Key Account Manager B2B

The B2B Key Account Manager is responsible for developing, expanding, and managing a strong network of commercial resellers within the assigned scope. The role focuses on identifying high-potential reseller partners, building trusted business relationships with key decision-makers, onboarding partners effectively, and driving sustainable growth of Apple product sales through the reseller channel.

The successful candidate will act as a trusted advisor to reseller partners, helping them understand the value of Apple solutions and partner programs, while ensuring that Apple products become a strategic priority within their business agenda.

Key Responsibilities:

• Market Mapping and Partner Prospecting: Analyze the assigned market to identify, segment, and prioritize commercial resellers with the highest potential for Apple business growth, using clear effort-versus-impact criteria.
• Reseller Network Development and Lead Generation: Build and expand the assigned reseller network by approaching new partners, presenting relevant business opportunities, and supporting their onboarding into the appropriate commercial and partner programs. Work proactively with the lead qualification team to receive qualified marketing leads and convert them into actionable sales opportunities.
• Account Management and Growth: Manage the assigned portfolio of key reseller accounts, define account development plans, monitor progress against agreed objectives, and proactively identify opportunities to increase sales, partner engagement, and business relevance.
• Stakeholder Relationship Management: Establish and maintain strong relationships with reseller owners, commercial leaders, sales teams, and other key stakeholders, positioning ASBIS and Apple as long-term strategic business partners.
• Commercial Execution: Prepare tailored sales presentations, communicate partner program benefits, support commercial negotiations, and ensure consistent follow-up on agreed actions and business opportunities.
• Financial and Business Acumen: Understand partner economics, margin structures, commercial conditions, and P&L drivers in order to propose business models that support revenue growth and sustainable profitability.
• Forecasting, Reporting, and CRM Discipline: Maintain accurate and up-to-date account information, pipeline visibility, sales forecasts, and activity tracking in the relevant systems and CRM tools.
• Cross-Functional Collaboration: Work closely with business development, sales, marketing, operations, finance, and revenue growth teams to ensure effective partner support and consistent execution of the channel strategy.

Requirements:

• Bachelor’s degree in Business, Marketing, Economics, or a related field.
• 5–10 years of relevant experience in B2B sales, key account management, channel development, or reseller network management within the IT industry.
• Proven track record in developing commercial reseller networks and growing business through partner channels.
• Strong understanding of B2B sales dynamics, reseller business models, partner programs, and channel go-to-market execution.
• Solid financial literacy, including understanding of P&L, margin, pricing, and commercial structures.
• Excellent communication, presentation, negotiation, and stakeholder management skills.
• Ability to build trusted relationships with senior decision-makers and influence partner priorities.
• Advanced proficiency in Excel, CRM systems, and business reporting tools.
• Fluent English and local market language skills are preferred, depending on country scope.

Working Conditions:

• Full-time position.
• On-site role, with regular interaction with reseller partners and internal stakeholders.
• Business travel may be required depending on market coverage and partner development needs.