Account Manager - Distributor Management

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Job Description
Job Purpose
Own and lead the commercial relationship with Synnex as the appointed distributor for ANZ, with accountability for sell-in performance, forecasting, inventory management and execution of the distributor business plan.
This role requires strong commercial acumen and a practical understanding of the Australian consumer electronics distribution model, including the relationship between sell-in, sell-through, sell-out, inventory, forecasting, lead times and reseller demand.
The Account Manager will use data and commercial insights to identify opportunities, anticipate risks and influence both internal stakeholders and the distributor to deliver sustainable revenue, healthy inventory and strong market execution.
Key Responsibilities
Distributor & Commercial Management
Own the day-to-day commercial relationship with Synnex, establishing clear accountability, governance and ways of working.
Deliver ANZ sell-in targets while ensuring sell-in remains aligned to underlying reseller demand, sell-through and appropriate inventory levels.
Develop and manage the annual distributor business plan, including revenue, product, inventory and growth objectives.
Conduct regular business reviews covering sell-in, sell-through, sell-out, inventory, forecast, pipeline, promotional performance and key business risks.
Manage and negotiate commercial terms, pricing, promotions, rebates and other distributor programs to deliver profitable growth.
Forecasting, Inventory & Supply Chain
Own the distributor forecast, translating reseller demand, promotional activity, historical performance, pipeline and market trends into an accurate forward-looking demand plan.
Understand and actively manage the relationship between purchase orders, supply lead times, inbound inventory, distributor stock and reseller demand.
Monitor inventory health across the channel, identifying potential out-of-stock, overstock and ageing inventory risks and implementing corrective actions.
Partner closely with Supply Chain and the distributor to improve forecast accuracy, product availability and inventory allocation.
Ensure distributor purchasing and inventory plans support both short-term revenue requirements and sustainable downstream demand.
Commercial Analysis & Business Insights
Analyse distributor, reseller and market data to identify trends, opportunities and emerging risks.
Translate complex data into clear commercial insights and recommended actions, rather than simply reporting performance.
Monitor performance against revenue, sell-through, inventory, forecast and profitability objectives and proactively develop recovery plans where performance is off track.
Channel & Reseller Execution
Work with internal Account Managers and the distributor to ensure reseller plans translate into appropriate distributor demand and inventory requirements.
Identify opportunities to improve reseller coverage, product availability and channel execution.
Partner with Marketing and Sales on product launches, promotions and other demand-driving activities.
Cross-Functional Leadership
Act as the key link between Sales, Supply Chain, Finance, Marketing, Operations and the distributor.
Ensure key business risks are identified early, clearly communicated and supported by recommended actions.
Qualifications & Experience
Essential
Minimum 5 years’ experience in account management, channel management, distributor management or commercial sales roles.
Demonstrated experience managing distributors or major channel partners within consumer electronics, technology or a comparable fast-moving product category.
Strong understanding of the Australian indirect/distributor sales model and the relationship between manufacturer, distributor and reseller.
Demonstrated commercial acumen with experience managing revenue, pricing, promotions, margin and commercial terms.
Strong forecasting and demand-planning capability, with experience managing inventory and product availability.
Good understanding of supply-chain fundamentals including lead times, purchase orders, inbound supply, inventory coverage and stock allocation.
Proven ability to negotiate, influence and hold partners accountable while maintaining strong commercial relationships.
Ability to operate effectively across Sales, Marketing, Supply Chain, Finance and Operations.
Excellent communication, presentation and stakeholder-management skills.
Highly Desirable
Experience working within the Australian consumer electronics retail and distribution landscape.
Experience managing a distributor supplying major national retailers and/or reseller partners.
Experience working with long international supply lead times and balancing inventory investment against forecast demand.
Experience presenting commercial performance, risks and recommendations to senior leadership.
Are you interested in this position?
We’d love to know you better! Submit your application by uploading your CV in English via the “Apply” button above.
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