Business Sector Manager

Arrow Electronics; United Kingdom; On-site; GBP 60,000 - 80,000; Full time

Job summary

A global technology enablement company is seeking a Business Sector Manager in Newmarket, United Kingdom. This role involves managing relationships with Vendors, negotiating contracts, and leading a team to meet revenue targets. The ideal candidate has strong sales skills and a strategic mindset. Competitive compensation and a supportive team environment are offered.

Benefits

Competitive salary

Benefits package including People Points and Gymflex

Professional development opportunities

Qualifications

• Ability to meet/exceed revenue and margin targets.
• Strong understanding of Vendor’s business strategy and goals.
• Experience in managing a sales team and coaching for success.

Responsibilities

• Own the relationship with Vendors on behalf of Arrow ECS.
• Negotiate favorable commercial terms with Vendors.
• Conduct monthly business reviews with Vendors and team.

Skills

Delivers Results

Customer Service Excellence

Influence and Relationship Building

Business Acumen

Selects and Develops Talent

Dealing with Ambiguity

Managerial Courage

Motivating Others

Champions Continuous Improvement

Job description

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Description

:

Arrow’s Enterprise Computing Solutions (ECS) business is a global technology enablement company that brings innovative IT solutions to the market to solve complex business challenges. We deliver value-added distribution, business consulting, and channel enablement services to the world’s leading technology manufacturers and their channel partners that serve commercial and government markets.

Find more information about us on our page:

And watching the following

Business Sector Manager

The aim of the role is to own the relationship with the named Vendors on behalf of Arrow ECS, including the management of any Business Managers, Business Development Managers, and Internal Product Specialists that support the sales of the Vendor Portfolio.

What will you be doing at Arrow ECS?

• Meet/exceed revenue and margin targets for products and services for new and renewal business for the Vendor lines that you have responsibility for.
• Articulate Arrow ECS’s overall strategic objectives and how the Vendor can benefit from that approach in the context of their own product, solution and market focus.
• Maximise opportunity for fulfillment business (i.e., switch/move business through Arrow ECS).
• In conjunction with Arrow ECS Operations, negotiate favorable commercial terms with the Vendor.
• Ownership and reporting on your Vendors including forecasting, monthly predictions, and the weekly Big Deal Tracker with accurate and timely information.

• Work closely with your Vendor Partner Manager to plan out and create a Vendor Business Development Plan that will increase sales of their products, solutions, and services, including:
o Agreeing Sales targets and Vendor VAD’s
o Information flow to the Sales & Vendor Team
o Introduction of New products/solutions
o New routes to market
o Renewal sales & management
o Partner recruitment and Sales enablement (both Internal & External)
o Professional services (including pre and post sales support)
o Education
o New Partner types (SI, SAAS, providers, ISV’s, etc)

• Validate the sales forecasts produced through individual Partner Account Plans with each Vendor.
• Participate in the identification & recruitment of new Vendors and/or Partners, including the provision of written business proposals, business plans, and onboarding documentation.

• Understand the Vendor’s business including core strategy, financial performance, business/growth goals, and total UK revenue (including Arrow ECS’s share of wallet by revenue and product mix).
• Manage Soft Margin Programs and Vendor VAD’s to maximize full GM%.
• Understand the structure of the Vendor’s sales organization to align Arrow ECS’s engagement accordingly.
• Conduct monthly 1-1 business reviews with your Vendors to ensure key performance metrics and objectives are on track.

• Position Arrow ECS as a trusted adviser to senior decision-makers within your Vendors.
• Interface with all contact points within your Vendors from senior decision makers, sales, marketing, professional services, education, operations, to finance.
• Interface with Vendor Partner Manager, including Vendor relationship mapping for named Partner accounts.

• Manage a team of Business Managers, supporting them in executing business plans and managing their sales teams. Coach and mentor them for success.
• Ongoing performance management, including skills development and feedback.
• Set/Agree sales targets for the team and approve commission achievements.
• Monitor team activities to ensure optimal territory coverage.
• Support team members in articulating the value propositions of Arrow ECS and Vendor solutions.
• Support the team in planning and creating Vendor Business Development Plans to increase sales.
• Profile and align partner accounts with Vendor Business Development Plans.
• Collaborate with marketing to incorporate their input into strategic plans.
• Provide strategic input to the Divisional Director on industry trends and opportunities.

• Conduct monthly reviews with your team to track performance against goals.
• Provide concise monthly management reports.
• Understand all Vendor offerings and Arrow ECS’s sales organization structure to maximize sales opportunities.
• Ensure your team leverages Vendor Territory Salespeople.
• Support Arrow ECS OSMs to comply with Vendor contracts.
• Achieve ongoing commercial objectives of Vendor contracts.
• Handle Vendor escalations.
• Educate relevant departments on Vendor programs, product knowledge, roadmaps, and processes.

What are we looking for?

• Delivers Results
• Customer Service Excellence
• Influence and Relationship Building
• Business Acumen
• Selects and Develops Talent
• Dealing with Ambiguity
• Managerial Courage
• Motivating Others
• Champions Continuous Improvement

What is in it for you?

• Competitive and attractive employee compensation package - salary consists of base and variable compensation.
• Benefits: People Points, Tastecards, CanadaLife – Life Works, Ride2Work, Gymflex
• Reliable & trusting work environment.
• Cooperative team with flat structures and communication.
• Professional and personal development.

Arrow is an equal opportunity employer and is committed to creating an inclusive and diverse working environment by providing equal employment opportunities for all qualified persons.

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Location: UK-Newmarket, United Kingdom (Fordham Rd)

Time Type: Full time

Job Category: Sales