Sennheiser - Online Account Manager - Consumer Segment

Supervisor's title : National Key Account Head - Modern Trade & Online & RSH (South 1) Consumer Segment

Purpose of the job :

The Online Account Manager will be responsible for management of all Online customer relationships of strategic importance to the Consumer Business segment, including generation of sales and managing profitability of these Online Accounts

Main Accountabilities :

1. Identification of Online Accounts

Evaluate and Propose online strategic accounts as per Sennheiser India business strategy in consultation with the National Key Account Manager

2. Generate Sales from Online Accounts :

- Adopt a portfolio of Online Account Customers to achieve monthly, quarterly and yearly sales volume & targets as mutually agreed with the Online Account Customers, delivering sales and margin as per budget

- Understand business, market needs and competitive environment to assist Online Accounts in selling the products/services and thereby achieve business objectives

- Propose marketing activities for Online Account customers and integrate team sales efforts with other organized marketing activities, e.g., product launches, promotions, advertising, exhibitions and telemarketing

- Regularly visit Online Accounts and interact with Online decision makers so as to explore opportunities for further business enhancement for Sennheiser India

3. Online Account Management & Support :

- Build account relationships by maintaining regular account contact to demonstrate customer care and a proactive approach to customer relationships, while ensuring awareness of any competitive activity and keeping up to date on customers- changing business requirements.

- Managing the brand guideline and hygiene factors on all online platforms (e.g. updating the product content, listing all/new models, etc)

4. Online Account Development :

- Achieve continued growth from targeted accounts by assisting Online account customers in various activities such as presales, contract negotiation, implementation/delivery, exploitation of business opportunities.

- Achieve continued growth from targeted accounts by assisting Online account customers in various activities such as presales, contract negotiation, implementation/delivery, exploitation of business opportunities.

- Understand on an ongoing basis, the customer organization's strategic business direction and needs and interpret them into product and service requirements

- Penetrate the customer's organization and decision-making processes, creating new opportunities that can be exploited to accelerate account growth utilizing business and industry skills; account revenue growth and market leadership

- Identify and propose long-term growth potential in the customer's market sector and on the critical success factors for exploiting it.

- Ensure that Sennheiser India's solutions are technically sound and based on proper understanding of the customer's requirements.

- Develop new business with existing accounts and/or identify areas for improvement to meet the business objectives.

5. Demand Planning and Forecasting

- Ensure the demand plan/forecast is shared and approved in consultation with the Director -Consumer Segment and shared with the Logistics team keeping in perspective:

- Customer's distribution schedules to aid planning for Sennheiser India

- Information from distributor network that could be of value for corporate planning and business planning at a local level

6. Networking and Relationship Building and Customer Relations

- Communicate, liaise, and negotiate internally and externally using appropriate methods to facilitate the development of profitable business and sustainable relationships.

- Ensure that the customer is presented with a coherent and professional image of your company as a business partner

- Secure a long-term business relationship with the customer as the basis for growing business.

- Ensure regular account contact to demonstrate customer care and a proactive approach to customer relationships

- Propose and implement procedures to ensure Online Accounts to get premium service from Sennheiser India

- Add value to the relationship to business of Online Account customer by interventions such as advising on issues relevant to their business, help exploit market opportunities and identify new challenges

- Request regular feedback from each Online Account customers

- Propose informal platforms for interaction and networking with Online Account Customers and Sennheiser India team to Director - Consumer Segment

7. Customer Service :

Ensure timely availability of products to Online Account customers and prompt after sales service thereby increasing customer satisfaction

8. Performance Measurement of Online Accounts :

Ensure conduct of performance measurement and customer satisfaction surveys/interviews to measure and track account performance and the customer's satisfaction

9. Invoicing and Collections :

- Ensure timely delivery of all invoices to Online Account customers

- Ensure timely collections of payments from Online Accounts within the stipulated credit period

- Ensure settlements of schemes planned in stipulated timelines

10. Market Knowledge :

- Acquire, maintain and analyze data on the industry and market activities, trends and competitor strategies pertaining to related products to understand the changing pattern of competition

- Keep self-updated in the business of the Online Account customers

11. MIS :

Analyze Online Account Customer(s) sales and stocks report and share implications with Director - Consumer Segment monthly

Interfaces : Online Accounts (existing and prospects)

Customer relationships, Increasing sales and thereby revenue for SEIPL

Logistics - Coordinate to ensure timely supply of products to Online Account customers

Marketing - Coordinate for marketing activities and initiatives for the Online Accounts

Service - Coordinate with Service team to ensure prompt service response to Online Accounts

Sales Team - Understanding the market and industry dynamics

Sales Coordinator - Invoicing and collections status

HR - People policies and practices

Online Dimensions

Sole/Independent Responsibility

Qualifications, Experience & CTC :

Minimum Qualification -

Master of Business Management / Marketing

Minimum Experience - 2 - 4 Years

Industry preference - Consumer Durable electronics, E-Commerce, E-Retailers and Online Business Industries.

Skills Set -

Good Online Account Management knowledge. Higher influencing & Negotiation skill. Good clear communication (English). Good Presentation Skill, Good technical knowledge, Self-motivated and able to thrive in a results-driven environment with go-getter approach

Other Benefits :

- Medical (Health) Insurance of INR 5 LPA for self and family.

- Personal Accidental Insurance of INR 10 LPA for self.

- The chance to visit out of India once every year for company's annual event.

- Travel, conveyance, Mobile & another expense payment.

Competencies :

1. Customer Orientation :

The ability to determine needs of internal and external customers, manage their expectations, ensure delivery of required products/services and ensure high recall for the organization and / or outputs in their minds.

2. Communication :

The ability to convey information to individuals as well as groups in a manner that is easily understood by them and a clear understanding of issues is attained

3. Collaboration & Influencing :

The ability to establish a rapport with people and rapidly convert it into a mutually beneficial business relationship

4. Conflict Management :

The ability to resolve opposing views by diffusing emotions, identifying critical issues, supporting common objectives of parties to the conflict and bringing about an educated resolution.

5. Performance Focus :

The ability to understand outputs from a customer (both internal & external) viewpoint and deliver the same as per agreed norms and commitments.

6. Strategic & Commercial Focus :

The ability to comprehend emerging business possibilities over a longer time horizon and build organizational capability accordingly. The ability to view business / work decisions with sound commercial insight

7. Networking :

The ability to establish a rapport with people and rapidly convert it into a mutually beneficial business relationship

8. Change Orientation :

The willingness to accept as well as drive to initiate change, in a positive manner, with a view to fostering a dynamic organization environment geared to adding value