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National Distribution Account Manager

Department: FCPA - Sales

Are you outgoing, highly motivated, creative, intelligent, and detail-oriented? Do you want to make an impact by driving awareness, engagement, and demand for an innovative organization? If so, Fujitsu Computer Products of America (FCPA) wants to talk to you.

We are looking for a National Distribution Account Manager who is driven, focused and passionate about service and sales to customers. Working from your home office you will manage the National Distribution accounts and all aspects of generating revenue by soliciting, identifying, and qualifying opportunities. You will build relationships by understanding and interpreting requirements, providing customers with Fujitsu information, developing accounts, and partnering with FCPA’s key channel partners; serves as the expert to partners for FCPA information regarding product, services, transitions, and promotions.

Responsibilities include:

  • Develop and grow key distribution and e-tailer accounts as assigned. Responsible for maintaining and increasing volume levels with existing assigned accounts
  • Responsible for developing and executing joint go-to-market strategies with our top E-tail Partners that accelerate revenue for both the partner and FCPA
  • Prepare and deliver regular forecasts on sales activities, pipeline, and expected deal closures
  • Provide analysis and learnings around e-commerce promotional tactics, and internalize best practices for use across all consumer e-tail channels
  • Develop and implement innovative account based sales plans and activities. Maintain a well-defined sales strategy for all assigned accounts
  • Work collaboratively with Account Managers to identify, prospect and nurture target accounts and pass “sales-ready” opportunities to Channel team
  • Develop a strong relationship with the highest levels of management within each assigned account; translate this relationship into an ability to go to the top when instituting sales initiatives
  • Effectively manage inventory levels, returns, stock adjustments, and defective return ratios for distribution partners
  • Support the Director of Sales and upper management by assisting in reviewing and/or modifying existing strategies and tactics, establishing and maintaining good communication with all levels of the organization
  • Contribute to the development of future marketing and sales programs by regularly reporting to corporate competitive pricing information, new product introductions, and promotional activities; review marketing investments and ROI, and responsibility for the investment of marketing funds
  • Work with Account Managers to identify prime up-sell or cross-sell opportunities within current customer base
  • Functions as Partner advocate for Account relationships and advisor to Fujitsu sales teams, responsible for Partner advocacy to sales management and Partner subject matter expert to field sales management planning processes
  • Insures Partner Business Mangers effectively plan and execute lead generation activities with Fujitsu, insuring maximum return on investment, consistency with Fujitsu’s messaging and leverage of Fujitsu field sales teams
  • Executes quarterly and ad-hoc business reviews with Dedicated Partner Business Managers, focusing on achievement of revenue, training, lead-generation and relationship objectives are met and planned
  • Increase share of wallet growth with distributors who are managing smaller partners on behalf of FCPA through programs

EXPERIENCE: Minimum 3-5 years’ sales management/sales training experience in computer hardware industry, specifically managing distribution and channel accounts; account management to Specialty/National Distributors or direct Market Resellers; a thorough knowledge and understanding around sell through data, competitive updates, channel trends and competitive strategies in order for Fujitsu to maintain and increase its competitive position, and maintain the correct and healthy inventory levels in the channel.  This position will require travel.

EDUCATION: BA/BS degree in Marketing, Business Administration or other similar field of study

All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity, gender expression, sexual orientation, national origin, genetics, disability, age or veteran status.


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