General Information

Req #
WD00026867
Career area:
Sales
Country/Region:
India
State:
West Bengal
City:
Kolkata
Date:
Tuesday, April 5, 2022
Working time:
Full-time
Additional Locations: 
* Kolkata - West Bengal - India

Why Work at Lenovo

Here at Lenovo, we believe in smarter technology that builds a brighter, more sustainable and inclusive future for our customers, colleagues, communities, and the planet.

And we go big. No, not big—huge.

We’re not just a US$70 billion revenue Fortune Global 500 company, we’re one of Fortune’s Most Admired. We’re transforming the world through intelligent transformation, offering the world’s most complete portfolio of smart devices, infrastructure, and solutions. With more than 71,500 employees doing business in 180 markets, 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

Responsibilities of the position:

Responsible for business enablement for the region (Volume, Revenue, Product mix & upsell, Retail experience , new projects implementation) – work with Regional Sales Managers and their teams to achieve goals for the overall region

Capacity planning & expansion: Plan and execute expansion strategy to deliver the stated business objectives .Setup New exclusive stores at the desired locations and target cities to match /beat competition presence. Expand presence at top multi-brand stores to gain Share of wallet and Share of shelf. Grow ASP at Retail.

  • Retail experience: Monitor and implement adherence to key retail hygiene metrics, own implementation of new retail projects to enhance experience. Accelerate Digital adoption at retail including new business models such as O2O.
  • Enable distribution coverage growth: Drive National and region level programs to grow coverage, T3 presence for Lenovo. Monitor and ensure Project Lakshya execution as a priority initiative.
  • Monitor & Grow Share of visibility, Share of Shelf, ISD quality & productivity. Collaborate with relevant teams to build plans for SOS, SOV and own Audit related actions
  • Services business: Drive services attach at manned stores along with sales teams & enable programs to grow services at unmanned stores.
  • Develop and maintain relationships with key retail/channel partners and roll up regular feedback on short term and long-term opportunities for Lenovo.

Key Performance Indicators

  • T3 Coverage goals and distribution capacity
  • Store productivity & premium/ASP delivery
  • New product time to market & placement
  • Multi-brand Share of wallet and share of shelf
  • Services Attach

3. Other dimensions:

  • Revenue:
  • Market Share:

4. Business stakeholders:

  • Internal: Sales teams, HO Channel & Marketing, product, Non PC team.
  • AP/WW:
  • External: Retail /Channel Mktg agency ecosystem

Head – Channel Business

Organizational Chart:

RCM –Retail

Sales Development Manager (East/West/North/South)

RSM 1

RSM 3

Sales Heads

RSM 2

RCM - Distribution

 

Specifications and requirements:

1. Education/ Qualification

  • Must Have:  Post Graduation
  • Desired: MBA from premier B School

2. Work experience

10+ years of  sales + Retail & Sales/marketing experience

3. Key functional/technical competencies:

  • Strong understanding & knowledge of PC/adjacent consumer category, channel business.
  • Strong 4P perspective and understanding/experience of driving linkages between product, marketing , sales functions
  • High level of customer focus with understanding of customer journey at retail.
  • Must have experience of managing sales and channel business at a regional/National level.
  • Must have proven knowledge and experience in store deployment, design, materials and understanding of elements of instore experience.
  • Must have the ability to make recommendations to effectively resolve problems or issues, by using judgment that is consistent with company
  • Strong presentation, sales, negotiation and influencing skills.
  • Experience in managing multiple vendors in deploying large-scale programs across multiple geos.

4. Key Behavioral competencies:

  • Leading and initiating action
  • Presenting and communicating information
  • Persuading and influencing
  • Adapting and responding to change
  • Strong collaboration

* Kolkata - West Bengal - India