Apple Distribution International ( ADI ) is the authorised master distributor of Apple product in the EMEIA Region, here contracting with CIS channel members, being authorised distributors, (direct and indirect) authorised resellers and retailers, and authorised telco carriers across all LOBs and product families.
The Account Executive is responsible for driving ADI established processes for growing market share & execute quality excellence on Apple programs in Kazakhstan for channel partners in distribution, retail and Apple Premium Resellers.
The CIS Account Executive will be in charge of the management and development of the Apple Business in Kazakhstan through local representatives who are called Value Added Distributors (VADs).
The VADs provide a complete business infrastructure including marketing, sales, warehousing, logistics, localization, finance and business development The ideal candidate will have a proven success track and experience in sales or business development ideally paired with some hands-
on knowledge of channel marketing or merchandising in the CIS and Russia region. Other relevant experience will be considered.
Candidate must be a good presenter at all levels, and can collaborate successfully with key accounts. He / she must have a team-
oriented approach to driving business and ideally be familiar with working for a multinational organisation in a matrix type environment.
Account Management & Business Planning manage the partners to perform against short and long term Apple goals across the whole sales proposition through effective account management and business planning including forecastingBuild quarterly and annual business plans with the VAD and ensuring that these are fully executedOptimize and execute a mixed channel strategy through the VAD so that all Apple products are distributed widely and efficientlyBuild a complete understanding of the local market opportunities, the needs of VAD target customers (end user or channel) and execute plans to map Apple’s solutions to those needs in order to drive growthWork with VADs to execute local and European programs effectively while ensuring that the VADs and their partners develop the relevant product and segment expertise Work with training resources to ensure adequate levels of product knowledge are maintained within the VADs and their partnersWorking with RTMs, manage effective deployment of quarterly marketing VAD budgets to support achievement of business objectivesMaintain database of all contacts within the VADs and their partners across all areas of influence (intake, inventory, points of sale, finance, channel partners etc)Deliver timely and accurate sales forecasting and reportingDevelop, drive and maintain a direct relationship with key channel partners in the marketProduce all necessary analytics for CIS teamBuild relationships and create effective solutions for B2B customers Key Competencies : Sales and business development skillsAccount management skillsInfluencing and negotiating skillsRelationship building all levels Marketing communication skillsDetail consciousExcellent analytical skillsExcellent presenting and presentation creating skillsTeam workReliable and able to work on own initiativeComputer literate (MS Office, mac OS and keynote an advantage)Ability to understand and explain product features and benefitsReady to travel extensivelyFlexible and easily adapting personalityStress resistantKnowledge of CIS / Kazakhstan retail (must), telco and B2B (advantage) marketsWillingness to work with reports, presentations and analytics (significant part of time)Integrity and excellent reputation in CIS marketsExcellent communication and interpersonal skillsAbility to adapt to cultural differences and diversityExperience in retail business (advantage)Ability to easily learn and adapt corporate systems and culture, necessary professional skills Key Relationships : External partnersKey channel partners in retail, telco, b2b, distribution & Apple Premium ResellersVAD team Internal Apple : Reseller Operations team EMEIAChannel Programs Team (local & EMEIA)Sales Planning & Operations team (local & EMEIA)Field Staff team (Lead ASC & Apple Solution Consultants)Business Development Mgr’s EMEIAFinance (local & EMEIA)CIS teamRussia team Key Performance Indicators : Achievement of sales targets (partner volume targets)Achieving relevant return on investment for designated programs.
Level of excellence in execution in different quality targets or programs as relevantCommercial and financial strength of partnership between Apple and the Channel Partners especially the Apple Premium Resellers
Education & Experience
BA degree level educated candidate. Fluent English and Kazakh and / or Russian are required for the role, any other CIS language knowledge would be an advantage.
it is not exhaustive and is subject to change.