Commercial Account Manager

12 Days Old

Job Title: Commercial Account Manager - Trade
Location: Birmingham (Hybrid - 3 days per week in the office)
Salary: £38,000 base + commission

Role Overview:

The Commercial Account Manager - Trade is a commercially driven sales role within a tech distribution environment, focused on executing market-led, volume-based trading activity across a portfolio of price-sensitive trade customers.
This role is distinct from traditional relationship-led account management. It is designed to maximise revenue, margin contribution, and stock efficiency by leveraging market insight, pricing authority, and product lifecycle awareness to execute well-timed commercial opportunities.
The position acts as a controlled outlet for tactical sales activity, inventory optimisation, and volume-led opportunities, supporting wider business objectives while protecting long-term channel value and vendor relationships.
Key Responsibilities

Trade Sales Execution
Manage and grow a portfolio of trade-focused, price-sensitive customer accounts.
Identify and execute trading opportunities based on:
Market pricing and demand conditions
Product availability or supply constraints
End-of-life (EOL) and portfolio transition activity
Tactical month-end and quarter-end commercial objectives
Act as a structured channel for clearing slow-moving or aged inventory while maintaining pricing discipline.
Maintain accurate and timely sales forecasts and pipeline updates within the CRM.
Provide proactive account management, including visibility of order backlogs and ensuring on-time delivery of shipments.
Stay up to date with new vendors and attend relevant product and commercial training sessions.
Commercial Pricing & Deal Structuring
Make informed pricing and volume decisions within agreed authority levels.
Structure deals that balance revenue growth, margin contribution, inventory efficiency, and strategic impact.
Use market intelligence, competitor insight, and product lifecycle knowledge to support pricing decisions.
Escalate non-standard deal requests with clear commercial rationale where required.
Market & Product Insight
Maintain a strong understanding of UK and European trade markets, including distributor-to-distributor and eCommerce dynamics.
Develop detailed knowledge of the company's product portfolio, including positioning, availability, and lifecycle stage.
Apply market and product insight to determine the optimal timing and execution of trading opportunities.
Internal Collaboration & Governance
Operate fully within agreed commercial frameworks, pricing controls, and credit policies.
Work closely with internal teams including:
Procurement, to understand stock availability and supply constraints
Product and Portfolio teams, to support lifecycle and transition priorities
Vendor Enablement, to align with vendor strategies and sensitivities
Finance, to manage margin performance, credit exposure, and risk
Ensure all activity complies with governance, compliance, and channel strategy requirements.
What This Role Does Not Do
Does not operate outside agreed pricing, credit, or governance controls.
Does not replace relationship-led Key Account or Business Development roles.
Skills & Experience Required
Proven experience in a commercially focused sales role within IT distribution, wholesale, or a similar B2B trading environment.
Strong commercial judgement with the ability to balance margin, volume, and risk.
Good understanding of product lifecycle dynamics and market timing.
Confident decision-maker able to operate autonomously within defined commercial boundaries.
Strong analytical skills combined with practical, real-world market awareness.
Excellent communication skills and the ability to work effectively with internal stakeholders.
Why This Role?
This is an opportunity to play a key role in driving short-term commercial performance while supporting long-term business health, within a fast-paced and commercially disciplined tech distribution environment.

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Location:
Birmingham
Salary:
£35,000
Job Type:
FullTime
Category:
Sales

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