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Sell Out Account Manager

Electrolux - Launceston, TAS

Source: uWorkin


Your Role

You are responsible for managing an assigned business territory, implementing business strategies to ensure achievement of revenue and profit targets by driving sell out activity of all Electrolux brands, categories and product SKUs within the Major appliances, Home Care & Small Domestic appliances categories.

Executing the channels business strategies and business plans for allocated stores, you will effectively manage sell out and stock on hand via training, product positioning, execution of promotional activity and the education of retail sales staff, to build their skills, understanding and confidence in selling our product portfolio.

You will ensure our brands and products are represented, with best in class in-store execution which maximizes exposure and consumer awareness. Your strategic focus is to drive profitable growth whilst executing a remarkable consumer experience.

A Typical Day

§ Understanding and executing of the stores overall business plan.

§ Understand and Execute the monthly Key Account Manager (KAM) channel plans for each Business Unit (BU) to meet commercial objectives via sell out activity;

  • Execute the plan to drive focus priorities through confirmed product Deals & Offers
  • Understand channel investment plans to drive sell out
  • Drive channel Advertising and Promotional activity to increase volume and market share
  • Ensure Electrolux Consumer Promotional Programs are communicated and executed
§ Identification of Sell out Opportunities;

  • Analysis of the store inventory levels to identify low and overstock SKUs and formulate plans to drive sell out to support
  • Analysis of sell through trends to determine where opportunities and blockages are, developing plans to aid sell out accordingly
  • Understand and highlight delivered margins by SKU based on market prices
  • Identify additional ranging opportunities based on previous sell out results or geographical catchment
§ Core Range Reconciliation;

  • Conduct store display model counts using SAP, to ensure all Core Range models are displayed
  • Share Core Range status with all relevant stakeholders to ensure alignment
  • Competitor/market activity for each BU;
  • Collate and communicate competitor pricing, product and promotional activity to relevant internal stakeholders.
  • Analyze competitor sell out activity to build tactical strategies which offset and protect sales & market share and develop plans to aid sell out results.
§ Inventory and Order Management;

  • Utilize damage and obsolete floor stock allowances to exit end of life models and damaged floor stock.
  • Managing purchase orders and delivery book ins (channel dependent).
  • Share low and out of stock SKUs to all relevant stakeholders
  • Collaborate with relevant internal stakeholders to ensure presence of required display models
  • Ensure all promotional lines are on display to support sell out
  • Ensure retailer warehouses are aware of incoming stock for key catalogue lines
§ Product and Process training;

  • Provide product training and support for the EHP product range in your portfolio.
  • Have a strong knowledge of all processes and systems and provide training, education and support where required.
  • Collaborate with the Product Line, Training and Marketing teams to become a product champion for the products and brands in your portfolio
§ Product maintenance;

  • Ensure all relevant products and point of sale (POS) are placed and presented in accordance with Electrolux (EHP) standards
  • Ensure Electrolux Consumer Promotional POS is executed in line with agreed timelines
  • Maximize the best possible position on the shop floor for all EHP products factoring in promotional plans, competitor activity, traffic flow and relevant strategic focus.
  • Ensure all products are presented at their best possible hygiene - unpacked, clean, un-damaged, and generally presented to best appeal to consumers.
§ Display maintenance;

  • Take responsibility for all new display build execution and any required display maintenance by liaising with EHP Customer Marketing, State Sales Admin Assistants and any relevant retail customer contacts to successfully implement best in class in store displays.
  • Collaborate with relevant retail partners and SAM’s and KAM’s when required to ensure all display models are ordered and presented on display in a timely manner.
§ Communication and Alignment;

  • Engage and collaborate with the Sell In Account Manager (SAM) or Telephone Account Manager (TAM) to review and set aligned goals for the account
  • Drive alignment with Product Training Strategies, In Store Display & Core Range Compliance standards
  • Follow up Service calls, Back Orders, Allocated Orders & manage Credit claims as required
§ Channel Responsibility

  • Across all retailer partners
Who You Are

  • Minimum 3 years’ experience in a Customer Service or Sales position
  • Experience within the White Goods industry or a consumer goods environment
  • Completed study in Sales, Business or a related discipline
Core Competencies

  • Adaptive Thinking - Approaches sales challenges in a positive, solution-oriented manner.
  • Sales Productivity - Invests in techniques and solutions that display a sense of urgency to focus on customer engagement
  • Sales Tools Mastery - Demonstrates proficiency with Cognos, JDE and/or other IT based applications (i.e. CRM) maintaining high data integrity.
  • Competitive Product Offering - Demonstrates understanding of our key competitors and can effectively communicate differentiators of our offerings.
  • Corporate/Brand Messaging - Demonstrates understanding of our corporate/brand messages and can communicate them effectively to customers.
  • Communication - Can communicate in a clear, persuasive, influential way.
  • Collaboration - Values experience and contributions of individual team members as well as peers; demonstrates willingness to collaborate to find new, creative solutions to problems as well as emerging opportunities.