Summary
In this role, you will represent Apple's Large Format Retail business and be responsible for driving business with one of the largest electronics retailers in India. You will ensure operational rigour, deliver on quarterly business targets across all lines of business, and build strong relationships with relevant collaborators at the partner organization. As the internal advocate for the partner, you will ensure that all internal stakeholders are kept aligned and focused on deliverables. You will identify growth opportunities, present them in a clear and logical manner, and consistently track KPIs to derive actionable insights. The Account Executive must fully understand the needs of the partner's target customers (end-users) and devise plans to map Apple's solutions to these needs, driving growth with particular focus on iPhone, Mac, iPad, AirPods, Apple Watch, and accessories.
Description
Manage business with indirect retail accounts by building strong relationships with relevant collaborators at the partner to support sales growth across all lines of business. Build annual and quarterly business plans, drive operational rigour, and deliver on quarterly targets. The Account Executive needs to fully understand the partner's target customers and devise plans to map Apple's solutions to these needs, maximising revenue and Apple's share of the partner's business.
Collaborate with the partner and internal stakeholders to plan strategic and ad hoc programmes that leverage the partner's areas of strength, bringing incremental growth opportunities for Apple. Ensure timely and accurate forecast management from the partner to comply with Apple Operations forecasting processes and ensure order book management. Implement and leverage all centrally driven Apple programmes, such as affordability, volume DG, and Marcom-led demand-generation initiatives.
Negotiate all Apple contract terms and ensure the partner's compliance on all aspects of contract deliverables. Plan effective coverage, negotiate and implement Shop-in-Shop programmes across all qualifying doors, and ensure adequate in-store visibility in accordance with Apple brand identity and programme guidelines. Working with Channel Marketing, manage the effective deployment of quarterly market development funds (MDF) to support the achievement of business objectives.
Regularly review business progress and update your manager and RTM head on KPIs, including target achievement, LOB-wise performance, in-house share by LOB and overall business, receivables, demand generation, and new initiatives. Work with partner stakeholders to identify future growth opportunities, devise plans to address them, and align internal stakeholders to mobilise the required support. Provide guidance to the field sales team, driving account priorities, focus areas, and sales from assigned stores. Review the progress of initiatives and account performance with the field sales team, working together with them and the partner to improve any gap areas.
Minimum Qualifications
- Bachelor's degree or equivalent education.
- 5+ years of experience in account management or sales management.
- Proven cross-functional and influential leadership skills.
- Results-driven without compromising quality.
- Strong analytical and demonstrated problem-solving skills.
- Ability to foster trust and build relationships at all levels in the organisation.
- Highly detail-oriented with a strong focus on managing processes to drive scale and results.
Preferred Qualifications
- MBA preferred.
- Background in Consumer Electronics, Telecom, or FMCG.
- A team player who enjoys a collaborative environment with open dialogue and debate.
- Demonstrated ability to connect with and influence key stakeholders, manage complex business partnerships, and drive business objectives through key relationships.
- Flexible and adaptable approach to work.
