General Information

Req #
WD00011476
Career area:
Sales
Country:
India
State:
Karnataka
City:
BANGALORE
Date:
Tuesday, September 7, 2021
Working time:
Full-time

Why Work at Lenovo

Here at Lenovo, we believe in smarter technology for all, so we spend our time building a society that’s brighter and more inclusive. 

And we go big. No, not big—huge.

We’re not just a Fortune Global 500 company, we’re one of Fortune’s Most Admired. We’re in 180 markets, working with 63,000 brilliant colleagues and counting. And we’re known for the world’s most complete portfolio of smart technology, from devices to software to infrastructure.

With our ingenuity, we help millions—not just the select few—experience our version of a smarter future. 

The one thing that’s missing? Well… you...

Description and Requirements

                                                                                Job Description

Job title: Key Account Manager – Online Business

Job objective:

To manage the commercial relationship with existing Lenovo Authorized Online Business Partners. Proactively contacting clients to maintain a consistent high level of service delivery, whilst identifying further new business opportunities.

Position summary:                                                                           

Business unit: Consumer

Function: Sales

Job Family: Sales-General

Geographical area of work: All India

Travel Requirements: All  India

Remote work environment (Y/N):  N

Position Reports to: Head of Online, Consumer BU

Responsibilities of the position:

  • Joint business planning with platform on a regular basis to ensure Sellout & Sellthrough objectives are achieved on weekly/monthly/quarterly basis as per plan
  • Tracking Key online metrics and ensuring partners are achieving set objectives.
  • Working with T1 Distributors to ensure stock availability as per plan and partner requirements.
  • Managing the portfolio to ensure profitability for the partner and the business.
  • Monitoring the day to day commercial performance of each account within a portfolio. Maintaining the revenue and gross profit of each account ensuring they remain profitable in line with annual targets, exhausting all additional revenue streams opportunities.
  • Regularly liaising with existing clients to identify new business opportunities.
  • Identifying new solutions to offer to clients to extend existing services across Product portfolio
  • Progressively manage an opportunity pipeline, closing all possible opportunities to achieve Revenue / Unit  targets  in line with  weekly/ Monthly /quarterly objectives
  • Provide detailed information and reports to the team and reporting manager as & when required.
  • Daily liaison with other members of the team to provide information and ensure that customers receive excellent customer service and suppliers provide consistent services.
  • Advising on changes and trends in the marketplace and the activities of competitors. ( Competitive landscape Mapping/ Market Intelligence)

Key Performance Indicators:

  • Lenovo Share of Wallet  in the online market & with Aligned Business partners on PC business
  • Business mix ( Premium mix/ Accessories attach)
  • Predictability  & Linearity of Business (Weekly/ Monthly/ Quarterly)
  • Management of business output  across multiple partners and geographies in line with set objectives

3. Other dimensions:

  • Revenue: 800Cr
  • Market Share: 20%
  • Budget:
  • Team size: Individual Contributor
  • Number of partners: 1 platform; 1 seller partner; 2-3 T1 distributors

4. Business stakeholders:

  • Internal: Online vertical - Consumer/ product management team/ Services.
  • AP/WW: NA
  • External: Customers, Online BPs/ T1 Distributors/ category teams ( Platforms)

Specifications and requirements:

1. Education/ Qualification

  • Must Have: Bachelor’s degree in marketing, communications, business administration or a related discipline and/ or MBA
  • Desired: Full time MBA from a top B-School

2. Work experience

8+ years of marketing and sales experience in IT / Telecom/ Appliances  industry

3. Key functional/technical competencies:

  • Ability to multi-task, research and analyze business at a macro level and execute plans at a micro level
  • Rigour of sales execution, Strong focus on managing field level complications and resolving issues in best interests of the organization and key stakeholders.
  • Strong presentation, sales, negotiation and influencing skills
  • Computer experience (Excel, Word, Outlook, PowerPoint, Internet)

4. Key Behavioral competencies:

  • Persuading and influencing
  • Innovating and researching
  • Adapting and responding to change
  • Achieving personal work goals and objectives
  • Leading and initiating action
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