General Information

Req #
Career area:
Tuesday, September 7, 2021
Working time:

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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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