The AP Relationship Business Manager will report to the AP Category Leader, in the AP Category office, and will align with Relationship ISO Sales in AP. Additionally, they will interlock with the AP commercial Sales Leaders, AP Country GM's, AP Product teams, Ops, GSC and Finance.
Responsibilities:
Quarterly 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 profit
- Crosscheck shipped vs. planned on weekly basis to continuously improve planning and (over-)achieving our targets
- Working 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 issues
- Work with procurement and vendor suppliers to obtain competitive price for targeted deals
- Forecast
- Monitor names Relationship business vs KPI's
- Material: Close collaboration with markets and demand planning team for bi-weekly FCST updates
- Follow up on Pipeline quality
- Finance: Involve in the market Category forecast submission to finance for the monthly Mx, (0-3) updates
- Profit and Loss Management
- Develop a good/deep understanding of Relationship P&L (down to TMC) as well margin structure per deal
- Scrutinize negative deals to ensure NA P&L is invested in highest volume returns
- Outbound
- Ensure setting right level of external activities and follow up on KPI's
- Work with sales, marketing, finance to support some external Customer activities
- Customer SAT
- Support sales teams with Feedback and drive away roadblocks for highest Customer Satisfaction
- Drive operational excellence for large Relationship deals to allow Sales leaders to grow customer account
Requirements:
- Minimum Bachelor Degree
- At least 6 years previous experience in Sales, Sales Management in region
- Excellent interpersonal and communications skills
- Entrepreneurship and with a high degree of self-motivation and drive
- Proficiency in Excel, and other office applications
- Strong analytical skills and detail oriented
- Strong x86 Server expertise and related ecosystem
- Solid understanding of Server software products (i.e.: OS, Cloud, etc.)
Qualifications:
- Master's Degree in Business Administration, or equivalent
- Experience working with large relationship accounts
- Ability to work in a matrix organization
