Business Development Lead [Indonesia]

 

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Job Purpose:

The role has the primary responsibility to maximise the profit outcome of the vendor/s assigned, but also be mindful of attaining mutually agreed revenue goals to support vendor targets. This outcome may be achieved by a variety of means and is in some part reliant on the business acumen of the individual to identify and capitalise on opportunities - both short and long-term.

While responsible for revenue outcomes, the position is responsible for managing a group of technologies and has the overarching relationship with the vendor.

The role also undertakes autonomous business activities to drive the Company's business as well as business for the vendor.

Responsibilities:

The role owns the overall strategy for the Company for their particular group of vendor(s). Within the Company, any matters that require escalation to the vendor(s) is undertaken by this role. This is a key sales enablement role and is a critical role for the success of the Company and the particular vendor(s).

• Responsible for developing and owning the overall strategy of a particular vendor(s) for the Company.
• Responsible for managing the profit and loss of all applicable vendors including current and new vendors.
• Develops strategies to on-board new vendors and manage new vendor activities.
• Continues to own the services relationship of the vendor(s) until the point where the growth results in a separate P&L.
• Work with Business Unit Director, Vendor Business Executive, Vendor Operations Executive and Client Executives to analyse and profile the Company's current partner list related to your current vendor/s, and determine ownership of the relationship for partners.
• Manages the business planning and Creation of business plans for the vendor/s product group, ensuring input from all key stakeholders. This plan should be reviewed regularly and tied into a structured quarterly business review (QBR), as prepared by the Vendor Business Executive.
• Development and implementation of sales enablement programs for the Company and partners, along with the understanding of the marketing programs and events as developed by the Vendor Business Executive, Vendor Operations Executive respectively to support the vendor/s objectives.
• Creation of joint initiatives with our vendor/s and business partners
• Implementation of business plans that achieve agreed vendor/s revenue targets and generate the planned profit outcomes, along with the achievement of revenue plans by vendor/s.
• Ensure that executive business relations with vendor/s partners are of the highest order, are proactive and that the engagement is continually monitored so that new initiatives can be introduced as required.
• In order to execute business management ownership it will be necessary to maintain knowledge of sales processes, proposals, pipeline management and partner engagement.
• Creates the strategy to recruit new partners for your assigned vendor by leveraging industry news, events and the Company's recruitment campaigns/activities in face to face meetings.
• Agree to take ownership of large and complex opportunities with an aim to hand the order processing and delivery responsibility to the Business Development Representative.
• Work with Partners to develop sales competencies and help close deals through "hands on" involvement and coaching. This will from time to time include working directly with end user customers along with a Partner.
• Regularly instigate, track and implement specific sales programs designed to build sales pipelines for both the Company and the partner.
• Ensuring highest and continuously improving levels of vendor/s and partner satisfaction including the execution and running of the QBR.
• Ensure the the Company's pipeline management and CRM tool are updated and used pro-actively to drive business engagements.
• Measurement and maintenance of vendor/s performance data in order to ensure that the Company meets its vendor/s commitments and fully leverages all commercial opportunities for rebates and other vendor investment initiatives.
• Ensures accurate business forecasting and business planning for product groups with vendors to the Business Development Representative.
• Be the advocate and champion for the relevant vendor/s in the Company and be the advocate the Company within the relevant vendor/s community.
• Provide direction, development and support to ensure the direct team is performing at optimum levels for the relevant product group. This will require a close working relationship with the Business Unit Director.
• Provide an appropriate example of management, by way of behaviours, to the team.
• Undertakes autonomous business activities to drive the Company business as well as business for the vendor as outlined in the key performance indicators each year.

Knowledge, Skills and Experience:

• Bachelor's Degree qualification would be preferred.
• Minimum High School certificate.
• Diploma in IT or related field would be highly regarded.
• Minimum 6 years' experience within IT distribution as an outbound account manager or BDM with a customer service orientation.
• Appropriate vendor product sales certifications.
• A good understanding of the channel business and reseller partner relationships.
• A good understanding of the Vendor product range you represent.
• Experience in managing people and providing team leadership and guidance.
• Good presentation and negotiation skills.
• Ability to self manage, plan and to close deals.
• Strong management attributes including sound business acumen and results orientation

What's In It For You?

• Elective Benefits: Our programs are tailored to your country to best accommodate your lifestyle.
• Grow Your Career: Accelerate your path to success (and keep up with the future) with formal programs on leadership and professional development, and many more on-demand courses.
• Elevate Your Personal Well-Being: Boost your financial, physical, and mental well-being through seminars, events, and our global Life Empowerment Assistance Program.
• Diversity, Equity & Inclusion: It's not just a phrase to us; valuing every voice is how we succeed. Join us in celebrating our global diversity through inclusive education, meaningful peer-to-peer conversations, and equitable growth and development opportunities.
• Make the Most of our Global Organization: Network with other new co-workers within your first 30 days through our onboarding program.
• Connect with Your Community: Participate in internal, peer-led inclusive communities and activities, including business resource groups, local volunteering events, and more environmental and social initiatives.

Don't meet every single requirement? Apply anyway.

At Tech Data, a TD SYNNEX Company, we're proud to be recognized as a great place to work and a leader in the promotion and practice of diversity, equity and inclusion. If you're excited about working for our company and believe you're a good fit for this role, we encourage you to apply. You may be exactly the person we're looking for!

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