Lenovo

The Relationship BM will report to the LA Category Leader, in the LA Category office, and will align with Relationship ISO Sales in LA. Additionally, they will interlock with the LA commercial Sales Leaders, LA Country GM’s, LA Product teams, Ops, GSC and Finance. This role will be focused on standing up eCommerce in key LA countries (Brazil & Mexico to start).  

Responsibilities:

E-Commerce      

• Market and competitive analysis to identify and prioritize opportunities to further develop the Ecommerce Consumer business
• Work with both the LA Category and Ecommerce teams to build eCommerce website and build a product portfolio that complements the country line up
• Identify growth areas for the Ecommerce business
• Detailed quarterly sales-in/sales-out planning
• Ordering quarterly ranges and replenishment stock to ensure that the latest products are available on Lenovo.com and there are no gaps in the on-site line up
• Inventory management, working with the relevant teams to sell to forecast and managing aged and inventory targets
• Weekly tracking of the results and drive of corrective actions
• Communicate and present portfolio and product updates to Online Sales Managers & wider Ecommerce team
• Ensuring a competitive price structure for the products, considering ISG & Category strategy targets
• Active management of the product life cycle and design of the transition to new products, considering maximization targets for sales and profit
• Close cooperation with the LA Category team, LA & Global Ecommerce teams, and Ecommerce Sales team

Quarterly Business Plan

• Support sales teams creating a sustainable quarterly business plan for large Relationship deals considering the different aspects such as product portfolio mix, Channel integration.
• Optimize business plans and large Relationship deals for profit
• Crosscheck shipped vs. planned on weekly basis to continuously improve planning and (over-)achieving our targets
• Working with demand planning and product management teams to ensure hitting market share IDC objectives, driving demand on available platforms and ensuring demand is not building on existing inventory issues
• Work with procurement and vendor suppliers to obtain competitive price for targeted deals

Forecast

• Monitor names Relationship business vs KPI’s
• Material: Close collaboration with markets and demand planning team for bi-weekly FCST updates
• Follow up on Pipeline quality  
• Finance: Involve in the market Category forecast submission to finance for the monthly Mx, (0-3) updates

P&L

• Develop a good/deep understanding of Relationship P&L (down to TMC) as well margin structure per deal
• Scrutinize negative deals to ensure NA P&L is invested in highest volume returns

Outbound

• Ensure setting right level of external activities and follow up on KPI’s
• Work with sales, marketing, finance to support some external Customer activities

Customer Sat.

• Support sales teams with Feedback and drive away roadblocks for highest Customer Satisfaction
• Drive operational excellence for large Relationship deals to allow Sales leaders to grow customer account

Requirements:

• Minimum Bachelor Degree
• At least 6 years previous experience in Sales, Sales Management in region
• Excellent interpersonal and communications skills
• Entrepreneurship and with a high degree of self-motivation and drive
• Proficiency in Excel, and other office applications
• Strong analytical skills and detail oriented
• Strong x86 Server expertise and related ecosystem
• Solid understanding of Server software products (i.e.: OS, Cloud, etc.)

Preferred Qualifications:

• Master’s Degree in Business Administration, or equivalent
• Experience working with large relationship accounts
• Ability to work in a matrix organization