Joining The Microsoft Team Means…
Microsoft has always believed in the transformative power of technology. From the initial vision of placing a personal computer on every desktop and in every home, to empower every person and every organization on the planet to achieve more. Our mission is grounded in both the world in which we live and the future we strive to create. Today, we live in a mobile-first, cloud-first world, and the transformation we are driving across our businesses is designed to enable Microsoft and our customers to thrive in this world. In this role, you will collaborate and drive consumer experiences while contributing to Microsoft’s continued transformation. We are committed to making technology that conforms to the needs and preferences of the individuals that use it, not the other way around. We are looking for individuals that want to work with driven and passionate people that are consumer obsessed to inspire them to choose, buy, and love Microsoft products and services in a mobile first, could first world. This is the essence of the Consumer Channels Group. The only question remaining is are you up for it?
The Channel Sales Lead manages the retail, disti and telco business and execution to maximize revenue profit and share in all Retail channels and defined classes of trade, deliver CPE and develop the team. They need to effectively balance the requirements of profitable share growth across the whole channel while maintaining a healthy ecosystem that delivers partner profitability. Under their direct sales leadership, excellence in execution is achieved across all product categories being sold through the channels. Create marketing strategy that optimizes the consumer journey across CCG channels, including Online, to drive share, revenue, category profit and customer preference for Microsoft products. Develop deep account relationships and create / execute mutually beneficial plans to drive Microsoft profit and partner success
The Impact You’ll Be Making…
Further develop the product group objectives and strategies. She/he is leading the translation of retail strategy including incorporating category management plan into execution and successful implementation in their market or region.
Develop effective planning across our core regional retail accounts based on volume, revenue, retail program and MDF planning per account
Introduce and support the Telco account Teams to subsidiary retailer(s)
Account Landscape - deep understanding of accounts business – use insights gained to create account strategy and translate to a quality account plan
Account Focus - identify key focus areas for execution
Account Goals - establish clear objectives and measureable goals
Account Strategy - strike appropriate balance between short-term and long-term objectives and detail key tactics to employ
Account Drivers - define 1-2 ‘Big Bets’
Develop conditions of satisfaction plans for each major account to drive strong Partner Satisfaction
Strong engagement with Sales colleagues in other business units at Microsoft in order to ensure maximum alignment and synchronized strategies per channel
Ensure effective quarterly business reviews with top retail, distributor, and Telco partners across all lines of business.
Develop and deepen relevant relationships with executives in top accounts within the sub/multi-subs.
Regularly assess the health of the partnership with the retail, distributor, and Telco partner communities and take appropriate actions to prevent, mitigate or resolve satisfaction issues.
Develop & execute on account-specific value propositions that link the value of our products/devices/services with the accounts objectives
Create opportunities and manage co-marketing & programs to drive joint success
Map and understand the power base of individuals/teams at the account that will make/influence decisions with Microsoft
Elevate account’s visibility and relevance at Microsoft with crisp and insightful internal communications
Account recognizes value and includes us in business planning cycles and quarterly business reviews
Anticipate competition and have an distribution and Telco strategy with clear focus on reaching a healthy channel balance
Build channel strategy to optimize channel coverage model
Drive strategic partner relationships
Deliver market insights to inform category strategy
Actively expand the planning process to include OEM@Retail accountabilities to enable effective execution of Feature Devices to drive Windows share Device assortment CCG integration
Responsible for creating country or regional retail sales and marketing strategies through strong understanding of local market dynamics and partners, the competition and the active plan
Contribute to broader CCG Leadership team to develop talent, process and shared priorities X-Category, Channel Marketing and OEM
Develop and coach a diverse and high performing team
Attract, develop and retain key talent
Build and maintain a high performing culture and drive WHI
Identify and implement organizational efficiencies
Drive results through community leadership by sharing best practices and accelerating growth
Motivate the teams through Inspirational leadership
Influence across boundaries that delivers expected results
Provide direct and indirect leadership with outcomes
Impact and Influence w/o Authority to accomplish goals
Business Operational Excellence
Deliver consistent scorecards across all sales areas
Meet Volume, share & Profit targets per channel and per account
Successful execution of Category Plans for all lines of business.
Accurate forecast of the promotions and sales to ensure inventory management and supply
Ensuring transparency of performance against targets and accountability
Accountable for executing account plan to committed metrics - forecast accuracy, revenue attainment, scorecard, share & Customer and Partner Experience
Orchestrate internal rhythm of business (ROB) and scorecard
Follow-through on commitments
Who we’re looking for…
Experiences Required: Education, Key Experiences, Skills and Knowledge:
Four Year college degree required – MBA preferred
Experience in selling to the direct/indirect retail and Telco channels as well as experience in managing partnerships
Deep Knowledge of distribution,2nd Tier market, PC Industry, and the competition of Microsoft.
Knowledge of sales management, negotiations, marketing, planning and strategy development.
Understanding of key business issues in the market and the role that Microsoft technology plays in addressing those challenges
Strong proven executive presence and leadership.
At Microsoft, we believe that diversity enriches our performance and products, the communities where we live and work, and the lives of our employees. As our workforce evolves to reflect the growing diversity of our communities and the global marketplace, our efforts to understand, value, and incorporate differences become increasingly important. Come explore diversity at Microsoft!