Sales Executive - Mid Market (Malaysia)

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This transformation together with Lenovo’s world-changing innovation is building a more inclusive, trustworthy, and smarter future for everyone, everywhere. To find out more visit www.lenovo.com, and read about the latest news via our StoryHub.

Mid Market Account Executive

Skills Requirements

Understands the basics of autonomous sale of servers and data Center Group Products

Previous experience in managing a PL business with strong emphasis on meeting numeric targets

Track record with demonstrated strong leadership and collaborative skills to work with a team of Distribution managers in the countries to implement the strategy for Run Rate business

Ability to manage complexities and differences of the country

Experienced in sales management and has understanding of channel management. Prior hands-on Channel experience is highly desirable

Ability to lead and work with product, channels and marketing team to meet Run Rate business objectives

Demonstrated ability to effect change to meet the changing requirements of the business environment

Strong Team Player

Proven ability to prepare and deliver executive presentations

Roles and Responsibilities

Ownership of Autonomous Business for region - responsible for delivering on the financial goals for the entire Central Asia Pacific Region.

Maintains a calendar of activities and management system to plan for every quarter, month and week with brand, channels and marketing teams at a GMT level

Represents region 4P leader in weekly Sales Cadence calls on progress, target attainment, 4Ps management, help needed etc for region

Holds weekly Sales Cadence calls with region product leaders, segment leaders and distribution leaders to review progress, target attainment, 4Ps management, help needed etc

Works with Country Channel teams to

Develop Annual and Quarterly targets for Run Rate Business

Develop monthly and quarterly RR SI SO incentives; ensures they are developed and executed in a timely manner

Obtain timely and accurate market and channel feedback on Lenovo and competitor products, policies and tactics

Manage and monitor inventory levels in the channel and take appropriate demand conditioning activities to attain sales out and maintaining right mix of Sell-in inventory

Develop the right incentives for both Distribution Partners and Resellers for Run Rate Business

Monitor usage of existing enablement tools and recommend changes or development of new tools.

Works with Product Manager to ensure

Right product portfolio enablement via Top-sellers and Lenovo Bid Portal

Prices competitiveness for Top- Seller models through weekly monitoring

Lenovo Bid Portal is managed with competitive discounts and retained margin for the channel

Adequate GTN is allocated to Run Rate Business to meet objectives

Quarterly Product Promotions are adequate and appropriate for attaining targets

Demand Generation activities are targeted and timely in conjunction with sales activities

The right unit level / mix volume plan is in place for the quarter to attain the Gross Profit target for the Run Rate Business

Manage the Top Seller Portfolio to ensure the right product positioning against competition and manages transitions via price / promotion programs as well as training sales teams and Distribution partners

Works with Country Channel Teams to execute

Programs and Activities for pipeline generation

Regular review of performance on partner tiers

Initiative and activities to drive cross segment revenue in the server/storage/software defined infrastructure space.

• Interlocks with Marketing to ensure
  
  

alignment between marketing and sales execution

Collaboration and linkage with marketing to ensure proper timing and alignment with product promotions and channel incentive efforts.

sufficient Demand Generation Funds are available and utilized to support the Run Rate objectives for the quarter

flexibility to respond to business stresses and gaps while keeping program execution on course

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