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Japan Channel Merchandiser

Kawasaki, Japan 掲載日 06/10/2021

Key Objectives of Position:

  • Ensure efficient day to day execution of activity to maximise the ROI on Dell Technologies CSG SnS Campaigns and programs.

Day-To-Day Responsibilities:

  • Drive & manage Merch strategy to achieve financial (Revenue, Unit, Margin) & market coverage objectives across the CSG business.
  • Own and drive specific 4P Execution activity and monitor via BMS across segments and routes
  • Review Sell Thru Analysis to determine areas of success to accelerate and areas of decline to turn around.
  • Works closely with operations team to ensure high quality management ready reporting information is delivered to sales teams to execute programs and actions.
  • Participate in communicating program objectives to Dell Technologies sales teams
  • Facilitation of Management reviews of Merch programs by route and segment
  • Working closely with Product teams to provide insight, analysis and trends from data and interaction with distributors and partners to assist with the opportunity identification process.
  • Proposes changes to distributor managed programs to yield the best results for Dell Technologies
  • Uses interactions with distributors as a means to obtain feedback on promotions, product, gather competitive intelligence and market trends, thereby helping to determine additional opportunities to target
  • Works closely with the Product and Sales Specialist to provide information to help identify areas of opportunity to target
  • Assists with the introduction and implementation of Dell Technologies Framework with aspects of:
    • Channel Structure and Capacity
    • Channel Enablement and BMS
    • Channel Programs and RAD
  • Drive Distributor Managed Business (nonmetal Partners) through:
  • Implementation of SMART KPIs on Distributor Merch Programs
  • Product/Pricebook assortment
  • Promotional programs tailored to targeted partner audience
  • Ensures distributors are executing program activity such as;
  • Quarterly campaign plans targeting non-metal accounts (authorized resellers)
  • Implementing Marketing activities (e.g. EDM, Banners)
  • Executing regular partner communications (Price book, promo bundles, partner tele campaigns)
  • Uses a data driven approach to determine areas within the distributor managed business that need improvement
  • Works with the distribution management team to:
  • Propose actions to recover back to plan
  • Get buy in and commitment to actions from distributor management team
  • Propose actions to accelerate or replicate success in other parts of the portfolio
  • Puts in place a BMS to monitor execution of programs for distributor managed accounts
  • Stack ranks partner promotions and programs according to their:
  • Competitive differentiation
  • Effectiveness in driving distributor behaviour
  • Cost

Key Competencies Needed (Technical & Non-Technical):

  • Ability to review, assess and make decisions based on sell thru, sell in and sell out data.
  • Ability to understand and influence sales teams both internal and external.
  • Ability to convert data into information and present results to sales and management along with clear actions and SMART KPIs.
  • Strong understanding of Dell Technologies CSG products and product strategy.
  • Excellent understanding of distribution channels and channel partners in the IT hardware market.
  • Excellence in problem solving & analysis skills & numeracy.
  • Strong Commercial acumen with a background in sales being a highly regarded advantage
  • Exposure to sales opportunity management process
  • Advanced Microsoft Excel and PowerPoint skills.
  • Strong communication skills

Team Involvement:

  • Strong relationship building, interaction and influencing skills across, up and down the sales and sales management teams.
  • Strong day to day interaction with Channel Sales Team.
  • Close involvement with Product Specialist to provide input to aid in opportunity identification.
  • Strong interaction with tactical pricing, finance, operations and Sales Teams.

Key Performance Indicators / Metrics:

  • Achievement of unit, revenue and margin targets in CSG business across Channel

Previous Experience:

  • Minimum of 3-4 years’ experience in IT Hardware sales, preferably in the IT distribution with multi layered channels.
  • Advanced Microsoft Excel and PowerPoint skills
  • Expertise in the PC business advantageous; ability to understand & articulate product specification differences with respect to cost & price differences.
  • Superior verbal and written communication skills
  • Team player that puts the results of the company as a whole over this function.
  • Proven track record in methodically & meticulously driving solutions for complex problems that involve cross-functional disciplines.
  • Ability to translate strategy and data into decisions and to work with minimal management
  • Previous product management experience in IT Hardware

Qualifications (Preferred):

  • Bachelor of Business/Commerce/Finance or related disciplines

Style of Person who would fit into Team:

  • Self-directing, motivated, goal oriented, competitive, dynamic, hard-working with excellent interpersonal skills.
Job Family: Marketing Job ID: R109741



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