Business Partners Manager

Company Name: Electronic Arts (EA)
Location: Italy

This job description will provide an overview of a senior key account manager position within Electronic Arts Europe and Latam. There may be variances from one territory to another, so this will help showing the widest possibilities for the same role. It does not cover technical details and/or daily routines.

WHY AM I HERE?

I am accountable for the commercial success of the relationships with the accounts I manage at a national level, by negotiating with them and executing strategies that are aligned with our local go-to-market targets and plans.

WHAT DO I DO?

Account management

• Provides input into sales strategy / sales forecast within business unit.
• Responsible for high profile accounts that are strategically important, represent significant revenue to EA, or have diverse and complex needs.
• Has full P&L responsibility for volume, net revenue, gross profit and other retail investments as well as market share and growth.
• Has moderate discretion to negotiate annual contract terms in line with EA guidance to reach annual targets and ensure full compliance of business relationships.
• Forecasts product launch and ongoing inventory needs, works with customers to influence and shape product forecast expectations.
• Fully responsible for annual Customer Business plans, may support other account managers in developing their plans.
• Responsible for PPF budget management, work in coordination with “commercial programs manager” on customer prioritisation and ROI optimisation for PPF and local TM budgets.
• Responsible for developing and nurturing senior relationships with major / strategic customers.
• Effectively combine professional customer relationship management and business objectives in daily work in creative and effective ways.
• Use in-depth understanding of commercial/ industry best practices to inform the design and improvement of sales tools, processes and procedures.
• Be part of the Europe and Latam virtual account team with opportunity to lead project across the region – Ensuring that we leverage channels at best of EA’s interests and share best practices.
  

Retail-marketing execution

• Maximizes product lifecycle revenue at assigned customers from reveal to launch, and beyond.
• Leverages product evangelism and customer expertise to foster customers alignment to plans.
• Works independently to manage retail marketing budgets for their customers.
• Emphasizes product launch and investments in line with marketing strategies.
• Coordinates the creation of customer specific merchandising and marketing programs to maximize in store and online returns on investments.
  

Collaboration with other internal & external partners

• Is a good team player and liaises successfully with colleagues in a matrix environment.
• Regularly interacts with leadership and works with a wide range of internal stakeholders and external partners.
• Stays connected to the digital strategies to be rolled out, including Digital@Retail programs to execute with customers together with the Digital Champion.
• Works closely with AR team to track and follow credit limits to cover low and peak seasons.
• H elps in solving A/R related account issues.
• Engage with Operations to support shipments anticipation and effectiveness.
• Ensures commercial contract renewals with legal and financial services.
• Develops strategic partnerships and sets and monitors internal and external service standards.
• Trains / mentors junior staff – viewed as a role model within EU sales organization.
• Guides others in resolving complex issues in specialized area based on existing solutions and procedures - seen as best practice / quality resource.
• Key participant in strategic initiatives within market / across EU business.
• May use standard methodology to design and build out commercial approaches for new markets/ projects.
  

WHAT DO I ALSO NEED?

• Fluent in English.
• Intensive usage of collaborative systems and tools.
• Positive, enthusiastic and motivated; able to work pro-actively and respectfully.
• Excellent communication skills, with the ability to communicate effectively at all levels internally and with the customers.
• Comfortable with details as well as problem solving approaches.
• Excellent organization skills to help adapt quickly.
• Ability to resolve a variety of complex issues in creative ways; to be able to anticipate and prevent problems.
• Ability to troubleshoot and resolve issues within processes.
• Demonstration of strong commercial awareness and judgement.
• Industry leading negotiation skills.
• Passion for entertainment, technologies and video games environment.
  

WHAT DO I DO NOT DO?

• Manage digital sales or central investments.

• Seniority level

  Not Applicable

• Employment type

  Full-time

• Job function

  SalesBusiness Development

• Industries

  Computer GamesInformation Technology and ServicesComputer Software