Position
Business Manager
Job Description
Arrow’s Enterprise Computing Solutions (ECS) business is a global technology enablement company that brings innovative IT solutions to the market to solve complex business challenges. We deliver value-added distribution, business consulting, and channel enablement services to the world’s leading technology manufacturers and their channel partners that serve commercial and government markets.
What will you be doing at Arrow ECS?
Vendor Side
Sales
* Meet or exceed revenue and margin targets for products and services for new and renewal business for the Vendor lines that you have responsibility for.
* Articulate Arrow ECS’s overall strategic objectives and explain how the Vendor can benefit from that approach in the context of their own product, solution and market focus.
* Maximise opportunity for fulfillment business (i.e., switch or move business through Arrow ECS).
* In conjunction with Arrow ECS Operations, negotiate favorable commercial terms with the Vendor.
* Own and report on your Vendors including forecasting, monthly predictions and the weekly Big Deal Tracker with accurate and timely information.
Development
* Work closely with your Vendor Partner Manager to plan out and create a Vendor Business Development Plan that will increase sales of their products, solutions and services to include:
o Agreeing Sales targets and Vendor VADs
o Information flow to the Sales & Vendor Team
o Introduction of new products/solutions
o New routes to market
o Renewal sales and management
o Partner recruitment and sales enablement (both internal and external)
o Professional services (including pre and post sales support)
o Education
o New Partner types (e.g., SI, SaaS, providers, ISVs, etc.)
* Validate the sales forecasts, produced through individual Partner Account Plans, with each Vendor.
* Participate in the identification and recruitment of new Vendors and/or Partners, including the provision of written business proposals, business plans and onboarding documentation.
Arrow Side
* Manage a team of Business Development Managers and support them in the execution of business plans as well as the management of their external and internal sales team. Coach and mentor them to achieve their responsibilities.
* Support your team members to ensure they meet their revenue and margin targets for the Vendors and maximize sales of the Vendor portfolio into named Partner accounts, including all products, solutions and services of the Vendor and all relevant Vendor programs and initiatives.
* Work closely with your team members to plan out and create Vendor Business Development Plans that will increase sales of the Vendor’s products, solutions and services.
What are we looking for?
* Delivers results
* Customer service excellence
* Influence and relationship building
* Business acumen
* Selects and develops talent
* Dealing with ambiguity
* Managerial courage
* Motivating others
* Champions continuous improvement
What is in it for you?
* Competitive and attractive employee compensation package – salary consists of base and variable compensation.
* Benefits: People Points, Tastecards, CanadaLife – Life Works, Ride2Work, Gymflex.
* Reliable and trusting work environment.
* Cooperative team with flat structures and communication.
* Professional and personal development.
Arrow is an equal opportunity employer and is committed to creating an inclusive and diverse working environment by providing equal employment opportunities for all qualified persons.
Location: UK-Newmarket, United Kingdom (Fordham Rd)
Time Type: Full time
Job Category: Sales
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