Distribution Account Manager
Microsoft
Total years of experience :10 years, 1 Months
Managed all stock and forecast for full package product for Microsoft in Retail ($50m annually)
Build forecast submitted 6 months in advance
Financial forecast submitted each month and quarter in advance
Managed the P&L from a sell in perspective
Projects
Internal freight change
Facilitated the internal change in logistics
Air freight to ocean freight model
Transition from Holland warehouse to Dubai warehouse. Managed expectation from distribution & retailers on inbounds.
Managed open order book for all distributors
Prima interactive
Rectron
WestconComztek
Facilitated the increase in credit exposure for distribution partners, due to increase in terms
XBOX ONE
• Assured all forecasts and stock was in ZA for the launch of XBOX One in South-Africa
• Submitted financial of distributors to finance to allow for extension of credit over launch.
• Submitted business cases to freight, to approve air freight on stock needed in channel.
Digital Product Distribution
• Owned the Digital distribution strategy within Microsoft SA, that would allow for ESD, PTR and POSA (Electronic cards)
Primary focus was to grow the market within the ICT managed retail space, Online and Breadth with ATL & BTL campaigns
Training : In house training and awareness to KAM
Quarterly and new product training for our distributors, along with the training of RSP at the various ICT retailers. Method was either 1:1 or 1:Many
Product & Marketing Management
Product production forecasting 6 month in advance to ensure a seamless flow of stock
Managing the open order book with the customers available credit limit
Managing both OPEX and MDF spend within the brand.
Utilizing GFK Data, to see trends within the managed retail space, and make corrective plans
Delivering a sales plan with the KAM, to drive replenishment and promotional deals over the select periods
Managing Weeks stock on hand with distribution partners, coupled with effective sales out plans
Managing pricing in channel and distribution on both New launch product and EOL
Assigning rebates and the criteria for distribution partners to achieve set goals. Constant reporting to drive awareness around achievements
• Primary focus to ensure that the South-African Retail channel is fully stocked with the Microsoft
• Training: Various internal training sessions with JHB, Cape town & Durban Comztek offices.
• Channel Management : Forecasting to the vendor on the 3 business units with the retail channel seasonal promotions in mind
• Securing special deals for the retailer, for the various retail campaigns
• Tracking the sell thru of products during a campaign to ensure that positive ROI occurred.
• Managed left over promotional items in sell through motion
• Managing both Channel and disti margin requirements, to unlock OTB ( Open to buy) for all categories concerned
• Managing pricing in channel and distribution on both New launch product and EOL
• Managing sell in & out rebates on each line, with effective year round communication on performance to drive additional sales
• Managing of adhoc rebates to drive special sell out in channel
• Managing order flow, to ensure on time deliveries to partners. Mitigating the risk of retailers penalizing for late orders
• XBOX : On boarded Xbox at Comztek when MS previous distributor liquidated
• Managed contracts, credit limits and logistics during the on boarding
• Training : In-house training on all HP brands ( ESS, PSG, IPG, PNB)
• Events : Liaising with Branch Manager in Africa, to host HP co branded training events
• Forecasting : Forecasting both Revenue and Build forecast to HP on all lines
• Pricing : Managing price drops throughout the African channel
• Rebates : Monitoring all due Rebates and freight compensations
• Negotiating all OPG with HP ( Special Deals)
• Placing and tracking of all order for ZA, Namibia, Botswana & Zambia
• Maintaining key relationship with all stake holder at HP SA
• Responding to all technical tenders within the Government Space
• Locally Built PC : Was part of start-up team, to establish a locally built PC model for HP in ZA. Focussed on key component forecasting and ordering (Memory, Mother boards, HDD, Fans etc)