Commercial Channel Sales Representative at Lenovo

Position Description:
Are you a Closer/Hunter? Lenovo is looking for a passionate, articulate, and enthusiastic Commercial Sales Consultant to bring in net new resellers to Lenovo while supporting and driving our existing reseller customer base. This is both a hunter role as well as a development role, with a solid mix of prospecting and relationship management. The chosen Commercial Sales Consultant will create positive business outcomes for his/her clients and Lenovo by reaching out to our prospects using inbound/outbound sales techniques including extensive teaming with channel partners.
The chosen Commercial Sales Consultant will work in an entrepreneurial start-up environment and perform activities including those outlined below.

• Achieving all sales targets including value, volume, profitability, new partner recruitment, option sales and development of new Channels
• Managing relationships with major local and international Channels
• Developing the business strategy and have end to end ownership and accountability for the complete ownership of the Sales Process
• Putting in place processes and procedures to ensure that major Channel Partner accounts are handled in the most effective way
• Leading a cultural shift from a short term ‘target driven’ culture, to one of long term proactive relationship building
• Defines and Reviews Key Performance Indicators to ensure the achievement of Lenovo’s Channel Business growth targets
• Ensures that, from an operational perspective, bottom line Profit is delivered, costs are controlled and margins are protected and maintained in-line with corporate objectives.
• Building and delivering a ‘meaningful’ business model that is both transparent and robust.
• Implements rigor and discipline around Business Partner management
• Focuses on forecasting and pipeline-management
• Analyzes complex/new situations, anticipates potential problems and future trends, and assesses opportunities impacts and risks.
• Provide hands-on inspirational leadership to ensure that the business pulls in one direction to achieve targets and goals

Position Requirements:
Qualifications, Skills & Experiences

• Matric and/or studying towards a Business, Marketing or Sales qualification with 5-6 years relevant industry experience
• Experienced from a lead role within sales-led environment Strong Channel experience a must
• Understands the Channel Partner’s business to effectively perform account management, with assistance as well as increasing share of wallet
• Develops relationship to promote understanding of the Channel Partner’s goals and objectives
• Ability to implement Channel sales strategies
• Develops relationship to promote understanding of the Channel Partner’s goals and objectives
• Ability to win new business, develop existing BP relationship and execute effective trade marketing programs
• Knowledge of products and technology in the IT industry
• Thorough knowledge of sales and marketing techniques and procedures
• Proven track record of growing revenues, profitability, and market share in a high volume technology related company
• In-depth understanding of Channel management with multinational businesses
• Depth and breadth understanding of IT systems and IT industry players
• Experience of introducing operational vigor, from a process and control perspective, to a multi-functional, multi-disciplined sales team
• The ability to formulate, negotiate and close large and complex deals at a high level within Enterprise clients across multiple industry sectors
• Computer literacy in MS Office suite, particularly Excel, with SAP being an added advantage.
• Exposure to a diverse and matrix structure

And you are:
Behaviors & Work Attitude

• Knows how to create opportunities, and close transactional deals
• Entrepreneurial Mind-set with self-starting capability - Can do attitude
• Desire and ability to provide an outstanding customer experience and go the extra mile in everything you do
• Push your client, own and drive the people agenda
• Problem solver and decision-maker
• Prioritize customer focus, able to work under pressure of senior clients
• Able to align people and influence decision making, effectively working in a matrix
• Collaborative working style and high commitment to get the job done
• Persuasive with expertise and facts - Ability to challenge and debate critical issues
• Demonstrates integrity in all business interactions and honors personal commitments
• Demonstrated commitment to high professional ethical standards and a diverse workplace
• Able to present information in a concise way
• High comfort-level working in a global, diverse environment
• Be proactive + quick; bold + innovative in all you do