Business Development Manager

2 weeks ago

Ho Chi Minh City, Ho Chi Minh, Vietnam Tech Data Full time

The Business Development Manager is the main interface between Tech Data partners & Supplier, including the End Customer of the Partner.


The BDM has overall responsibility for achieving the sales & profit targets for the related product groups and creating the highest return for both Tech Data & the supplier.

BDM is primarily responsible for business expansion in support of the supplier sales strategy.

Develops and maintains business relationship by providing solutions in product line/s to achieve a defined strategy and business financial objectives.

The BDM is responsible for the complete sales cycle with an aim to maximize revenue, Net Gross Profits & Customer satisfaction by developing deep relationships with key people in the supplier organization, partners and end customers.

Will be handling suppliers independently clearly focusing on delivering top-class value-added services.

Principal Responsibilities:

Planning -

  • Create business plans for the supplier product group and associated services.
  • Create territory plans for the Account Management teams to focus on achieving the maximum levels of revenue and margin, achieving industry leading partner satisfaction and exceeding quarterly targets.
  • Work in close collaboration with internal Technical Sales and renewal Inside Sales teams.
  • Development & implementation of sales enablement programs for Tech Data and partners.
  • Develop Market Communication along with the Marketing team specific to the Brand within the Product Group.
  • Identify potential Customers for Autodesk Products in assigned Territories & key contact points
  • Development and implementation of marketing programs to support product group objectives.

Execution -

  • Implementation of business plans that helps achieve agreed supplier revenue targets and generate the planned profit outcomes.
  • Work with partners to develop sales competencies and help close deals through "hands on" involvement & coaching. This will also include working directly with end user customers along with the partner.
  • Negotiate skillfully, promote/sell ideas persuasively, and close transactions with mutually beneficial results.
  • Together with Technical sales team, execute technical presentations for end customers and provide basic Pre-Sales Support to ensure sales in a professional and effective manner.
  • Track and initiate specific sales programs designed to build sales pipelines for both Tech Data and the partners.
  • Drive & review opportunity pipeline with each partner in consistent weekly sync up rhythms.
  • Working closely with the Account Management Team to assess the skills of the business partner across their sales & technical staff and where deficiencies exist, arrange the necessary training to be delivered by Tech Data to the partners.
  • Ensure that executive business relations between supplier and partners are of the highest order, are proactive and that the engagement is continually monitored so that new initiatives can be introduced, as required.
  • Ensuring highest and continuously improving levels of supplier and partner satisfaction.

Administration -

  • Maintenance of an accurate pipeline & business forecast by product/s within the group.
  • Achieves and maintains sales certifications for relevant product groups when required
  • Works with Sales Support and Sales Operations to provide support where necessary to ensure timely logging in of orders and billing.
  • Adhere to Tech Data policies and compliance requirement.
  • Measurement and maintenance of critical product group performance data in order to ensure that Tech Data meets supplier commitments and fully leverages all commercial opportunities from rebates and other vendor investment initiatives.

Knowledge and Skills:

  • Expert Knowledge of Tech Data's Products, Solutions and Services within the designated product lines
  • Knowledge to deliver strategic solutions for specific brand, identify new partners, suppliers, or end customers for a portfolio of the most complex accounts.
  • Excellent written and oral business communication skills
  • Exemplary Computational Skills & Business Acumen for provision of various reports for the purpose of commercial decision making.
  • Build
- maintain high Customer Satisfaction (Internal and External)

  • Product Knowledge & Industry Knowledge are added advantage
  • Customer connects in Architecture, Engineering & Construction companies, Media & Entertainment is added advantage
  • To maintain and promote social, ethical & organizational standards in conducting internal & external business activities.
  • Work independently with minimum supervision and able to build solid, effective working relationships with others (externally & internal colleagues)
  • Exhibit ability to be sensitive to the needs, concerns, and feelings of others.

Experience:

  • Minimum 6+ years of experience in handling Product and/or Solutions Sales with channel experience.
  • Relevant vendor/product sales certifications are an added v

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