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. Find more information about us on our page: And watching the following Business Sector ManagerThe aim of the role is to own the relationship with the named Vendors on behalf of Arrow ECS, including the management of any Business Managers, Business Development Managers, and Internal Product Specialists that support the sales of the Vendor Portfolio.What will you be doing at Arrow ECS?
• Meet/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 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/move business through Arrow ECS).
• In conjunction with Arrow ECS Operations, negotiate favorable commercial terms with the Vendor.
• Ownership and reporting on your Vendors including forecasting, monthly predictions and the weekly Big Deal Tracker with accurate and timely information.
• 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 VAD’s
o Information Flow to the Sales & Vendor Team
o Introduction of New products/solutions
o New routes to market
o Renewal sales & management
o Partner recruitment and Sales enablement (both Internal & External)
o Professional services (including pre and post sales support)
o Education
o New Partner types (i.e. SI, SAAS, providers, ISV’s, etc)
• Validate the sales forecasts, produced through individual Partner Account Plans, with each Vendor.
• Participate in the identification & recruitment of new Vendors and/or Partners, including the provision written business proposals, business plans and on-boarding documentation.
• Understand the Vendor’s business including core strategy, financial performance, business/growth goals and total UK revenue (including Arrow ECS’s share of wallet by revenue and product mix).
• Management of Soft Margin Programs and Vendor VAD’s to maximize full GM%
• Understand the structure of the Vendor’s sales organisation so that Arrow ECS can both align itself and engage with the Vendor accordingly to maximize sales of the Vendors products, services and solutions into the existing Partner base.
• Conduct monthly 1-1 business reviews with your named Vendors to ensure key performance metrics and objectives set out in the Generic Vendor Business Development Plan are on track.
• Position Arrow ECS to become the trusted adviser to senior decision makers within your Vendors to the point where they are receptive to receiving our advice on the strategic direction of the business in their particular markets.
• Interface with all contact points within your Vendors from senior decision makers, sales, marketing, professional services, education and operations through to finance with a view to getting higher, wider and deeper into each Vendor.
• Interface with Vendor Partner Manager, including Vendor relationship mapping for named Partner accounts.
• Manage a team of Business Mangers 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 assist them in achieving their responsibilities.
• Ongoing performance management to include the identification of skills shortages, provision of feedback and future development opportunities.
• Set/Agree sales targets for team and approve commission achievements (ensuring the commission payouts do not exceed sales achievements).
• Manage and monitor each of your Team Member’s activities within their territory base to ensure they are maximising their time in the most efficient manner.
• Work closely with each of your Team Member’s to ensure that they:
o Capable of articulating the overall value proposition of Arrow ECS and our predefined company solutions.
o Capable of articulating the overall value proposition of the Vendors and their solutions into the Partners.
o Understand the Vendor’s business including core strategy, financial performance, business/growth goals and total UK revenue (including Arrow ECS’s share of wallet by revenue and product mix).
o Interfacing with the Vendor Partner Manager, including Vendor relationship mapping for named Partner accounts.
o Leveraging the Vendor Territory Sales People within the named Partner accounts for each Vendor.
o Support the Sales Team to maximize sales of the Vendor portfolio into the Partners to include (a) all products, solutions and services of the Vendor, (b) all predefined company solutions where the Vendor’s product constitutes a critical component of the solution and (c) all relevant Vendor programs and initiatives to leverage the profitability and growth within each of the Sales Team’s Partners.
o Are working with the Sales Team and their Partners to plan out and create an agreed Partner Specific Vendor Business Development Plan that will increase sales of the Vendor’s products, solutions and services into the Partners that fully leverages the combined resources, expertise, strengths and differences of the Vendor, the Partners and Arrow ECS.
o Understand each Partner Account Plan and how it relates to the sales of the Vendors product, services and solutions.
o Are attending (as pre-agreed with the relevant Sales Team ), regular meetings within the Partners to include QBR’s, Executive, Marketing, Finance and Technical in order to drive the Partner Account Plan.
o Fully understand the Partner ecosystem for each Vendor Business Development Plan to include (a) supporting the Sales Team (b) the underlying Partner Account Plan and (c) those Vendor programs and initiatives that will enable the Sales Team to leverage profitability and growth within each Partner.
o Maintain regular communications with the Sales Team for the named Partner accounts where they play a supporting role to include (a) forecasting and update of the Partner Account Plan and Partner Specific Vendor Business Development Plan, (b) the co-ordination of their combined contact into each Partner and (c) the co-ordination of all actions set out in the Partner Specific Vendor Business Development Plan.
• Support your Team Member’s to ensure they meet their revenue and margin targets for the Vendors and maximize sales of the Vendor portfolio into named Partner accounts (“Partners”) to include (a) all products, solutions and services of the Vendor, (b) all predefined company solutions where the Vendor’s product constitutes a critical component of the solution and (c) all relevant Vendor programs and initiatives to leverage the profitability and growth within each of the Partners.
• Work closely with your Team Member’s to plan out and create Vendor Business Development Plans that will increase sales of the Vendors products, solutions and services.
• Profile and align named Partner accounts against the Generic Vendor Business Development Plan.
• Work closely with your Team Member’s to plan out and create a series of Partner Specific Vendor Business Development Plans that will both increase sales of the Vendors products, solutions and services and that fully leverages the combined resources, expertise, strengths and differences of the Vendor, Arrow ECS and the Partner.
• Work closely with the Arrow ECS marketing division to gain their marketing input into both the Generic Vendor Business Development Plan and the Partner Specific Vendor Business Development Plans.
• Provide input to the Divisional Director on strategic direction, industry trends and emerging opportunities within your Vendor specialisations.
• Conduct monthly 1-1 business reviews with your Team Member’s to ensure key performance metrics and objectives set out in the Generic Vendor Business Development Plan and Partner Specific Vendor Business Developments Plan are on track to include:
o Revenue and gross margin including Soft Margin Tracking and position against Vendor VAD’s
o Business plan performance and action needed to achieve goals
o Time utilisation across the territory
• Provide a valuable & concise monthly management report to the business.
• Full understanding of (a) all complimentary Vendor offerings across the Arrow ECS portfolio and (b) the structure of the Arrow ECS sales organisation, in order that you can best leverage this knowledge to maximize sales of the Vendors products, services and solutions into the Partner base.
• Ensure your Team Member’s are leveraging the Vendor Territory Salespeople within the named Partner accounts for each Vendor.
• Regular communications with your Divisional Director and the Sales Management Team within Arrow to ensure that you are jointly maximizing the sales of your Vendor’s.
• Where required, support Arrow ECS OSM’s to comply with the Vendor contract.
• Work to achieve, in conjunction with Divisional Directors, all ongoing commercial objectives of the Vendor contract.
• Responsible for Vendor escalations.
• Responsible for ensuring, both personally and through your team, the education of all relevant departments ( i.e. Sales, Purchasing, Q & C, Sales Support, Finance) on the following elements of your Vendor ecosystem:
o Vendor programs and lifecycles
o Product knowledge and roadmaps
o Provide site sellers covering key product & service USP’s
o Process Enhancement
o Q & C Cross Sell & Up Sell where possible
o Product Categorisation
o Renewals ManagementWhat 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, GymflexReliable & 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. #LI-KB1Location:UK-Newmarket, United Kingdom (Fordham Rd)Time Type:Full timeJob Category:Sales
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