Job Brief:

Responsibilities:

• Drive & manage Merch strategy to achieve financial (Revenue, Unit, Margin) & market coverage objectives across the CSG business.
• Own and drive specific 4P Execution activity and monitor via BMS across segments and routes
• Review Sell Thru Analysis to determine areas of success to accelerate and areas of decline to turn around.
• Works closely with operations team to ensure high quality management ready reporting information is delivered to sales teams to execute programs and actions.
• Participate in communicating program objectives to Dell Technologies sales teams
• Facilitation of Management reviews of Merch programs by route and segment
• Working closely with Product teams to provide insight, analysis and trends from data and interaction with distributors and partners to assist with the opportunity identification process.
• Proposes changes to distributor managed programs to yield the best results for Dell Technologies
• Uses interactions with distributors as a means to obtain feedback on promotions, product, gather competitive intelligence and market trends, thereby helping to determine additional opportunities to target
• Works closely with the Product and Sales Specialist to provide information to help identify areas of opportunity to target
• Assists with the introduction and implementation of Dell Technologies Framework with aspects of:
  • Channel Structure and Capacity
  • Channel Enablement and BMS
  • Channel Programs and RAD
• Drive Distributor Managed Business (nonmetal Partners) through:
• Implementation of SMART KPIs on Distributor Merch Programs
• Product/Pricebook assortment
• Promotional programs tailored to targeted partner audience
• Ensures distributors are executing program activity such as;
• Quarterly campaign plans targeting non-metal accounts (authorized resellers)
• Implementing Marketing activities (e.g. EDM, Banners)
• Executing regular partner communications (Price book, promo bundles, partner tele campaigns)
• Uses a data driven approach to determine areas within the distributor managed business that need improvement
• Works with the distribution management team to:
• Propose actions to recover back to plan
• Get buy in and commitment to actions from distributor management team
• Propose actions to accelerate or replicate success in other parts of the portfolio
• Puts in place a BMS to monitor execution of programs for distributor managed accounts
• Stack ranks partner promotions and programs according to their:
• Competitive differentiation
• Effectiveness in driving distributor behaviour
• Cost

Key Competencies Needed (Technical & Non-Technical):

• Ability to review, assess and make decisions based on sell thru, sell in and sell out data.
• Ability to understand and influence sales teams both internal and external.
• Ability to convert data into information and present results to sales and management along with clear actions and SMART KPIs.
• Strong understanding of Dell Technologies CSG products and product strategy.
• Excellent understanding of distribution channels and channel partners in the IT hardware market.
• Excellence in problem solving & analysis skills & numeracy.
• Strong Commercial acumen with a background in sales being a highly regarded advantage
• Exposure to sales opportunity management process
• Advanced Microsoft Excel and PowerPoint skills.
• Strong communication skills

Team Involvement:

• Strong relationship building, interaction and influencing skills across, up and down the sales and sales management teams.
• Strong day to day interaction with Channel Sales Team.
• Close involvement with Product Specialist to provide input to aid in opportunity identification.
• Strong interaction with tactical pricing, finance, operations and Sales Teams.

Key Performance Indicators / Metrics:

• Achievement of unit, revenue and margin targets in CSG business across Channel

Requirements: