Lenovo

Do you aspire to become part of the Benelux management team of one of the world’s largest IT companies that chooses to be different and better? At Lenovo we do what we say, we own what we do and we WOW our customers! We are looking for an ambitious leader who helps us reaching our goals and will be the driving force behind customer and partner success in Benelux.

Strategy and ambition:

Lenovo’s ambition is to be #1 across The Benelux in line with the company’s worldwide goals and market position. The way how to achieve this in Benelux is a key element in the assignment for the new leader, he or she will define the end to end business strategy and execute on it.

Job responsibilities:

The SMB and Channel Director leads the SMB end-customer segment (1-1000 workspaces) and the channel organization of BeNeLux. He/she is accountable for the total channel business results in BeNeLux (One Lenovo: PC, Infrastructure, services, S&P,...), including the following metrics; Revenue, Gross Margin and Operating Profit.

The primary focus and time spent is the Netherlands (estim. 90% of time). The channel team of Belgium-Luxembourg is led by a local channel leader, who is reporting into the new Channel & SMB Director (estim. 10% of time).

The new leader will be responsible for defining and execution the BeNelux Channel and Distribution Partner strategy (all BUs), including the following metrics; Channel Partner satisfaction, Distribution Partner satisfaction, Employee satisfaction as well as specific KPI’s that enable our growth strategy (Share of Wallet growth, Market Share development).

Scope:

The SMB and Channel leader has direct management responsibilities for Distribution Partner Management, Reseller Account Management, both customer facing and internal. The overall team has approximately 10 FTE’s and revenue responsibility is +200M US$.

Acitivities:

The Channel & SMB leader will be managing the key Channel Partners and Distribution relationships on a daily basis and ensure execution of the overall plans. Focus areas are; generation of new business (partners), driving synergies between Top Channel Resellers and Distribution Partners across The BeNeLux, and managing collaboration between Channel Partner Management, 4P (Category) Management and the Mid-Market (end user sales) team as well as drive relationships with large partners and integrators of workplace solutions as well as infrastructure solutions and CSPs.

Requirements:

Our new leader is proficient at planning, execution and a hands-on business manager. General Management skills are needed to drive the end to end business model for sell in, -through and sell out sales motions. Excellent collaboration skills are a must to successfully orchestrate and lead Marketing, Product Management and End User sales activities.

Responsibilities include:

• BeNeLux P&L SMB segment

• Execution of One Lenovo’s Channel Partner Program in The BeNeLux

• Building the overall Business Plan and strategy with a 1-2 year outlook

• Setting up of new partnerships, consolidate/reinforce/improve existing partnerships

• Build yearly, quarterly and weekly planning and forecasts with action plans to support the objectives

• Manage sell-in, through and sell-out with partners and keep inventory status healthy

• Work with Product/Price management to determine product line-up, price propositions, and gain margin sign-off for each customer play.

• Engage and maintain senior level relationships at Distribution and Channel Partners

• Build and develop your team through role-model behavior, can-do attitude and recognition for excellence

Required experience:

• International P&L- management and business planning

• Proven, successful commercial track record in international B2B Sales Management (10+ years)

• Channel, Distribution and Direct Sales competences and experience

• Solid network in the Distribution and Channel Partner market in Netherlands and within the Education and Public Sector eco system

• Experience in sales in more than one of the following IT portfolio's: PC's, Servers, Storage, Services, Collaboration and/or software solutions

• Ability to create and build value add propositions

• Fluent in Dutch and English, written and verbal.

Personal characteristics/skills:

• Creator of high confidence and belief

• Entrepreneurial spirit with a Will-to-Win and can-do attitude

• High energy, self-motivated, pro-active and anticipating

• Excellent presentation and communication skills as well as MS-Office skills.

• Team player, able to inspire, coach and develop team members

• Able to build a balanced and performing working environment

• Problem solver

• Data driven and analytical

What We Will Offer You:

• An open and stimulating environment within one of the most forward-thinking IT companies 

• Opportunities for career development & growth 

• Access to trainings for personal development 

• An international team with a high focus on Gender Diversity 

• Attractive compensation package and Performance based rewards 

We are looking forward to discussing this position with you soon!