National Product Manager - IBM Solutions/Products - BPO

Job Summary:

The National Product Manager (NPM) will take ownership and be responsible for entire life cycle of the assigned product group. The role will need to interface with Suppliers and Customers on an ongoing basis for maximizing revenue, margins and Customer satisfaction. The Customer comprises of Customers and End Customers of Customers.

The NPM has to develop excellent relations with channels and Customers to uncover business opportunities and enhancing value-addition.

Principal Responsibilities :

Planning :

- Creates business plans for the Supplier product group and associated services.

- Creating volume business (USD 20 million approx.) in IBM storage & servers and in handling value-added IT Solutions business.

- Establish priority and direction for all Brands within the product group nationally (product positioning, pricing, promotion, line extension, quality etc.) to optimize sales and operating profits.

- Assessment of market conditions and discernment of opportunities for Avnet products and services

- Aligns with Customers, ISVs and relevant entities in the solution eco-system to increase sales effectiveness.

- Deep understanding of the Solutions vertical (IBM / Application Delivery) and apply ideas to grow the business exponentially.

- Develops various sales programs for presentation to senior leadership management.

- Revenue and Margin growth for new and existing business Customers.

- Achieves field gross margin sales plan.

- Develops growth of the Avnet's Customer community.

Execution :

- Implementation of strategic sales initiatives, as agreed with the senior leadership management.

- Executes plan and achieve the product line targets working with the regional/local sales team.

- Develops and maintains operational level relationships with Suppliers.

- Provides leadership for day-to-day management of sales processes, proposals, forecasting, CRM updating, pipeline management, and Customer engagements.

- Ensures highest and continuous improving levels of Customer and Customer satisfaction.

- Inventory planning in alignment with the Supplier and BU team.

- Achieves significant cross-selling and up-selling of products and services through effective team work with other Business Units.

- Builds an ISV ecosystem with the help of the presales team with the aim of scaling up business.

- Develops and executes strategic plans to achieve QoQ as well as YoY growth of this business.

- Builds high loyalty and long term business relationships with channel customers.

Leadership :

- Provides clarity of organizational goals and job role of each team member.

- Provides on the job training and understands the entire sales cycle of Avnet including internal processes to the team and facilitate issue resolution.

- Provides leadership with motivation and guidance to the team.

- Identifies the training needs of the team and continuously develops and improves their skills.

- Maintains a high level of safety awareness within team to promote a safe working environment for all team members.

Knowledge and Skills :

- Must have ability to build and sustain relationship, training Customers, drive business numbers through channels.

- Good understanding of selling Enterprise product offerings and value proposition.

- Candidate must have good understanding of domestic IT market and potential of Services.

- Must have knowledge on IBM solutions.

- Drives continuous improvement with innovation.

- Demonstrates excellent people skills and interpersonal interactions

- Has good judgment and decision-making abilities

- Business Acumen

- Practices a dynamic/people leadership style

Experience :

- Candidate must have minimum 10 years of experience in sales with at least 5 years in IT sales.

- Experience in IBM Enterprise Business (UNIX & Storage), marketing and business development skills.

- Must have experience in handling IBM product/solution/technology or any other competitive software solution products.

- Must have experience in channel sales and distribution.

- Experience in managing a business independently (preferred).

- Must have exposure of handling a Region (experience of handling business PAN India is preferred)

Education/Certification : University Degree or equivalent

Distinguishing Characteristics :

- Is a good organizer and planner

- Consistently achieves the desired operational performance goals and demands quality.

- Displays professionalism and role models the culture.

- Demonstrates initiative and Passion to Excel

- Demonstrates high integrity levels

Competencies :

- Business Acumen, Problem Solving, Timely Decision Making. Priority Setting

- Planning, Time Management, Developing Direct Reports and Others

- Managing Through Systems & Processes, Drive for Results 15, Customer Focus