Business Development Manager - HPE

Description

Job Description

Section 1:  Identifying Information

Section 2:  Position Summary

To achieve the revenue & gross margin targets each month set by the Business Manager, whilst developing strong business relationships with Ingram Micro’s resellers. Continuing to develop and grow the channel year on year.

Section 3:  Responsibilities, Supporting Actions & End-Results

Major Responsibility: Develop a monthly call cycle.

Supporting Actions:

• Visit each account within the portfolio as required
• Build relationships with all key contacts in each account and leverage the Business Managers and Account Managers to maximize revenue opportunities for Ingram Micro

End Results:

• Weekly meetings with Business Manager to review past weeks activity and plan for the following week
• To be reviewed quarterly to ensure max opportunity reached

Percentage:    25%

Major Responsibility: Market Development

Supporting Actions:

• Pro-active Market Development, working with vendor to achieve their and Ingram Micro’s goals
• Develop marketing opportunities and utilize MDF funding
• Joint visits with vendor to add value including training and large deal opportunities
• Weekly reporting to Business Manager on all outbound visits and telephone calls – including pipeline
• Monthly reporting to Business Manager on all managed accounts, achievement vs goals set, issues and competitor activity.
• Business Plans – Plan, implement & review with Business Manager. Quarterly business reviews for each key managed account with relevant stakeholders.
• Develop core range by reseller in consultation with PM team and reseller.
• Ownership of Annual Market Development Plan

End Results:

• Monthly key account revenue achievement
• Quarterly Plan to be submitted to Business Manager
• Planned and implemented to agreed call cycle quantities
• Completed and submitted weekly and monthly report on time and in full

Percentage:  25% 

Major Responsibility: Communication

Supporting Actions:

• Constructive valued participation in all meetings – externally and internally
• Email/telephone management allocation per day for outbound follow up telephone calls.

End Results:                                     

• As requested, outcomes in agreed time frame
• Company agreed service levels

Percentage:   25% 

Major Responsibility: Vendor Relationship

Supporting Actions:

• Participation in external & internal training sessions relating to the industry and specific.
• Pro-actively encourage relationships between vendor and our resellers. Ensuring at all times that Ingram Micro is seen as the conduit for these relationships
• Pro-active planning with vendor – i.e. ‘go to market strategies’ across their product range

End Results:

• As requested in agreed time frame
• Increase in Ingram Micro New Zealand market share
• Increase in vendor market share

Percentage:    25% 

Section 4:  Decision Making Authority Level

Decisions free to make:

• The best techniques and sales methods in order to sell product and develop critical business relationships

Explain the decisions that depend on position’s advice:

• The role must work with their team and wider business to develop the best strategies to sell their product and develop relationships with others both internally and externally of Ingram Micro in order to sell in the future.

Section 5:  Scope/Dimensions

• Vendor gross margin budget
• No associates report to this position

Section 6:  Job Qualifications and Educational Requirement

• Partners effectively with customers
• Embraces and champions change
• Critically evaluates decision alternatives
• Identifies priorities and plans accordingly
• Uses influence to move ideas forward
• Communicates effectively
• Develops innovative business practices
• Accountable for personal and organizational excellence
• Works as an exceptional team member with internal teammates, and as a virtual team member of the vendor’s sales organization
• Develops strong credible relationships with resellers

Section 7:  IM Competencies

• Values-Based Behavior
• Managing the Business
• Advancing the Business
• Interpersonal Skills
• Leadership Promise
• Business/Management Skills
• Developmental Orientation

Section 8:  Other Information

• Show commitment to Health & Safety in accordance with IMNZ’s Health & Safety policy, systems and procedures.

Take all practicable steps to ensure own safety, and no cause of harm to others by action or inaction