First Distribution is a value-added distributor of leading global brands, providing complex ICT solutions to the Enterprise and SME markets. The First Distribution model is based on delivering solutions through an established reseller base, which has been built up through a history of consistent trustworthy service and nurturing resellers as business partner...
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Driving revenue targets through targeted set of Relevant brand partners, resellers.
Driving Relevant brand Strategy and portfolio within new & existing reseller accounts.
Display key competencies of knowledge re relevant brand programs and relevant portfolio of products
Quarterly Business Review Session with Relevant brand
Drive targeted partner development planning and review
Drive IBM Product Strategy, Enablement and overview sessions with Business Partners
Existing and New (brand specific) partner recruitment and Development
Understand the on-boarding process re Operational processes
Build and manage effective relationships with relevant brand team members and resellers
Ensure the satisfactory execution of the aligned business plan in conjunction with Strategic business partners Execs and Brand Manager
Demonstrate sales growth.
Report opportunity details to Relevant brand on a regular basis (weekly) showing deal progression and pipe line creation using Customer Relationship Management system
Ensure that sales targets are achieved and report any deviations with detailed explanation.
Ensure targeted profit margins are achieved
Ensure rebate targets are achieved as set out in accordance with sales budgets
Ensure weekly activities, minutes of meetings and productivity reports are submitted to Brand Manager.
Marketing
Engage with brand in Quarterly and Annual Marketing Planning sessions with Relevant brand and (Non Relevant brand Targeted Partners Partner Enablement (Target , Certifications, growth)
Execute quarterly Promo and Programs planning sessions
Develop an Account Plan that documents the key sales & marketing strategies and a management system that measures performance and success within the focus list of assigned accounts
Brand Knowledge
Attend training provided by Relevant brand to become totally self-sufficient in the sales of Relevant brand products
Understand the brand programs
Understand the routes to market available to resellers
Administration
Regular up-keep of CRM system.
Request and evaluation of quotes that are requested by the reseller
Understand the quoting process – Requsts
Follow up on quotes
Follow up on operations responses
Manage SLA with brand operations
Managing opportunity lifecycle (start to finish)
Experience in IBM Software would be preferred
2-3 years Sales experience in IT Industry
Solid knowledge and experience related to SW security products
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