Brand Manager

2 weeks ago

Midrand, Gauteng, South Africa Epsidon Management & Marketing Consultancy Full time

JOB PROFILE:

Job Title:

Brand Manager - Quest & CommVault

Division:

Datacenter, Cloud & Cyber Security

Location & Address:

Johannesburg

General Manager-
**General Manager

  • Data Centre**
    Direct Subordinates:0

Total Staff in Function:
1

WORKING RELATIONSHIPS:

Internal:

  • Procurement
  • Sales Operations
  • Brand Operations
  • Account Managers
  • Systems Engineers / Presales
  • Marketing
  • Logistics
  • Regional Managers

External:

  • Vendor
  • Resellers
  • End Users
  • Vendor
Alliance Partners

JOB SUMMARY:

Main Purpose of Position:

  • To manage the daily running of the assigned brand/s.
  • To continuously strive to grow the success of the assigned brands within First Distribution and be closely involved in all areas related to the brand from a sales and operational perspective.

Key Performance Areas

KPA

PERFORMANCE STANDARDS

Sales

  • Driving Gross Profit targets through Resellers.
  • Selling First Distribution's product portfolio within existing Resellers.
  • Recruitment of new Resellers.
  • Display key competencies of product knowledge and brand programs across the relevant portfolio of products.
  • Bi-Weekly sales review with Line Manager.
  • Drive targeted partner development planning.
  • Drive Sales Strategy and overview sessions with resellers.
  • Onboarding process within accounts: operational, sales, technical processes.
  • Build and manage effective relationships with relevant team members and resellers.
  • Ensure the satisfactory execution of the aligned business plan in conjunction with your Line Manager and Brand Managers.
  • Demonstrate sales growth.
  • Demonstrate the ability to Identify and Qualify new deals and partners in order to sustain the required levels of pipeline and target coverage
  • Report opportunity details to the Line Manager and brand managers on a regular basis (weekly) showing deal progression and pipeline creation using the Customer Relationship Management system.
  • Ensure that sales targets are achieved and report any deviations with detailed explanations.
  • Ensure targeted profit margins are achieved.
  • Ensure brand rebates are realized.
  • Ensure adherence to Call Plans
  • Ensure weekly activities and minutes of meetings are reported to the Line Manager.
  • Ensure sales reports and sales forecasts are submitted to Line Manager.

Manage the Brand Sales performance and operational excellence

  • Driving revenue and GP targets for the assigned brand/s across the full territory where we have distribution rights.
  • Continuously support sales growth in all regions.
  • Executing on and aligning with Vendor objectives.
  • Driving Vendor Strategy and portfolio within existing and new targeted accounts.
  • Understand Vendor strategy, programs, and complete portfolio of products
  • Run Quarterly Business Review Sessions with the vendor
  • Partner recruitment and Development
  • Operational processes
  • Build and manage relationship with Vendors team members
  • Understand in detail the vendors rebate programs and ensure alignment to maximise rebate attainment.
  • Report opportunity details to Vendor on a regular basis (as required by the vendor) showing deal progression and pipeline creation using the CRM (Customer Relationship Management) system
  • Ensure that sales targets are achieved and report any deviations with detailed reasoning
  • Management of the brand budget and P&L.
  • Balance the income statement and any General Ledger accounts assigned to the brand at least monthly.
  • Manage any stock and ensure optimal stock is purchased and avoid stock aging.
  • All Warehousing and Logistics associated to assigned brand/s
  • Control the Operating profit for the brand in accordance with the budget.
  • Pipeline management using CRM ensure accuracy is always maintained
  • Manage pricing and margins to maximise profitability.
  • Ensure accuracy of product codes and pricing
  • Remain updated with product changes and required training certifications.
  • Ensure all staff who require training are trained and all certifications are maintained.

Marketing Management

  • Conduct Marketing Planning sessions and take Accountability for the Marketing plan.
  • Work with both EMMC and Vendor Marketing teams to ensure effectiveness of all Marketing activity.
  • Partner Enablement (Target, Certifications, growth)
  • Develop a Business Development Plan that documents the key sales & marketing strategies and a management system that measures performance and success.
  • Align marketing activities in each region appropriately
  • Work on growing the market share
  • Understand the competitive landscape and develop strategies to maintain competitive advantage.
  • Ensure customer enablement is run frequently and customers are always updated with the latest from the vendor.

People Management

  • Manage the Sales Specialists and ensure they are performing their role according to defined KPI's targets etc.
  • Ensure Sales processes are managed endtoend by all sales staff repr

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