Overview
Position: Business Manager
Arrow's Enterprise Computing Solutions (ECS) is a global technology enablement company that delivers value-added distribution, business consulting, and channel enablement services to technology manufacturers and their channel partners serving commercial and government markets. For more information, see arrow.com/globalecs/ and Arrow Corporate Video on YouTube.
What will you be doing at Arrow ECS?
The role aims to own the relationship with named Vendors on behalf of Arrow ECS, including management of the Business Development Managers and Internal Product Specialists who support the sales of the Vendor Portfolio.
Vendor-side responsibilities
* Sales
o Meet/exceed revenue and margin targets for products and services for the Vendor lines you are responsible for (new and renewal business).
o Articulate Arrow ECS's strategic objectives and how the Vendor benefits from that approach in the context of their product, solution, and market focus.
o Maximise opportunity for fulfillment business (drive switch/move business through Arrow ECS).
o Negotiate favorable commercial terms with the Vendor in conjunction with Arrow ECS Operations.
o Own and report on Vendors including forecasting, monthly predictions, and the weekly Big Deal Tracker with accurate information.
* Development
o Work with your Vendor Partner Manager to plan and create a Vendor Business Development Plan to increase sales of their products, solutions, and services, including:
+ Agreeing sales targets and Vendor VADs
+ Information flow to the Sales & Vendor Team
+ Introduction of new products/solutions
+ New routes to market
+ Renewal sales & management
+ Partner recruitment and sales enablement (internal & external)
+ Professional services (pre and post sales support)
+ Education
+ New partner types (e.g., SI, SAAS, providers, ISVs, etc.)
o Validate sales forecasts produced through Partner Account Plans with each Vendor.
o Participate in identifying and recruiting new Vendors/Partners, including written proposals, business plans, and onboarding documentation.
Arrow-side responsibilities
* Manage a team of Business Development Managers and support their execution of business plans and management of their external/internal sales teams. Coach and mentor to help them achieve responsibilities.
* Support team members to meet revenue and margin targets for the Vendors and maximize sales into named Partner accounts, covering:
o All Vendor products, solutions, and services
o All predefined company solutions where the Vendor product is a critical component
o Vendor programs and initiatives to drive profitability and growth within each Partner
* Collaborate with team members to plan and create Vendor Business Development Plans to increase sales of the Vendors’ 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 – base salary plus variable compensation.
* Benefits: People Points, Tastecards, CanadaLife - Life Works, Ride2Work, Gymflex
* Reliable & trusting work environment
* Cooperative team with flat structures and open communication
* Professional and personal development
Do you see yourself as our future colleague? If yes, send us your application. 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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