Lenovo 4P Manager in Stockholm, Sweden
The 4P Manager role is a vital role within the commercial team. It will be split 60-70% focused on the sell-in and sell-through management with distributors and 30-40% on validating and localizing the go to market plans.
The primary function is to increase share of wallet and leverage relationships (from sales floor through operational management to director level) within partners.
You will be responsible for building, validation and pitching the SMB campaigns which run every 3 months to the distributors. To do this, you will be required to input the country requirements for all elements of the 4Ps of marketing (product/price/promotion/place) to the North 4P leader to deliver the accurate business plans to the market. Teaming with the local channel team is essential.
4P Manager role is reporting to the Nordic 4P leader in the Nordic Product Management organization.
Product portfolio Management
Analyze market intelligence data to define growth strategy.
Input country adjustment during planning phase of the quarterly campaign, centralized planning being under Nordic responsibility.
Input sales-in forecast.
Validate and implement the campaign launch with key distributors and ensure early sell-in and PC coverage and availability ready for launch.
Plan sales out plays in consistency with sales out gross-to-net, guidance, to ensure flawless campaign transition and implement communication plans linked to the overall strategy.
Ensure Global Supply Chain/Operations can deliver and supply products ready for the campaign by adequately forecasting.
Product Distribution Sales
Ensure full availability of the portfolio in distribution.
Manage healthy inventory with distribution, recommend and take actions to ensure high turns.
Negotiate and manage sell-in/inventory profile.
Manage together with the Distributor Account Manager weekly replenishment and opportunity tracking to provide realistic weekly shipments.
Ensure that the full benefits of the Lenovo SMB portfolio are understood through key communications and training activities.
Minimum onsite presence within named accounts to be 1-2 days per week.
Forecast & volume targets by week + weekly sales floor & demand generation activity plan.
Brand / product profitability plan to include Sales gross-to-net: discounts, rebate plan, price protection, spiff funding and promotions, gross profit and co-marketing.
Market & Business Analysis
Input local market intelligence to the weekly/bi-weekly price competitiveness analysis.
Analyze sales per product and segment and define promotions to ensure run-rates and weeks of inventories are kept on strategy.
Work with the channel sales team to track weekly sales versus plan, channel stock and recommend/implement corrective actions to ensure units/revenue/GP targets are meet.
Be the country owner for the SMB product strategies and tactics.
Maintain the country product portfolio once defined with the SMB Nordic Leader.
Identify price and promotional actions to increase sales, remain competitive and meet targets.
Consistent achievement of weekly and quarterly sales in and out targets at product family level through key product metrics - revenue, gross margin, units.
Market Share (IDC), and price band share.
Product lifecycle metrics: transition timelines, channel stocking and clearance.
Ability to up-sell and cross-sell across the SMB products, options and services.
Maximize time spent on sales floor to achieve goals. i.e., spiff days, training days, product marketing meetings to include.
Proven ability to build relationships & negotiate (sell-in plans, margin, share of business) with key decision makers in Business Partners.
Pro-active business & marketing planning to show good levels of ROI, increased share of wallet and focused activities around higher average unit revenue products.
Forecast accuracy. Competencies
Sets clear and aggressive targets with tactical objectives.
Metric driven and fact based.
Acts quickly with a sense of urgency.
Trust and integrity.
Accountability, ownership and trust.
Leveraging sales tools.
Relationship building / negotiating.
Account / activity Management.
Essential Experience and Key Skills:
Minimum 5 years proven sales/marketing experience.
Minimum of 2-3 years proven IT industry account management experience.
Self-motivated and pro-active mentality.
Energetic, sales driven attitude and a “must win” attitude.
Proven face to face sales track record.
Presentation and communication skills.
Commercial understanding of Business Partners.
Detailed insight to business analytics and price/budget control & management.
High degree of numerical competency and commercial awareness.
B.Sc economics or business.
Fluent in English.
We are an Equal Opportunity Employer and do not discriminate against any employee or applicant for employment because of race, color, sex, age, national origin, religion, sexual orientation, gender identity, status as a veteran, and basis of disability or any other federal, state or local protected class.
Job ID #: 53748
Position Title: 4P Manager
Functional Area: Sales
Facility: Sales Branch Office
Relocation Provided: No
Education Required: Bachelors Degree
Experience Required: 5 - 7 Years
Travel Percent: 20