CRU Distribution Key Account Manager (Laser)

Job description

Job Purpose and Summary

·  Excellent interpersonal and communication skills
·  Willingness to travel (min. 60 days/year)
·  Good IT knowledge and skills
·  Strong organizational skills
·  Willingness to uphold and support the organization's ultimate goals and strategies
·  Ability to work on own initiative as well as within a team
·  Professional approach are essential attributes
·  Solid follow through skills
·  Strong negotiation skills
·  Effective time management
·  Effective customer relationships building and management skills
·  An intimate knowledge of multi level sales techniques
·  Good commercial and financial awareness
·  User of MS Word, Excel and Power Point

 

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To proactively support and consult the distributors’ in developing his business, and train and coach distributors’ sales staff and monitor their individual sales achievements.

To retain and recruit distributors’ to ensure continued sales growth.

What we give

With Canon, you'll get the support and encouragement you need to grow, from people who share your ambition. We'll invest in your professional development to help you learn and progress in your role with us. You'll find leaders who give you the freedom to explore new things and a team where knowledge is shared openly.

 - Account and relationship management: ensure all targets are achieved by helping the distributors’ to sell on 
 - Constantly develop and maintain strong relationships by visiting Distributors’and his resellers. Increase their loyalty, by ensuring Canon’s value added propositions are offered
 - Effective MIF management of resellers/dealer accounts to ensure accurate records are maintained and the administration of the account is kept in order, through effectively use on a daily basis of available to Canon RU CPC systems (currently based on iScala and Canon Club registrations)
 - On an ongoing basis analyze and evaluate the co-operation and Canon’s ability to adapt to the needs of Distributors’and their partners
 - Actively seek relevant information to stay ahead of the competition and remain up to date with the industry by retrieving, monitoring, and generating Sales / KPI reports by Distributor
 - Create and implement an Account management plan in-line with market and target
 - On an ongoing basis discuss with the Distributors’ and his partners’ key influencers the vision for the future, and be active in the development of new business areas of the partners
 - Provide product information and training (personally or/and with internal or external training personnel) to Distributors’and his partners and capture the customer requirements, identifying opportunities for improved performance, productivity and efficiency using the Canon portfolio and establish strong relationships in all designated accounts providing information and education on relevant Canon propositions. Reflect the requirements in the defined Account Plan using the standard template
 - Lead the cross functional delivery team in order to ensure the Distributor’ and his partners’ have a single and coherent experience of Canon
 - Conduct account reviews on a planned periodic basis with the Distributor  and ensure Distributor data and  information is collated in advance of the review
 - Formulate the negotiation plan, negotiate and finalize the Distributor  contract within the relevant national contract process
 - Monitor, forecast and report on progress with reference to agreed performance targets. Gather and analyze sell out data
 - Identify ways of improving the overall service and market approach provided by Canon and feedback to management the lessons learnt through customer contact
 - Up sell Canon’s Value and work closely with the marketing team to identify sales opportunities
 - Develop sales promotion plan (e.g. discounts, special offers, trade marketing, advertising) on long, mid, and short term for customers
 - Where necessary, arrange with marketing to provide sales and product training and demonstrations to the partners
 - Actively participate in planning and executing of any joint Canon and partners’ events such as fairs, exhibitions and other sales oriented activities 
 - Negotiate conditions, campaigns tender support, and promote salesmen incentives
 - Manage sales: monitor leads and update pipeline, manage (sales) data quality, and develop (sales) pitch per (sub) channel
 - Provide quantitative and qualitative input for forecasting purposes (market, competitor data)
 - Execute any outside of the above list actions decided by superior management that is aimed at increasing partners’ sales to end users

What we ask

We need people who can achieve the exceptional by working collaboratively, who have the courage to risk new ways of doing things and the ability to see the world the way their customers see it. We're looking for creative problem-solvers like you, someone who can ensure Canon stays ahead in an ever-changing world.

Qualifications: Higher education
Languages:Native Russian and Business English
Experience:Relevant experience for minimum 2 years
Personal Qualities:

·  Excellent interpersonal and communication skills
·  Willingness to travel (min. 60 days/year)
·  Good IT knowledge and skills
·  Strong organizational skills
·  Willingness to uphold and support the organization's ultimate goals and strategies
·  Ability to work on own initiative as well as within a team
·  Professional approach are essential attributes
·  Solid follow through skills
·  Strong negotiation skills
·  Effective time management
·  Effective customer relationships building and management skills
·  An intimate knowledge of multi level sales techniques
·  Good commercial and financial awareness
·  User of MS Word, Excel and Power Point

 

You will need

Apply business acumen
Communicate effectively
Drive for results
Focus on the customer
Negotiate and influence
Plan and organise offectively
Canon is enriching lives and businesses in incredible new ways. You can play a part in shaping the future of a company that’s strong, ambitious and considerate, where people do great things together. You can expect the exceptional and achieve the exceptional, with the world's best imaging company. 

Expect the Exceptional.