Position: KEY ACCOUNT AND DEALER CHANNEL MANAGER
Job Description
I. PURPOSE/OBJECTIVE: The Key Account and Dealer Channel Manager is responsible for
managing key accounts and the dealer network, ensuring optimal business performance and
growth within the assigned region or sector. This role focuses on maintaining strong
relationships with high-value customers, distributors, and dealers, while strategically driving
sales, product distribution, and business development across multiple channels.
II. REPORTING TO: Vice President
III. DUTIES AND RESPONSIBILITIES: 1. Account Management:
o Manage Key Accounts: Build and maintain strong relationships with major customers,
ensuring satisfaction and long-term partnerships.
o Understand Client Needs: Actively work with key accounts to understand their business
requirements and tailor solutions to meet their needs.
o Sales Growth: Develop and implement strategies to increase sales and profitability
within key accounts through upselling, cross-selling, and new product introductions.
o Contract Negotiation: Negotiate terms and agreements with key customers to maximize
sales while ensuring mutual benefit.
2. Dealer Channel Management:
o Dealer Network Development: Build and maintain a robust dealer and distributor
network to ensure broad market reach and product availability.
o Channel Strategy: Develop and implement channel strategies that align with company
goals, ensuring proper distribution, competitive positioning, and maximum market
penetration.
o Training & Support: Provide training, tools, and marketing support to dealers and
distributors to improve sales performance and product knowledge.
o Performance Monitoring: Track and analyze dealer performance, ensuring targets and
KPIs are met, and take corrective actions when needed.
o Dealer Relationship Management: Foster strong relationships with key dealers and
partners to improve loyalty and retention.
3. Sales and Revenue Management:
o Forecasting and Reporting: Regularly report on sales activities, market trends, and
account performance to senior management.
o Budget Management: Manage the sales budget for key accounts and the dealer
network, ensuring cost-effective operations and return on investment.
o Market Intelligence: Monitor and analyze market trends, competitor activities, and
customer feedback to adjust strategies and stay ahead of the competition.
4. Collaboration & Cross-Functional Coordination:
o Cross-Functional Collaboration: Work closely with marketing, logistics, customer
service, and product teams to ensure smooth operations and the timely delivery of
products to key accounts and dealers.
o Product Launches: Coordinate with internal teams for successful product launches,
providing dealers with necessary information, training, and support.
o Promotions & Marketing: Collaborate with the marketing team to design and
implement promotional activities and campaigns aimed at driving sales through the
dealer network.
5. Problem Solving & Conflict Resolution:
o Issue Resolution: Address and resolve customer and dealer concerns, complaints, and
issues promptly and professionally.
o Maintain Customer Satisfaction: Ensure high levels of customer satisfaction through
responsive communication and high-quality service.
6. Market Expansion & New Business Development:
o Business Development: Identify and pursue new opportunities within the dealer
network and key accounts to drive growth.
o New Market Penetration: Help expand the company's reach into new regions or
markets by developing relationships with potential dealers or strategic customers.
Qualifications:
? Education: Bachelor's degree in Business, Marketing, Sales, or a related field. An MBA is a plus.
? Experience:
o 5+ years of experience in sales, account management, or channel management.
o Experience managing key accounts and working with a network of dealers or
distributors.