Kensington, the technology division of ACCO Brands Corporation (NYSE: ACCO), has a current career opportunity to join our EMEA Sales team as Channel Sales Executive, Southern to manage our channel business in both Spain and Italy. At Kensington, results-oriented individuals make significant contributions to the company's overall success. Employee partners are recognized and rewarded for their talents, efforts, achievements, and value of their individual contributions. As an integral part of ACCO Brands, we are a winning team that acts with integrity, treats others with respect, embraces diversity, encourages creativity,
and acts responsibly in our global community.
Purpose of the job
Manage channel sales relationships with key Distributors/Resellers in both Spain and Italy. The main thrust of this new role will be to proactively push Kensington sales within Tech channel partners, allowing Enterprise team members to focus on developing End-User business. The Channel Sales Executive would manage key metrics within the Distributors - ensuring stock is moving/ordered correctly - and manage other administrative tasks within channel partners, as well as follow up/qualify leads coming from the website/marketing.
Principal Accountabilities and Key Tasks
- Direct responsibility for managing and maintaining relationships with key Distributors at all levels in Spain and Italy and ensuring highest levels of service delivery. Key stakeholders at Distributors include Product Manager, Buyer, Finance, Sales Team Leaders, and Key Sales Reps. Be proactive and a great relationship builder.
- Identify key Tier 1 Resellers and ensure we are working with them - linking with their Account Managers to search out new opportunities, identifying which products to offer and seek to get the Enterprise Sales Managers involved in the pitching process.
- Promote the complete Kensington range to increase sales growth into strategic customers.
- Win, maintain, and expand relationships with assigned reseller partners.
- Develop and execute annual and quarterly business plans to ensure quota objectives are over-achieved by selling the Kensington portfolio of products to channel partners. Understand the customer's strategies and goals to align Kensington products and services to build long-term partnerships.
- Conduct Gap Analysis either from Distributor POS data or CMR data, or from our TIER 1 resellers.
- Monitor the market, maintaining an awareness of competitor activity and provide feedback to marketing/management.
- Work with Channel Marketing to outline priorities for Marketing campaigns/activity within the Distributors and Resellers.
- Expected to spend at least 20% of their time customer facing.
Competencies required
- Minimum of 1 year's experience working within the IT channel/Technology business.
- Excellent written, oral, and customer presentation, influence, and negotiation skills.
- Organization Skills - able to effectively manage multiple tasks and work within a pressurized environment showing attention to detail.
- Data Analysis - skilled at organizing and manipulating large amounts of data within Excel/pivots with the goal of discovering useful information, informing conclusions, and supporting decision-making.
- Proven ability to build, lead, and execute strategy.
- Able to focus and execute in a changing environment with the ability to make things happen.
- Problem-solving and decision-making skills.
- Experience in establishing and nurturing commercial relationships and partnerships.
- Able to travel as required.
- Required native Spanish language and Fluent Italian and English, both Oral and Written. Other languages (French) would be an advantage.
- Education: University degree educated / University of applied sciences (UAS).
- Networking - proven networker who can manage, maintain, and develop a wide range of contacts at all levels.
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