Sales Executive - Mid Market (Malaysia)

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Description and Requirements

Mid Market Account Executive

Skills Requirements

1. Understands the basics of autonomous sale of servers and Data Center Group Products
2. Previous experience in managing a P&L business with strong emphasis on meeting numeric targets
3. Track record with demonstrated strong leadership and collaborative skills to work with a team of Distribution managers in the countries to implement the strategy for Run Rate business
4. Ability to manage complexities and differences of the country
5. Experienced in sales management and has understanding of channel management. Prior hands-on Channel experience is highly desirable
6. Ability to lead and work with product, channels and marketing team to meet Run Rate business objectives
7. Demonstrated ability to effect change to meet the changing requirements of the business environment
8. Strong Team Player
9. Proven ability to prepare and deliver executive presentations

Roles and Responsibilities

1. Ownership of Autonomous Business for region - responsible for delivering on the financial goals for the entire Central Asia Pacific Region.
2. Maintains a calendar of activities and management system to plan for every quarter, month and week with brand, channels and marketing teams at a GMT level
3. Represents region 4P leader in weekly Sales Cadence calls on progress, target attainment, 4Ps management, help needed etc for region
4. Holds weekly Sales Cadence calls with region product leaders, segment leaders and distribution leaders to review progress, target attainment, 4Ps management, help needed etc
5. Works with Country Channel teams to develop Annual and Quarterly targets for Run Rate Business
6. Develop monthly and quarterly RR SI & SO incentives; ensures they are developed and executed in a timely manner
7. Obtain timely and accurate market and channel feedback on Lenovo and competitor products, policies and tactics
8. Manage and monitor inventory levels in the channel and take appropriate demand conditioning activities to attain sales out and maintaining right mix of Sell-in inventory
9. Develop the right incentives for both Distribution Partners and Resellers for Run Rate Business
10. Monitor usage of existing enablement tools and recommend changes or development of new tools.
11. Works with Product Manager to ensure right product portfolio enablement via Top-sellers and Lenovo Bid Portal
12. Prices competitiveness for Top-Seller models through weekly monitoring
13. Lenovo Bid Portal is managed with competitive discounts and retained margin for the channel
14. Adequate GTN is allocated to Run Rate Business to meet objectives
15. Quarterly Product Promotions are adequate and appropriate for attaining targets
16. Demand Generation activities are targeted and timely in conjunction with sales activities
17. The right unit level / mix volume plan is in place for the quarter to attain the Gross Profit target for the Run Rate Business
18. Manage the Top Seller Portfolio to ensure the right product positioning against competition and manages transitions via price / promotion programs as well as training sales teams and Distribution partners
19. Works with Country Channel Teams to execute programs and activities for pipeline generation
20. Regular review of performance on partner tiers
21. Initiative and activities to drive cross segment revenue in the server/storage/software defined infrastructure space.
22. Interlocks with Marketing to ensure alignment between marketing and sales execution
23. Collaboration and linkage with marketing to ensure proper timing and alignment with product promotions and channel incentive efforts.
24. Sufficient Demand Generation Funds are available and utilized to support the Run Rate objectives for the quarter
25. Flexibility to respond to business stresses and gaps while keeping program execution on course

If you require an accommodation to complete this application, please contact ability@lenovo.com