Our client, an international ICT company that offers the full range of international branded
products, from core technologies of switches and routers, to the advanced technology
products, security, IP telephony, storage, optical and wireless.
products, from core technologies of switches and routers, to the advanced technology
products, security, IP telephony, storage, optical and wireless.
The company offers its partners extensive sales support including pre- and post-sales
technical expertise, dedicated product management and logistics and incentive programmes,
Vendor Business Manager’s overall job purpose is to meet and overachieve on the
company’s Sales Target
technical expertise, dedicated product management and logistics and incentive programmes,
Vendor Business Manager’s overall job purpose is to meet and overachieve on the
company’s Sales Target
Work Location: Relocation approved, East Africa (Tanzania) acceptable, Kenya preferred.
Job Responsibilities
Vendor Focus
• Collaboration with outsourced international brand inside Sales Acct Manager,
Distribution Acct Manager, Territory Business Manager to execute outsourced
international brand Recruit, Enable, Grow initiatives and accelerate sales at the long tail
(unmanaged partners) of the company
• Collaboration with outsourced international brand inside Sales Acct Manager,
Distribution Acct Manager, Territory Business Manager to execute outsourced
international brand Recruit, Enable, Grow initiatives and accelerate sales at the long tail
(unmanaged partners) of the company
• Attend weekly sales & forecasting meeting; sales support to Disti general sales team,
assist/train Disti call centre agents, etc
• Joint quarterly activity execution planning with monthly reviews – leverage PL CIR &
MBO investment (initiatives jointly funded with outsourced international brand )
• Facilitate focused list of partners to develop new revenue streams
Channel Focus
• Develop opportunities with unmanaged partners and manage healthy pipeline
• Dedicated outsourced international brand resource focused on UnNamed Business
through UnManaged Partners (Disti Led)
• Establish own Partner led goal within Distributor
• Focus on driving outsourced international brand run rate business in SMB/Commercial
segment
•
Carry out analysis and identification of gaps & opportunities to increase market
penetration – increase # of unnamed customers
•
Increase reseller breadth – long tail Recruitment, Re-Certification, Partner Onboarding
& Activation
•
Sales & Technical enablement – IDEA Program, Select Bootcamps, Partner Onboarding,
etc
•
100% utilisation of key outsourced international brand Programs, Tools & Resources
•
Demand Generation with focused list of partners
•
Increase deal value size Develop local promotions, incentives, to generate sales
Marketing
•
Work with company Marketing on consistent weekly communications of new products,
news, programs, promotions, tools, etc
•
Increase frequency of purchase
•
Joint quarterly activity execution planning with monthly reviews – leverage outsourced
international brand PL CIR investment
• Develop opportunities with unmanaged partners and manage healthy pipeline
• Dedicated outsourced international brand resource focused on UnNamed Business
through UnManaged Partners (Disti Led)
• Establish own Partner led goal within Distributor
• Focus on driving outsourced international brand run rate business in SMB/Commercial
segment
•
Carry out analysis and identification of gaps & opportunities to increase market
penetration – increase # of unnamed customers
•
Increase reseller breadth – long tail Recruitment, Re-Certification, Partner Onboarding
& Activation
•
Sales & Technical enablement – IDEA Program, Select Bootcamps, Partner Onboarding,
etc
•
100% utilisation of key outsourced international brand Programs, Tools & Resources
•
Demand Generation with focused list of partners
•
Increase deal value size Develop local promotions, incentives, to generate sales
Marketing
•
Work with company Marketing on consistent weekly communications of new products,
news, programs, promotions, tools, etc
•
Increase frequency of purchase
•
Joint quarterly activity execution planning with monthly reviews – leverage outsourced
international brand PL CIR investment
•
Facilitate focused list of partners to develop new revenue streams
•
Execute on outsourced international brand MBOs
Facilitate focused list of partners to develop new revenue streams
•
Execute on outsourced international brand MBOs
Technology Focus
• Develop sales depth and breadth across Commercial (Foundation and Advanced
Technology)
• Develop sales depth and breadth across Commercial (Foundation and Advanced
Technology)
Job Requirements
Ideal candidate should have a BSc degree Sales/ and Marketing with extensive sales
experience in the IT industry (more than 5 years). The experience should entail Sales
management (with a One-to-many bias); face-to-face selling and group presentations; a bit
of Sales, a lot of marketing in a technical IT environment; and proven track record in
managing multiple opportunities and ability to negotiate and close deals. The candidates
should be computer literate and have Intermediate MS Office. Other attributes will include;
• Strong written, verbal communication skills. (English a must, French a plus)
• Ability to travel as needed
• Ability to facilitate building and maintaining relationships
• Analytical minded with high levels of attention to detail; prominent sense of urgency;
organisational awareness and adequate ICT industry knowledge
• Cross-functional skills
experience in the IT industry (more than 5 years). The experience should entail Sales
management (with a One-to-many bias); face-to-face selling and group presentations; a bit
of Sales, a lot of marketing in a technical IT environment; and proven track record in
managing multiple opportunities and ability to negotiate and close deals. The candidates
should be computer literate and have Intermediate MS Office. Other attributes will include;
• Strong written, verbal communication skills. (English a must, French a plus)
• Ability to travel as needed
• Ability to facilitate building and maintaining relationships
• Analytical minded with high levels of attention to detail; prominent sense of urgency;
organisational awareness and adequate ICT industry knowledge
• Cross-functional skills
If you meet the minimum requirements, kindly forward your application and CV AS
ATTACHMENT through email ONLY, CLEARLY INDICATING THE ROLE YOU ARE
APPLYING FOR AS WELL AS THE COUNTRY ON THE SUBJECT LINE to
recruitkenya@kimberly-ryan.net by 3 June 2011. Please note that ONLY shortlisted
candidates will be contactedATTACHMENT through email ONLY, CLEARLY INDICATING THE ROLE YOU ARE
APPLYING FOR AS WELL AS THE COUNTRY ON THE SUBJECT LINE to
recruitkenya@kimberly-ryan.net by 3 June 2011. Please note that ONLY shortlisted
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