. Position must be a primary interface to the business management and product marketing team, as well as the marketing and finance organizations.
Personnel: Responsibility for building world-class workforce according to corporate guidelines and standards - hiring, training and development, coaching and performance management.
Educational Background:
Required: Bilingual/fluent in written and spoken English Spanish
BA degree in business, finance, management, marketing; or equivalent experience
Work Experience:
Proven track record in sales marketing of Information Technology and Consumer Electronic related goods.
Effectively managing accounts and leading sales succession with partners through channel
Recent multi-year experience successfully selling consumer products into retail;
Pattern of successfully partnering with distribution, reseller, retailers to exceed their sell-through objectives;
Extensive experience with both U.S-Mexico importation processes and distribution channels;
Background in consumer communications technology, networking, and/or imaging (video/photographic) solutions;
Sales management with recent experience with top retailers and relationships to the SVP and "C" level
Knowledge, Skills, and Abilities:
***Collaborate/Learn***
Advanced ability to be both a team player and coach, mentoring a large sales force and contributing to sales success and overcoming time, resource, and cost constraints
Proven ability to identify, lead, develop manage top-tier talent, driving organizational efficiency and alignment
Advanced ability to collaborate across borders and maneuver within a geographically dispersed corporate environment
Advanced ability to build interpersonal relationship with marketing, IT, finance, service, business unit and theater leads to manage retail sales
Top-tier presentation skills and the confidence to interact with C-level executives in English and Spanish
Advanced skills in effective written and oral communications
Advanced ability to analyze data and pay attention to detail
Knowledge of reporting requirements to successfully run a major sales organization
Appreciation for Cisco values, including collaboration, integrity, frugality, continuous innovation and improvement
***Execute***
Ability to position CE products and articulate primary consumer strategies to senior customer executives
Excellent relationships with buyers at both distribution channels and major retailers
First-hand knowledge of effective retail POS marketing tactics, techniques and procedures
Advanced forecasting skills
Exceptional understanding of the retail environment and culture in the territory
Expert knowledge of the consumer electronics market
Familiarity with home networking technology (router and wireless)
Familiarity with consumer photographic/video/imaging products
Advanced knowledge of business software application such as MS Office
Advanced ability to manage multiple projects simultaneously
***Accerate/Disrupt***
Aggressive self-starter with ability to build executive relationships, articulate Cisco product and business strategies, create a full ecosystem of demand from distribution to retail to the consumer, and close deals
Excellent corporate relationship network within territory that can lead to innovative partnerships that drive sales
Strong relationships and track record with news media covering consumer electronics in territory
Hands-on experience driving year-over-year and quarter-over-quarter sales growth
Advanced ability to implement new ideas or potential solutions without prompting
Advanced ability to take action on a project without being asked by one's manager, supervisor, or team leader
Advanced ability to take action or generate alternative solutions to resolve problems or situations
Advanced ability to think strategically and demonstrate tactically in optimizing sales performance
Advanced ability to gain agreement from partners to support ideas or take partnership-oriented action
Proven track record of exceeding expectations
Physical Requirements:
Requires use of office equipment in normal office environment
Must be able to manipulate a computer keyboard and mouse
Must be sufficiently sighted to review complex documents
Must be able to verbally converse, both in person and on the telephone
Up to 50% Travel is required; must be able to travel without assistance