Manage the Hungarian, Czech and Slovak Prosumer businesses ensuring Apple’s coverage model and business development activities support our EMIEA growth plans. Execute the EMIEA programs as required and provide leadership to core Prosumer functions at a region level. Own the regional Prosumer forecast and manage the execution of activities to achieve our growth objectives.

KEY RESPONSIBILITIES & ACCOUNTABILITIES:

•Day to day management and leadership of the Prosumer team.
•Lead role in proposing and executing our Distribution strategy in Hungary, Czech Republic and Slovakia.
•Lead roll in driving recruitment of new APR’s and AARs to optimize our national coverage.
•Build a strong channel across all Prosumer sectors where Apple is focused (BtC, Education, Creative market, SMB, Major Accounts).
•Build Prosumer channel as required to support the recruitment and development of APR’s, VARs, Corporate Resellers and Systems Integrators to support a strong development on our Consumer, business to business, and Education business.
•Drive APR expansion, and like for like growth of existing APR locations through focus on demand generation campaigns and performance improvement activities. Ensure effective execution of the EMIEA APR programs.
•Build and review relevant business development plans with all key channel partners taking into account their individual strengths and weaknesses.
•Going forward, drive a solution sales team focused on delivering to major accounts, ensuring detailed account planning and follow up to build the business. Propose relevant extensions to the Major Account customer set.
•Work with the Business Development teams to drive growth in the vertical markets of Video and Design and Print.
•Ensure professional and detailed account management processes exist for qualifying and managing opportunities in our named account base.

•Own consolidation of local Prosumer forecast for review weekly.
•Ensure systems engineers are engaged on core activities to support growth in our key target market

KEY PERFORMANCE INDICATORS
•Management and development of the Distribution Channel to ensure that overall unit and revenue goals are enabled;
•Growth of Prosumer, units and revenue in countries
•Coverage of APR, ASE and AAR channel
•Increase in penetration and growth in Apple business in identified Major Accounts
•Strong team
•Strong pipeline of new opportunities
•Clear leadership position of Apple in key vertical markets in the country

KEY COMPETENCIES / PROFILE:
•Strong commercial management experience in a mixed channel model across multiple vertical segments
•Strong leadership and people management skills
•Excellent communicator and relationship builder
•Highly numerate with data analysis skills
•Proactive, delivery and results focused
•Major Account management capability
•Strong attention to detail
•Excellent project management and coordination skills and organized working processes
•Fluent in English and the local language

KEY RELATIONSHIPS:

-Regional Manager
-Other Country RTM’s
-EMEIA Prosumer heads
-Country Functional managers
-Other Prosumer peers

EXTERNAL TO APPLE:

-Channel partners
-Key Third party vendors
-Major Accounts decision makers
-Industry bodies and influencers

•Significant experience in managing Channel development
•Preferred experience in managing large account business with a solution selling bias
•Experience of a multi channel sales environment including Retail
•Proven track record of sales performance
•Proven track record of management within a matrix environment
• An MBA level candidate calibre would be a plus

This document gives guidance to the main tasks and responsibilities of the role. It is not exhaustive and is subject to change.

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