Business Unit Manager (UC & VC/AV) at Even Flow Distribution

MAIN PURPOSE OF THE POSITION:

• The purpose of the Business Unit Manager role is to lead and grow a high-performing business unit by executing strategic plans that align with the company’s vision and goals. Operating within the framework of the Five Pillars of Excellence—Financial, Operational, Vendor, Partner, and People Excellence—the BUM ensures sustainable business growth, operational efficiency, and profitability. This role demands strong leadership in sales execution, vendor management, partner develop-ment, and team performance to drive long-term success across the region.

Business Unit Manager – AV, VC & UC DUTIES AND RESPONSIBILITIES

Pillars of Growth

Market Penetration

• Develop strategies to increase market share in existing segments.
• Strengthen relationships with existing customers and partners.
• Implement targeted marketing and sales campaigns to drive deeper market reach.
• Analyse competitor activities and adjust strategies accordingly.

Market Development

• Identify and explore new geographic regions and industry verticals.
• Develop go-to-market strategies for untapped customer segments.
• Build partnerships and alliances to facilitate expansion into new markets.
• Ensure compliance with regional business regulations and standards.

Product & Service Development

• Drive innovation in product offerings to meet evolving market needs.
• Collaborate with Audio Visual - Video Collaboration & Unified Communication vendors to introduce new solutions and enhance existing ones.
• Align sales and technical teams to effectively position new offerings.
• Monitor customer feedback to continuously improve product and service portfolios.

Diversification

• Identify opportunities to diversify revenue streams through complementary business areas.
• Explore partnerships to expand service capabilities.
• Develop and execute strategies for cross-selling and upselling within the portfolio.
• Assess market trends and emerging

Financial Excellence

• Own and achieve revenue, gross (GP) and net profit (NP) targets.
• Deliver accurate and timely Revenue, Gross Profit (GP) and Net Profit (NP) forecasting and reporting to leadership.
• Monitor financial performance, cost control, budget adherence and margin optimization.
• Develop and implement financial strategies to drive profitability and ensure financial health.
• Identify new revenue streams and market opportunities to maximize growth.
• Conduct budgeting, forecasting, and variance analysis.
• Track and report on Income Statement alignment to budget monthly.
• Ensure all brand-related expenses stay within approved budgets.

Operational Excellence

• Optimize business processes to improve efficiency and customer satisfaction.
• Ensure seamless supply chain and logistics operations in collaboration with internal teams.
• Monitor and improve service levels, turnaround times, and order fulfilment.
• Establish and enforce policies, procedures, and compliance measures.
• Ensure adherence to legal, regulatory, and compliance requirements.
• Mitigate risks related to financial transactions, vendor agreements, and partner engagements.
• Implement security measures to protect business data and intellectual property.
• Maintain corporate governance standards and ethical business practices.
• Drive effective inventory control by monitoring stock levels, order cycles, and storage optimization to mini-mize holding costs.
• Implement processes for identifying, reporting, and reducing aged, slow-moving, and obsolete stock across product categories.
• Collaborate with sales and procurement teams to develop clearance strategies for aged inventory and to ensure op-timal stock turnover.
• Utilize data analytics to improve demand forecasting, replenishment planning, and inventory accuracy.

Vendor Excellence

• Build and maintain strong relationships with technology vendors and suppliers.
• Negotiate favourable terms, pricing, and rebates with vendors.
• Drive vendor engagement strategies to ensure alignment with company goals and objectives
• Ensure contractual obligations, SLAs, and performance metrics are met.
• Maximize vendor support programs and marketing development funds (MDFs).
• Track vendor KPIs, compliance, and SLA commitments.
• Manage relationships with multiple vendors and act as the primary contact for assigned product lines.
• Ensure compliance with vendor agreements, targets, and reporting.
• Coordinate joint business plans with vendors and monitor quarterly/annual performance.

Partner Excellence

• Develop and manage strong relationships with channel partners and resellers.
• Implement strategies to increase partner engagement and enablement.
• Drive partner sales performance through training, incentives, and marketing support.
• Collaborate with the sales team to identify new partners and business opportunities.
• Monitor partner compliance with distribution agreements and business plans.
• Ensure partner satisfaction by delivering high-quality service and solutions.
• Address partner feedback and complaints promptly to improve service delivery.
• Work closely with the sales and support teams to enhance partner experience.
• Develop loyalty and retention strategies to maximize partner lifetime value.
• Strengthening the reseller ecosystem through enablement, training, and incentives.
• Monitor partner performance and enforce compliance with agreements.
• Address partner challenges and provide proactive support.
• Implement loyalty and retention strategies to increase partner value.
• Develop and manage strategic sales plans to achieve vendor and internal financial goals.
• Oversee daily pipeline and project tracking via CRM tools.
• Align channel sales teams and Account Managers with brand initiatives, promotions, and SPIFFs.
• Provide forecasting inputs and ensure revenue sustainability.

People Excellence

• Embody and promote the company’s values of Teamwork, Enjoyment, Attitude, Integrity, Accountability, Pas-sion, Trust and Respect.
• Mentor sales staff and support a culture of continuous learning and accountability.
• Contribute to internal collaboration across teams to ensure the customer experience is exceptional from presales to post-sales.
• Maintain a growth mindset with proactive upskilling on technology, trends, and customer needs.
• Lead, mentor, and develop a high-performing product team.
• Foster a culture of accountability, collaboration, and continuous improvement.
• Conduct performance evaluations and set development goals for team members.
• Provide training and development opportunities to upskill staff.
• Ensure effective resource allocation and workforce planning.
• Mentor and develop high-performing team members through regular coaching and goal setting.
• Foster a collaborative, accountable, and growth-focused culture.
• Facilitate internal training sessions and ensure product knowledge is upskilled.
• Conduct performance reviews and workforce planning.
• Deliver training on product knowledge, quoting, technical features, and sales approaches.
• Maintain updated brand folders and testing materials for internal use.
• Schedule customer-facing training and certification sessions.

REQUIREMENTS:

• Internal training associated with competencies:
• During the first week of your employment, you'll be presented with a meticulously crafted learning map designed to seamlessly guide you through your on-the-job training experience.

REQUIREMENTS:

• A bachelor’s degree in business administration, engineering, finance, or a related field would be advantageous.
• 10 years’ experience in the Unified Communication & Audio-Visual Video Collaboration industry.’
• Advanced financial literacy, including revenue, gross profit, and net profit calculations.
• Understanding channel relationships, specially building and managing C-level partnerships.
• Sound grasp of sales strategies, go-to-market planning, and sales pipeline development.
• Familiarity with company policies, operational processes, and compliance standards.
• Practical knowledge of product lifecycle management and vendor engagement models.

SKILLS AND ABILITIES:

• Advanced Excel skills, including pivot tables and data analysis for forecasting, reporting, and budgeting.
• Communication (written & verbal) for engaging with internal teams, partners, and vendors professionally and persuasively.
• CRM and ERP system usage (e.g., Accpac) for opportunity tracking, reporting, and operational accuracy.

ABILITY TO MEET JOB REQUIREMENTS:

• Conducting accurate financial reviews, with strong attention to detail.
• Demonstrating confidentiality and professionalism in interactions with stakeholders, vendors, and suppliers.
• Managing and executing Service-Level Agreements (SLAs) and delivery expectations.
• Applying a client-centric approach to problem-solving, understanding channel partner pain points, and crafting best-fit solutions.
• Creating and delivering training sessions on products and systems to both internal teams and external customers.
• Leading sales strategy execution, campaign planning, and market development activities.