Manage a portfolio of retail partners & distributors in order to maximize revenue and profit and also allow the organization to meet growth, market share and revenue goals for the next 3-5 years. Drive sales performance and optimize marketing excellence through strong understanding of local market dynamics and broader knowledge of the business.
Participate and contribute to sales strategy and overall plan on how to prepare, execute as well as follow up all sales and marketing activities, programs and campaigns of Microsoft consumer products sold at all retail channels to meet revenue & profit objectives as well as maximize market share and customer and partner satisfaction.
o Xbox gaming products such as console, software and accessories including Xbox Live sold through the Retail and Telco channel Microsoft Specialized Devices and Applications (SDA) such as Keyboards, Mice, Gaming Input Devices and Web cameras, Microsoft Office for Mac
o Key Microsoft products through Retail (“Commercial”) such as Windows7 and the Office 2010 family products and any other Microsoft products sold through the Retail channel.
o Increase windows share of devices in retail by actively working with retailers to drive “featured pc” touch devices and windows 8 tablets.
Negotiate and agree commercial terms with the selected retailers to ensure our revenue and profit targets are achieved. Build a deep, broad partnership with these key partners at a tactical and strategic level - through to board level. Manage and develop the internal & relevant distributor sales teams to plan, develop and execute account plans to meet and exceed all targets.
o Developing a channel strategy and maximize sales coverage through internal and distributor’s retail account managers
o Build and execute launch strategies with targetted retailers in support of all of Microsoft launches and channel activities eg.xbox software titles, xbox live, Windows 8, Office etc
o Build and develop top-to-top relationship with distributors and key retailer partners.
o Drive operational excellence, efficient supply and excellent execution in store
o Proactively identify and expand both retail and non-retail channels to sell Microsoft consumer products.
o Work with operations to ensure that distributors are meeting inventory and credit performance and take necessary action to address potential issues
o Manage and track the Market Development Fund (MDF) to drive key retailer activities to meet sales targets
o Develop distributor and retailer rebate programs as well as incentive programs to drive sales performance and profitability.
Work with Channel Marketing team on Outlet Coverage programs and address any issues highlighted to sales team.
Work with sales team and Channel Marketing to prioritize infrastructure build (displays, shelves, fixtures) in key retailers.
Work with Product Marketing to develop channel promotions and provide necessary input to ensure distributor and retailer buy-in of key activities.
Be the best partner and think like a merchant.
6 - 8 years’ experience as a Sales Professional.
A BS/BA degree in Business, Finance, Communications, Marketing, Information Technology
Multi-year experience selling through retail and distribution channels to the consumer market.
Experience in IT, consumer electronics and/or gaming industry is a strong plus.