Account Manager - East at EPSON

As an Account Manager in the Business Sales division of Epson, you will develop and implement the business sales plan for designated customers/partners to generate business growth and maximise sales of Epson products across the East and West Africa sales territories as defined.

Product categories will include Business, Label & Receipt and Large Format printers, and Business Projectors.

What you will do:

Sales:

• Promote the complete Epson range to increase Epson sales growth into specific reseller and end user markets.
• Set and achieve quarterly targets for aligned distributor and reseller accounts and defined product range.
• Develop and execute a sales plan for optimal customer portfolio management.
• Account planning with aligned channel partners in order to identify and qualify new opportunities for growth.
• Collect sales out data from channel partners in order to identify key target end users for Epson sales activity.
• Maintain an opportunity pipeline for key end user business.  Pass opportunities in defined verticals to vertical/product specialists and pass other opportunities to account managers.
• Maximise opportunities from corporate account managers and specialist vertical account managers.
• Identify sales opportunities within end user accounts at an early stage and collaborate with pre-sales to actively position Epson where possible by conducting product demos and placement.
• Maintain an accurate pipeline on sales opportunities, highlighting new lead development and deal win-loss ratios.
• Plan and execute online and in-person trainings for key reseller accounts.

Channel Marketing:

• Agree and review quarterly business/marketing plans while identifying new marketing opportunities.
• To identify, manage and execute promotional campaigns within specified accounts appropriate to customer and Epson business needs.
• To track ROI of promotional campaigns run in conjunction with partner.
• Ensure optimal implementation of generic Epson marketing campaigns within aligned accounts.

Communication and Reporting:

• Follow and monitor the forecasting process for the assigned market and provide the utmost accuracy by supporting EME (Epson Middle East regional organisation) with the relevant information and "enrichment".
• Collate competitive market place information. Provide structured feedback and input to promotional activities with this knowledge.
• Manage the development and implementation of the CRM initiative, as required.
• Maintenance of Epson Partner Programme.  Review qualification criteria with partners and ensure criteria are met.  Meet targets on number of signed partners.
• Present regular reports as detailed in KPIs.  Reports will include but not be limited to portfolio reports, opportunity reports and Sales MDF ROI reports.
• Identification of relevant customer case studies for onward use internally within Epson and/or external use.
• Co-ordinate assistance from other support departments to provide resource, as required for the specified accounts.
• Work effectively with end user vertical/specialist sales managers to optimise Epson’s sales. Corporate/Government account management experience will be an advantage.
• Liaise with EME team on management of any pan EME/META opportunities or target accounts.

What we ask for:

• Direct account management background preferable with a vendor or distributor in a related industry (e.g. print, projection, B2B IT/electronics products.)
• Record of success in large accounts.
• Innovative approach.
• Evidence of academic achievement.
• Corporate/Government account management experience will be an advantage.
• Regional travel to countries in the East & West Africa region will be required.