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Title:  Corporate Account Manager/Distribution Manager(IIBU/IGSD/GDM SZ)

Company:  Renesas Electronics (China) Co., Ltd.
Country/Region:  CN
State: 
City:  Shenzhen
Department:  China Global Distribution Management Department
Business Unit:  IoT and Infrastructure Business Unit
Office:  RECH(Shenzhen)
Job Function:  Sales
Job Type:  Permanent
Description: 

Job Description

Title:

CAM (Corporate Account Manager) – Distribution Manager

Based at:

Various locations depending on Region (preferred in Shenzhen)

Job Purpose

 To act as the Company’s representative in managing the Renesas relationship with the assigned Distribution Channel Partner. 

Key Responsibilities

 

Management of:

 

  • Renesas’s relationship with assigned Distribution Channel Management (Executive levels and below)
  • Quarterly Business Reviews with Channel partner to review respective performance
  • Asset analysis and reviews with assigned Distribution Channel partner (monthly): assure that all key Asset figures are supporting the development of our common business (turn-rate, inventory level, mix…)
  • Renesas T&Cs towards your Channel; assure a proper handling of claims, scrap allowances etc
  • Quarterly Stock Rotation mix
  • The development of specific in-depth training for Channel Sales and Technical resources, in conjunction with our System Solution Engineering Teams
  • The distribution of our latest literature (new products & applications) into the distribution sales offices;
  • Attendance to all relevant internal trainings to assure being up to date with the Renesas strategy and product / application news
     

Planning & Strategy:

 

  • Partner with the Regional Sales Managers to align on a strategical plan for your Account / Channel partner by region 1.) Push them where needed, 2.) support them where needed, 3.) listen to them & exchange with them regularly
  • Work with Regional Distribution Director and Regional Sales management to develop underlying sales and marketing strategy to attain assigned channel partner revenue objectives
  • Partner with Regional Business Marketing to develop pricing strategies in support of Renesas initiatives
  • Develop and implement programs and plans that optimize Renesas’s core strategy of Operational Excellence
  • Work with Distributor’s technical and marketing teams to develop marketing plans to ensure to drive increased demand and demand creation activities, higher margins, successful brand recognition and execution of the Renesas’s regional strategy in the customer base.
  • Partner with Renesas Field Sales and Field Application Engineers in support of target POS account penetration initiatives.
  • Create a Marcom plan with your Channel partner and update it regularly
  • Partner with Renesas Regional Marketing in order to drive Product Line strategies within the region.
  • Establish a concrete plan with your Account how to address the Mass market and what tools you need to be successful here
  • Work out a 3 years strategy for your Account (key business metrics as well as key requirements to develop your Account for Renesas)
  • Drive the Renesas Incentive program(s) within your Account and assure that the regular update(s) & tracking reaches also the working level

 

 


 

Monitoring and Reporting:

  • Provide updates to AOP and forecasts on a monthly and quarterly basis to to assure a proper POS and demand planning for Renesas
  • Provide updates on Channel Partner’s strategy, tactics and market conditions
  • Regular communication and follow-up with distributor progress towards the key business metrics (eg. POS, POP, and backlog changes, etc.
  • Create a strengths & weaknesses analysis of your Account
  • Create a scorecard of your Account which allows the tracking of strategical business elements to develop our business 
  • Have a clear understanding of the TOP 20 customers of your Account and how to develop them to the next level
  • Assure to have a proper market knowledge (TAM, DTAM etc. of your Account)
  • Have a clear picture of the strategy & happenings within the key competitors of Renesas                      ( “competitive picture” also includes GPM, Payment terms, return rights, linecard etc..)


 

Operational:

  • Monitor and improve on the processes that drive the mutual businesses
  • Assure to have a plan about your TOP 10 branches and visit them on a regular level (quarterly) in alignment with Regional Sales to assure a proper review process as well as a proper communication of Renesas strategy, applications and DC towards your Account.
  • Establish a tracking sheet to monitor and drive the Renesas Demand Creation strategy within your Channel. Assure corrective actions in case needed
  • Support scorecard activities with respect to allocated channel partners.
  • Provide follow-up support on outstanding quotes requests by the channel partner

 

Qualifications

  • 5-7 years experience in Semiconductor Sales, in particular sales of ICs (Standard products and ASSPs.)
  • Experience with the particular channel partner highly preferred (working for or managing at another semiconductor supplier).