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Channel Sales Leader

Job Description

Joining The Microsoft Team Means… 

Microsoft has always believed in the transformative power of technology. From the initial vision of placing a personal computer on every desktop   and in every home, to empower every person and every organization on the planet to achieve more. Our mission is grounded in both the world in which we live and the future we strive to create. Today, we live in a mobile-first, cloud-first world, and the transformation we are driving across our businesses is designed to enable Microsoft and our customers to thrive in this world. In this role, you will collaborate and drive consumer experiences while contributing to Microsoft’s continued transformation.   We are committed to making technology that conforms to the needs and preferences of the individuals that use it, not the other way around. We are looking for individuals that want to work with driven and passionate people that are consumer obsessed to inspire them to choose, buy, and love Microsoft products and services in a mobile first, could first world.   This is the essence of the Consumer Channels Group. The only question remaining is are you up for it?   

 

The Channel Sales Lead manages the retail, disti and telco business   and execution   to maximize revenue profit and share in all Retail channels and defined classes of trade, deliver CPE and develop the team. They need to effectively balance the requirements of profitable share growth across the whole channel while maintaining a healthy ecosystem that delivers partner profitability.   Under their   direct sales leadership, excellence in execution is achieved   across all product categories being sold through the channels. Create marketing strategy that optimizes the consumer journey across CCG channels, including Online,   to drive share, revenue, category profit and customer preference for Microsoft products. Develop deep account relationships and create / execute mutually beneficial plans to drive Microsoft profit and partner success 

 

The Impact You’ll Be Making… 

Strategic Planning 

Further develop the product group objectives and strategies. She/he is leading the translation of retail strategy including incorporating category management   plan into execution and successful implementation in their market or region.   

Develop effective planning across our core regional retail accounts based on volume, revenue, retail program and MDF planning per account 

Introduce and support the Telco account Teams to subsidiary retailer(s) 

 

Account Planning 

Account Landscape - deep understanding of accounts business – use insights gained to create account strategy and translate to a quality account plan 

Account Focus - identify key focus areas for execution 

Account Goals - establish clear objectives and measureable goals 

Account Strategy - strike appropriate balance between short-term and long-term objectives and detail key tactics to employ 

Account Drivers - define 1-2 ‘Big Bets’ 

 

Relationship Management 

Develop conditions of satisfaction plans for each major account to drive strong Partner Satisfaction 

Strong engagement with Sales colleagues in other business units at Microsoft in order to ensure maximum alignment and synchronized strategies per channel 

Ensure effective quarterly business reviews with top retail, distributor, and Telco partners across all lines of business. 

Develop and deepen relevant relationships with executives in top accounts within the sub/multi-subs. 

Regularly assess the health of the partnership with the retail, distributor, and Telco partner communities and take appropriate actions to prevent, mitigate or resolve satisfaction issues. 

Develop & execute on account-specific value propositions that link the value of our products/devices/services with the accounts objectives   

Create opportunities and manage co-marketing & programs to drive joint success 

Map and understand the power base of individuals/teams at the account that will make/influence decisions with Microsoft 

Elevate account’s visibility and relevance at Microsoft with crisp and insightful internal communications 

Account recognizes value and includes us in business planning cycles and quarterly business reviews 

Anticipate competition and have an distribution and Telco strategy with clear focus on reaching a healthy channel balance   

Build channel strategy to optimize channel coverage model 

Drive strategic partner relationships 

Deliver market insights to inform category strategy   

Actively expand the planning process to include OEM@Retail accountabilities to enable effective execution of Feature Devices to drive Windows share Device assortment CCG integration 

Responsible for creating country or regional retail sales and marketing strategies through strong understanding of local market dynamics and partners, the competition and   the   

active plan   

Contribute to broader CCG Leadership team to develop talent, process and shared priorities X-Category, Channel Marketing and OEM   

Develop and coach a diverse and high performing team 

Attract, develop and retain key talent 

Build and maintain a high performing culture and drive WHI 

Identify and implement organizational efficiencies 

Drive results through community leadership by sharing best practices and accelerating growth 

 

Leadership 

Motivate the teams through Inspirational leadership 

Influence across boundaries that delivers expected results   

Provide direct and indirect leadership with outcomes 

Impact and Influence w/o Authority to accomplish goals 

Business Operational Excellence 

Deliver consistent scorecards across all sales areas 

Meet Volume, share & Profit targets per channel and per account 

Successful execution of Category Plans for all lines of business.   

Accurate forecast of the promotions and sales to ensure inventory management and supply 

Ensuring transparency of performance against targets and accountability 

Accountable for executing account plan to committed metrics - forecast accuracy, revenue attainment, scorecard, share & Customer and Partner Experience 

Orchestrate internal rhythm of business (ROB) and scorecard 

Follow-through on commitments 

 

 

Specialist Experience

Experiences Required: Education, Key Experiences, Skills and Knowledge: 

Four Year college degree required – MBA preferred 

Experience in selling to the direct/indirect retail and Telco channels   as well as experience in managing partnerships 

Deep Knowledge of distribution,2nd Tier market, PC Industry, and the competition of Microsoft. 

Knowledge of sales management, negotiations, marketing, planning and strategy development. 

Understanding of key business issues in the market and the role that Microsoft technology plays in addressing those challenges 

Strong proven executive presence and leadership

 

Please note that all information in this job description is accurate at the time of posting.  Please be aware that companies may change details and/or closing dates without notice.

 

 

Job Summary

Company
Microsoft
City
Oslo
Country
  • Norway
Industries
  • Technology
Job Type
  • Full-time
Salary
  • Negotiable
Reference
GWP262760
Posted
07 December 2017
Applications Deadline
25 January 2018

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