Description and Requirements
We’re looking for a Distribution Sales Manager to join our award-winning Channel Sales Team, based in Farnborough, Hampshire. Our Distribution Sales Manager is accountable for the operational excellence, strategic alignment and organisational activities required to deliver success through our distribution partner network. With over 95% of our B2B business moving through the distribution team, this role is critical to our organisation.
The successful candidate will serve as a key advisor to the Channel Team, shaping the business's direction. Reporting to the UKI SMB and Channel Sales Director
Responsibilities:
1. Accountable for business growth, market share and revenue in our Distribution Business Partner network across both Intelligent Devices and Infrastructure Solutions Groups
2. Optimising resources to ensure effective Partner management and development, to deliver best-in-class outcomes
3. Build strong relationships with our Distribution Partners
4. Demonstrate an in-depth knowledge of IT distribution and become our focal point
5. Manage our Distribution Partner External Account team, from an operational and strategic perspective
6. Develop a performance-driven culture that drives the delivery of ambitious team goals and ensures we have the best distribution sales organisation in the industry
7. Coach and support your team to develop key and/or difficult opportunities
8. Put in place processes and procedures to ensure that Distribution partners are handled in the most effective way.
9. Instil discipline around account planning and account management.
10. Providing hands-on inspirational leadership to ensure that the business pulls in one direction to achieve targets and goals.
Position requirements:
11. Strategic Sales Planning & Implementation - Provides input to the development of strategic sales plans that reflect our business strategy. Advancing revenue goals, market share and achieving profitable growth.
12. Budget Management & Cost Optimisation – Maximise business performance within set spending and investment guidelines
13. Business and Financial Acumen – Exhibits authoritative business and financial acumen to develop meaningful business recommendations.
14. Understand commercial drivers of distribution partners and balance with our business objectives
15. Change Management - Acts as an advocate for innovation and change across the Channel Team.
16. Problem Solving - Approaches problems in a rational manner using sound strategies that ensure comprehensive understanding and effective resolution.
17. Leadership - Able to lead effectively in a complex environment and deliver results; Able to influence both with and without direct authority; Able to balance between competing priorities and be flexible and creative; Able to drive team performance to be considered as industry leading
Education And Experience:
18. You’ll be a recognized, highly motivated, and successful individual and team member who has a winning history in the IT industry
19. 5-10 years proven track record of high tech. product sales experience into the Channel within the Reseller or Distribution community
20. Strategic acumen gained from managing Channel Strategies via a Vendor or Distributor
21. A track record of interfacing at C-level with UK Resellers and/or distributors
22. A depth and breadth of understanding of IT systems and IT industry players
23. Experience of introducing operational vigor, from a process and control perspective to a multi-functional, multi-disciplined sales team
24. Exposure to sales forecasting, self-management, team working and time management in a complex matrix environment
25. The ability to manage a remote team to maximize motivation and ultimately drive performance
Personal Characteristics:
The role requires an individual with the gravitas and charisma to lead a sales team selling into strategic Distribution partners. The ability to be both operational and strategic in their approach to sales management.
What Lenovo will offer:
26. An open and stimulating environment within one of the most forward-thinking IT companies in the world
27. Trust and independence
28. Flat structures and fast decision-making processes
29. An international team with a high focus on Diversity
30. An attractive compensation package