Business Development Manager

2 months ago

Hong Kong, Central and Western District, Hong Kong SAR China Tech Data Distribution (Hong Kong) Limited Full time

Job Summary:

The Business Development Manager is the primary interface between Tech Data Customers and Autodesk, including the end customer of the Partner for Macau business. The Business Development Manager has overall responsibility for achieving the sales and profit targets for the related product groups and creating the highest return for both Tech Data and Autodesk for Macau business.

Key Responsibilities:

Planning

  • Create business plans for the supplier product group and associated services, for every quarter and yearly business planning.
  • Create territory plans for the Account Management teams to focus on achieving the maximum levels of revenue and margin, achieving industry-leading partner satisfaction, and meeting or exceeding quarterly targets.
  • Develop and implement sales enablement programs for Tech Data and partners.
  • Identify potential customers for Autodesk products in assigned territories and key contact points.
  • Develop and implement programs to support Datech group objectives.
  • Responsible for effective planning for partner meetings, round tables with NCR's.

Execution

  • Implement business plans that achieve agreed supplier revenue targets and generate the planned profit outcomes.
  • Meet and position AutoCAD and AutoCAD LT products to identified customers, with partners or direct if self-generated opportunities.
  • Make partners' closure orders after commercial discussions with customers.
  • Achieve revenue plans by brand and by market segment.
  • Work with partners to develop sales competencies and help close deals through 'hands-on' involvement and coaching. This will from time to time include working directly with end-user customers along with a partner.
  • Work closely with the Account Management team to develop and deliver product presentations for customers and provide basic pre-sales support to ensure sales in a professional and effective manner.
  • Drive and review opportunity pipelines with each partner. Track and initiate specific sales programs designed to build sales pipelines for both Tech Data and the Partner.
  • Working closely with the Autodesk Account Management Team, assess the skills of the business partner across their sales and technical staff and where deficiencies exist, arrange the necessary training to be delivered by Tech Data to the Vendor.
  • Ensure branding messages are consistent in all marketing materials related to the Product Group.
  • Coordinate with Suppliers for Partner Technical and Sales Training on new products and/or technologies.
  • Coordinate the various functions within Tech Data to deliver the outcomes agreed in each product plan.
  • Ensure that executive business relations between Autodesk and partners are of the highest order, are proactive, and that the engagement is continually monitored so that new initiatives can be introduced as required.
  • Ensure the highest and continuously improving levels of vendor and partner satisfaction.

Administration

  • Maintenance of an accurate pipeline by product/s within the group.
  • Achieve and maintain sales certifications for relevant product groups when required.
  • Work with Sales Support and Sales Operations to provide support where necessary to ensure timely logging in of orders and billing.
  • Adhere to Tech Data policies and compliance requirements.
  • Measurement and maintenance of critical product group performance data in order to ensure that Tech Data meets its Supplier commitments and fully leverages all commercial opportunities for rebates and vendor investment initiatives.
  • Business forecasting and business planning for product groups with Suppliers.
  • Provision of various reports for the purpose of commercial decision-making.

Requirements:

Knowledge and Skills:

  • Expert knowledge of Tech Data's products, Autodesk products, and solutions within the designated product lines.
  • Knowledge to deliver strategic solutions for specific brands, identify new partners, suppliers, or end customers for a portfolio of the most complex accounts.
  • Excellent written and oral business communication skills.
  • Excellent computational skills.
  • Business acumen.
  • Build high customer satisfaction (internal and external).
  • Product knowledge on CAD/CAM solutions is an added advantage.
  • Customer connects in manufacturing, architecture, and engineering companies.

Experience:

  • Minimum 2 to 6 years of experience in handling product and/or solutions sales.
  • Relevant vendor/product sales certifications are an added value.
  • Customer selling (B2C) experience is an added advantage.

Education/Certification:

  • University degree or equivalent from which comparable knowledge and job skills can be obtained.

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