Category Manager – Data Capture

Description

Section 1:  Identifying Information

Section 2:  Position Summary

Guidelines: Please provide a brief summary of the overall scope of the position.

To be responsible for all aspects of Ingram Micro’s business within a specific vertical market, technology segment and/or Vendor set, driving Ingram Micro’s engagement with Vendors, resellers, end users and industry professionals to ensure that all short-, medium- and long-term growth objectives are met. This includes the creation and ownership of the ongoing strategy for the segment, inventory profiling, sales, marketing, and business development.

The role is purposeful and individuals will be expected to have a market leading understanding of the relevant programs, offers, products, services and solutions offered by the Vendors within the portfolio to enable them to provide best in class support to their customer and Vendor base. They will have exceptional communication and presentation skills, be experts within their field with the skills to enable resellers and end users to develop new business opportunities and design solutions which deliver tangible business benefits. They will be able to proactively identify and win new customers, develop existing relationships, negotiate commercial terms and design and implement suitable strategies and support structures within Ingram Micro to ensure long term success.

Individuals will also be required to coach, support, and provide cover for other members of the team when needed, in case of absence or to provide specialist knowledge in specific fields when required, such as designing and delivering cohesive marketing strategies to drive incremental business and managing stock profiles to support growth.

Section 3:  Responsibilities, Supporting Actions & End-Results

Guidelines: List the essential responsibilities, functions and/or activities, provide the supporting actions to describe how the work will be accomplished and provide the desired end results. List the responsibilities in order of importance and the estimated percentage of time for the responsibility (no one responsibility should be greater than 60% of time or less than 10%). The most important responsibility is not necessarily the one where the most amount of time is spent.             

This is a field-based role. Individuals will be required to travel to visit end-users, customers, and vendors (average 2.5 days per week) and either work from home or attend Ingram Micro’s offices when not visiting the above as required. The ability to engage with senior decision makers within Vendors, resellers and end users is a key part of the role; as are a high level of commercial understanding, specific industry and/or market expertise, a complete understanding of the technical aspects of products and solutions to enable complex solution design, the ability to understand and adhere to complex systems and processes and the ability to identify, understand and develop new business opportunities.

Major Responsibility: Category Management

• Creation, ownership, and execution of short-, medium- and long-term strategies to drive profitable growth
• Designing and developing marketing strategies to increase Vendor share
• Inventory profiling & management
• Financial awareness relating to the profitability of the business
• Accurate forecasting of revenues and profitability on a quarterly basis
• Conduct quarterly QBR with vendor withing portfolio
• Manage a team of individuals that contribute to the growth of the vendors -  Product Manager

Percentage: 30%

Major Responsibility:Initiate outgoing sales calls to maintain and increase the value of managed accounts

• Building, maintaining, and developing relationships with customers.
• Advising customers of additional products and services which fit their business needs
• Creating sales tools to support vendor growth within account base
• Measuring share of wallet in key accounts

Percentage: 30%

Major Responsibility:Customer/Vendor Facing Skills

• Be able to interact professionally and add value in face-to-face situations with customers and or End customers
• Be able to work remotely from key customer’s premises as and when required
• Developing business plans with key resellers to drive growth

Percentage: 20%

Major Responsibility:Participate in activities which improve service levels internally and externally

• Maintain and improve product & market knowledge
• Competent and effective operation of the computer systems and telephone systems
• Design and deliver training initiatives to increase knowledge and skills across the business
• Pipeline management
• Provide coaching for junior team members to enable them to achieve their specific goals.
• Provide support to Team Manager in ad hoc projects
• Inventory profiling & management
• Designing and developing marketing strategies

Percentage: 20%

Section 4:  Decision Making Authority Level

Guidelines: Describe the authority held by the position by listing the main decisions that the position is free to make and explain the decisions that depend on the position’s advice.

Decisions free to make:

       Pricing (within guidelines)

       Stock reservations (within guidelines)

       Inventory/Purchasing (within guidelines)

       Conflict/issue resolution (within guidelines)

Section 5:  Scope/Dimensions

Guidelines: List the main quantitative measures that define the size and scope of the position (headcount, budget, profit dollar target).             

NB: Below to be split by required and preferred as per the needs of the specific BU.

• Deliver exceptional customer service at all times
• Be experts within their field
• Engage professionally and add exceptional value in face-to-face situations with Vendors, Customers and End Users
• Develop a deep and comprehensive understanding of their customer base including their customers’ business model, structure, goals, and objectives
• Develop exceptional business relationships at all levels of their Vendors, Customers,’ and End Users’ organization’s, including C-level
• Have a strong commercial awareness of the needs of Customers, Vendors, and Ingram Micro
• Design and deliver complex, detailed, and specific long-term strategies & growth plans
• Achieve and exceed specific targets in line with business expectations
• Manage and understand their sales pipeline to enable accurate forecasting and business planning
• Understand Ingram Micro’s Value proposition, business model, service offerings and USPs in relation to the market, their competition and their competition’s offerings and be able to explain and position them appropriately to their customers and to End Users
• Understand Ingram Micro’s Vendor’s proposition, business model, service offerings and USPs in relation to their competition and their competition’s offerings and be able to explain and position them appropriately to their customers and to End Users
• Hold a deep and comprehensive understanding of the needs of End Users within their field including how Ingram Micro and its Vendors products, services and solutions can improve their business processes, reduce costs, increase revenues, and solve real world business issues
• Be able to train and develop Customers and end users in their areas of expertise, products, services, and solutions
• Understand and apply Ingram Micro and its Vendors systems, programs, and processes
• Work closely and collaboratively with other business units
• Have the drive and motivation to proactively develop their own skills to enable their own development as part of a specific Individual Development Plan
• Hold suitable Vendor accreditations as required/available
• Become a Trusted Advisor for both internal and external customers in matters relating to their field(s) of expertise
• Assist customers to develop and deliver growth for their businesses by understanding and developing opportunities using complementary offerings from Ingram Micro and its Vendors
• Become viewed as an extension of their Customer’s and Vendor’s own teams through the service, support, and knowledge they provide
• Mentor and coach junior members of the organisation to enable them to achieve their specific goals and develop their own skills
• Work with marketing team to create cohesive marketing strategies to enable the development and delivery of impactful, innovative, and creative marketing with strong ROI and NMR outcomes
• Create and deliver short-, medium- and long-term Business Plans, in line with strategic Ingram Micro and Vendor goals
• Develop, maximise, and manage Vendor relationships at all levels within their technology segment and/or Vendor set as applicable
• Work with IM EMEA team to ensure best possible outcomes for both IMUK and the wider organisation

Section 6:  Job Qualifications and Educational Requirement

Guidelines: Provide the education, experience, skills, and competencies necessary to perform the position.

Knowledge, Skills or Experience Required

• Previous experience in a sales environment at a high-ranking field-based level with at least 5 years of customer facing experience and a proven record of success. Understanding of appropriate products, solutions and markets required.
• Knowledge of P&L management, marketing, and inventory management an advantage

Academic/Educational Background

• Degree in business or related subject or equivalent experience

IT Skills

• PC Literate – working knowledge of Office Suite or equivalent windows-based software
• Strong Excel and Powerpoint skills a significant advantage