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Description and RequirementsThe 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 businessWork with both the LA Category and Ecommerce teams to build eCommerce website and build a product portfolio that complements the country line upIdentify growth areas for the Ecommerce businessDetailed quarterly sales-in/sales-out planningOrdering 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 upInventory management, working with the relevant teams to sell to forecast and managing aged and inventory targetsWeekly tracking of the results and drive of corrective actionsCommunicate and present portfolio and product updates to Online Sales Managers & wider Ecommerce teamEnsuring a competitive price structure for the products, considering ISG & Category strategy targetsActive management of the product life cycle and design of the transition to new products, considering maximization targets for sales and profitClose cooperation with the LA Category team, LA & Global Ecommerce teams, and Ecommerce Sales teamQuarterly 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 profitCrosscheck shipped vs. planned on weekly basis to continuously improve planning and (over-)achieving our targetsWorking 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 issuesWork with procurement and vendor suppliers to obtain competitive price for targeted dealsForecast Monitor names Relationship business vs KPI'sMaterial: Close collaboration with markets and demand planning team for bi-weekly FCST updatesFollow up on Pipeline qualityFinance: Involve in the market Category forecast submission to finance for the monthly Mx, (0-3) updatesP&L Develop a good/deep understanding of Relationship P&L (down to TMC) as well margin structure per dealScrutinize negative deals to ensure NA P&L is invested in highest volume returnsOutbound Ensure setting right level of external activities and follow up on KPI'sWork with sales, marketing, finance to support some external Customer activitiesCustomer Sat. Support sales teams with Feedback and drive away roadblocks for highest Customer SatisfactionDrive operational excellence for large Relationship deals to allow Sales leaders to grow customer accountRequirements: At least 6 years previous experience in Sales, Sales Management in regionExcellent interpersonal and communications skillsEntrepreneurship and with a high degree of self-motivation and driveProficiency in Excel, and other office applicationsStrong analytical skills and detail orientedStrong x86 Server expertise and related ecosystemSolid understanding of Server software products (i.e.: OS, Cloud, etc.)Preferred Qualifications: Master's Degree in Business Administration, or equivalentExperience working with large relationship accountsAbility to work in a matrix organization
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