Business Development Manager - HUAWEI

KEY RESPONSIBILITIES
• Business Strategy Development and Execution
• Understand the development strategy for the vendor and implement in relevant sector
o Increase customer coverage/count for vendor and Pinnacle
o Increase vendor product coverage for vendor
o Increase geographic coverage for vendor
• Define and document a development plan with each partner and focus on the execution
• Review the plan every quarter
• Present status of the development plan back to vendor
• Training and up-skilling of partners and Pinnacle
• Development partner to grow sales and presales resources of partner
• Training on vendor sales tools
• Training on vendor processes and systems
• Managing minimum certification level of partners
• Involving partners in vendor training and events
• Ensure operational excellence of vendor within the partner
• Orders are placed on vendor timeously
• Quotes are fast and accurate
• Credits are passed by vendor and to reseller/partner
• ETA and delivery information
• Escalation of partner operational issues at vendor and focus on resolution
• Alignment of vendor resources to partner
• Making sure that stakeholders at the vendor interface with stakeholders at the partner at the
following levels:
o Technical
o Presales
o Sales

o Management
o Marketing
• Working with the partner to drive marketing initiatives on behalf of the vendor, these initiatives
may include:
o Marketing events
o Tele-campaigns
o Internal incentives
o Promotion of vendor events
o Driving vendor GTM’s with the partner and ensuring focus on the GTM’s
• Managing the vendor sales process
• Deal registration
• Discount Management
• Lobbying support for partner at the vendor
• Margin management (ensuring the integrity of channel pricing)
• Vendor sales funnel management & reporting funnel to vendor
• Enlisting vendor support to drive opportunity to closure
• Vendor relationship management
• Making sure that relationships are maintained with key vendor contacts that are required to
be successful quarterly review for the partner
• Solution focus for each partner
• Vendor focus for each product
• Take ultimate responsibility for the revenue target allocated to the partner
• Drive Pinnacle product focus within each respective partner
• Be the custodian of the vendor relationship at the partner
• Ensure that vendors’ products are top of mind with all key stakeholders within the partner
• Analyze market segments and develop marketing strategies to build product demand by
creating effective solutions and awareness of the product and brand
• Provide marketing plans and GTM plans for the sales team
• Liaise with vendor and industry to understand product and market trends and amend plans
accordingly to ensure efficient product life cycle management and maximize opportunities
• Clearly communicate product, market strategy, objectives and technical
• Strategic account management plan for all channel partners to be presented once a quarter
as part of your quarterly review
• Monitor inventory (inventory turns, stock ageing, stock days, obsolesces, stock outs) in order
for stock to meet all key performance indicators
• Negotiate targets, rebates, co-op marketing funds, stock rotation, pricing and supply
• Manage backorder and warranty return
• Ensure that customer related queries are effectively dealt with and solved
• Assist the team with other related functions when and where required
• Submit Weekly/Monthly/quarterly reports as required by management, vendors and analysts

REQUIREMENTS
• Matric with mathematics is essential and a Sales and/or Marketing qualification is required,
college diploma or university degree is preferred
• Vaccination Certificate Required
• A minimum of three (3) years’ experience in a similar position
• Enterprise industry experience is non-negotiable and an absolute pre-requisite
• IT distribution experience will be an advantage
• Knowledge of the IT market, reseller channels, marketing and promotional strategies is
essential
• Understanding of IT industry and OEM channel
• Mature outgoing personality, energetic go getter with will to succeed
• Strategic thinker with strong planning and execution skills
• Excellent customer engagement and relationship building skills
• Strong negotiation skills
• Own transport and valid driver’s license
• Good time management and well organized i.e. deadline driven, able to plan and prioritize a
high workload
• Above average computer literacy in MS Word, Excel, Outlook and PowerPoint
• Service quality orientated
• Customer focused
• Copes effortlessly within a high stress and pressurized environment
• Excellent communication, writing and people skills
• Willing to go the extra mile and succeed
• Technology driven
• Basic calculations (ability to work with numbers)
• Self-actualization (capacity to assert oneself)
• Motivation (ability to motivate others)
• Negotiation (in a spirit of co-operation with the aim of an amicable outcome)
• Tact (courteous, diplomatic, respectful manner)
• Excellence orientation (set and achieve high standards & ongoing improvement)
• Feedback (provide positive, helpful & productive feedback)
• Liaison (establish effective personal contact / channel for Communication between parties)
• Written and verbal communication (convey information through written / verbal instruction)
• Decisiveness (ability to make decisions, render judgment, take action & apply corrective
measures)
• Evaluating (ask questions, analyze, give attention to, and attend to detail) 

PERSONAL ATTRIBUTES
• Mature and outgoing individual
• High attention to detail
• Self-driven and willing to go the extra mile
• A high level of perseverance
• Be patient, tolerant and diplomatic
• Ability to work as part of a team
• Well-groomed and highly presentable
• Well organized individual
• Assertive and positive individual
• High level of energy
• Motivated and driven
• Self-starter and self-confidence
• Problem solver
• Positive attitude
• Proactive individual