Account Manager/ Sales Posted 02/25/14

Position: Account Manager, North America Send resumes to : sschoen@ohlone.edu Department: Sales Organization: Patriot Memory Location: Fremont, CA Date: October 2012 JOB SUMMARY: • Develop and maintain sales within the assigned accounts in the region • Communicate pricing information to accounts on a regular basis • Responsible for Sales, Business Development, Marketing, and Planning into designed accounts • Position reports directly to the Director of Sales SPECIFIC JOB RESPONSIBILITIES: • Provide critical thinking to derive maximum sales from customers • Establish annual and quarterly sales goals for all major accounts by product line • Achieving the best coverage for Patriot within your customers / channel, within all relevant areas of their business • Provide competitive analysis for market pricing and internal cost analysis for the designated accounts • Responsible for communicating pertinent information within the designated region to upper management • Communicate pricing to customers including specials, daily deals, promotions and quantity limits etc. • Approve daily sales orders throughout the day • Work with planning and procurement to forecast product requirements and set stock levels/positions etc. • Develop and execute a sales and marketing plan with goals for each customer account with clear understanding of TAM by product line o Build run rates and monitor stock levels closely within all accounts to ensure maximum sales potential o Be able to measure performance accurately weekly / monthly / quarterly o Run promotions when and where required o Provide adequate training on new products SPECIFIC TASK AND ACTIVITIES: • Initially Develop a Customer Profile on all major customers o Customer Name o Customer Address o Customer Revenue and Size o Key Management – names, email addresses and contact #s o Sales Revenue with Patriot - YOY by month with growth % o Product line segmentation – DRAM EP, DRAM SL, Flash USB, Flash cards (TAM, top 3 competitors, market share for each) o Annual goals by sales revenue, product line growth • Daily calls with all major customers o Manage inventory and sell through on all products o Develop and Monitor Promotions for coming week/month – aligning inventory and orders o Competitive pricing and product discussion • Weekly one-on-one meeting with direct manager going over the following items: o Sales Revenue versus Plan by product line o Sales out report analysis on each major product line  Top runners – sales out, inventory, Weeks On Hand (WOH), pricing competitiveness, exposure/promotions o Problem/resolution/promotion plan  Bottom runners – sales out, inventory, Weeks On Hand (WOH), pricing competitiveness, exposure/promotions • Problem/resolution/promotion plan o Weekly goals/activities  Last week’s goals and results  This week’s goals based on action plan from the one-on-one o Quarterly goals  On target/not on target • Action plan  Adjustment to goals • New goals/changed goals – VP approval  Alignment of goals to regional goals • Weekly Competitive Price Checks o Check all major accounts for competitiveness on top skus on each product line o Automation of this process using Orange Spider Tool • Monthly o Promotional Calendar  Work with Product Marketing Managers to define the promotions for the following month with all major accounts  Must be completed in a timely fashion per the requirements of the sales channel - lead time of retail to execute MIRs or ad vehicles  ROI analysis of previous months promotions  Partnership programs – Intel, ASUS, Gigabyte, Thermaltake, Cooler Master, MSI o Web Reviews  Regular study of our reseller’s sites that allow customers to write reviews on our products. Process for screening these regularly with sales so as to insure a top rating on all top selling skus • Quarterly o Visit major accounts a minimum of once a quarter for a Quarterly Business Review (QBR) o QBRs should contain the following:  Sales by product line by revenue and units versus quarterly plan  Review of TAM and Patriot’s market share by product lin  ROI on all major promotions during that quarter  MDF spend versus results • Where we succeeded and where we need improvements • Proof of performance of major marketing activities  Next quarter goals by product line • New SKU Management o Develop a clear product launch process for each new product o Exposure strategy working closely with PMs o Ensure that product numbers, titles and descriptions are correct and follow corporate guidelines including pictures and video Track listing and pricing to make sure customers are hitting pricing targets and have position new product in desired segment/ca