Business Manager in Scotland

Arrow’s Enterprise Computing Solutions (ECS) business is a global technology enablement company that brings innovative IT solutions to the market to solve complex business challenges. We deliver value-added distribution, business consulting, and channel enablement services to the world’s leading technology manufacturers and their channel partners that serve commercial and government markets.

The aim of the role is to own the relationship with the named Vendors on behalf of Arrow ECS, including the management of any Business Managers, Business Development Managers, and Internal Product Specialists that support the sales of the Vendor Portfolio.

What will you be doing at Arrow ECS?

• Vendor side Sales
  • Meet/exceed revenue and margin targets for products and services for new and renewal business for the Vendor lines that you have responsibility for.
  • Articulate Arrow ECS’s overall strategic objectives and how the Vendor can benefit from that approach in the context of their own product, solution and market focus.
  • Maximise opportunity for fulfillment business (i.e. switch/move business through Arrow ECS).
  • In conjunction with Arrow ECS Operations, negotiate favorable commercial terms with the Vendor.
  • Ownership and reporting on your Vendors including forecasting, monthly predictions and the weekly Big Deal Tracker with accurate and timely information.
• Development
  • Work closely with your Vendor Partner Manager to plan out and create a Vendor Business Development Plan that will increase sales of their products, solutions and services.
  • Agreeing Sales targets and Vendor VAD’s.
  • Introduction of New products/solutions.
  • New routes to market.
  • Renewal sales & management.
  • Partner recruitment and Sales enablement (both Internal & External).
  • Professional services (including pre and post sales support).
  • Education.
  • New Partner types (i.e. SI, SAAS, providers, ISV’s, etc).
  • Validate the sales forecasts, produced through individual Partner Account Plans, with each Vendor.
  • Participate in the identification & recruitment of new Vendors and/or Partners, including the provision of written business proposals, business plans and on-boarding documentation.
• Plan & Review
  • Understand the Vendor’s business including core strategy, financial performance, business/growth goals and total UK revenue (including Arrow ECS’s share of wallet by revenue and product mix).
  • Management of Soft Margin Programs and Vendor VAD’s to maximize full GM%.
  • Conduct monthly 1-1 business reviews with your named Vendors to ensure key performance metrics and objectives set out in the Generic Vendor Business Development Plan are on track.
• Relationships
  • Position Arrow ECS to become the trusted adviser to senior decision makers within your Vendors.
  • Interface with all contact points within your Vendors from senior decision makers, sales, marketing, professional services, education and operations through to finance.
  • Interface with Vendor Partner Manager, including Vendor relationship mapping for named Partner accounts.
• Arrow side Management
  • Manage a team of Business Managers and support them in the execution of business plans as well as the management of their external and internal sales team.
  • Coach and mentor them to assist them in achieving their responsibilities.
  • Ongoing performance management to include the identification of skills shortages, provision of feedback and future development opportunities.
  • Set/Agree sales targets for team and approve commission achievements.
  • Manage and monitor each of your Team Member’s activities within their territory base.
• Sales
  • Support your Team Members to ensure they meet their revenue and margin targets for the Vendors.
  • Maximize sales of the Vendor portfolio into named Partner accounts.
• Operational & Execute
  • Where required, support Arrow ECS OSM’s to comply with the Vendor contract.
  • Responsible for Vendor escalations.
  • Provide site sellers covering key product & service USP’s.

What are we looking for?

• Delivers Results
• Customer Service Excellence
• Influence and Relationship Building
• Business Acumen
• Selects and Develops Talent
• Dealing with Ambiguity
• Managerial Courage
• Motivating Others
• Champions Continuous Improvement

What is in it for you?

• Competitive and attractive employee compensation package - salary consists of base and variable compensation.
• Benefits: People Points, Tastecards, CanadaLife – Life Works, Ride2Work, Gymflex.
• Reliable & trusting work environment.
• Cooperative team with flat structures and communication.
• Professional and personal development.

If you see yourself as our future colleague, please send us your application. Arrow is an equal opportunity employer and is committed to creating an inclusive and diverse working environment by providing equal employment opportunities for all qualified persons.