Introduction
Founded in 1978, Dicker Data is Australia's leading locally owned and operated distributor of ICT hardware, software, cloud and IoT solutions for over 10,000 reseller partners across Australia and NZ.
An ASX listed (ASX: DDR) company, we are recognised in the industry for our award-winning record of gender equality, diversity and inclusion and we pride ourselves on building sustainable business practices. We understand the importance of hiring the right people to build successful teams, and of supporting our people to reach their full potential in every aspect of work and life.
Our Vision
To inspire, educate and enable Australian technology resellers to achieve their full potential through the delivery of unparalleled service, technology and logistics.
Our Values
At Dicker Data, we pride ourselves on our family centric culture. Our people band together for a common goal, willing to lend a helping hand and often going above and beyond to support their colleagues. The values that underpin our company culture are the drivers of our ongoing success:
* Agile
* Solution focused
* Respect for all people
* Integrity in the way we operate
Description
The Role
The role of a Business Development Manager (BDM) is to develop and implement business activities to assist assigned vendor(s) in growing their business. This role combines reseller relationship management, account management, and the development of new business opportunities.
As a successful BDM you will bring a strong mix of strategic thinking, relationship development, and operational execution, with a solid understanding of both consultative and challenger sales methodologies. You will grow the vendor pipeline and ultimately increase revenue by achieving assigned gross margin and rebate targets.
Tasks and Responsibilities
* Forecast accurately throughout the month and quarter
* Effectively manage and maintain a healthy sales pipeline
* Provide top tier customer service and sales support to Dicker Data resellers
* Assist Dicker Data sales teams with opportunities and quotes
* Reseller management to include:
o Manage and develop the assigned reseller base, including understanding key personnel and specific reseller needs
o Be available to take calls, respond to emails, and process requests in a timely manner
o Follow vendor special pricing processes to ensure claims can be processed efficiently
o Support and collaborate with BDMs in other regions on aligned accounts
o Regularly meet with and build strong relationships with all supplier contacts
* Present a professional image to resellers and vendors
* Develop strong product and process knowledge for the vendor(s) represented
* Acquire and maintain vendor sales certifications as directed
* Achieve KPIs as set by your manager, including:
o Completion of a territory plan
o Vendor KPIs associated with rebate achievement
o Vendor KPIs associated with role requirements
o Attendance at one-on-one meetings with your manager and completion of activity reporting
o Attendance at BDM sales meetings
o Completion of vendor reporting requirements on sales activity
* Develop close working relationships with Business Unit Managers, Product Managers, Territory Managers and Sales teams
* Conduct ongoing analysis of your territory to identify resellers and target growth opportunities, monitoring the success of initiatives arising from territory plans
* Attend reseller and vendor social and training events, which may occur outside of normal business hours
* Travel locally, interstate, and internationally as required
Skills And Experiences
Skills and Experience
* Minimum 3 years' experience in a channel sales role
* Channel experience in a vendor-facing or distributor-facing role highly regarded
* Proven experience in a similar BDM capacity
* Ability to hunt for new reseller opportunities while maintaining existing relationships
* High level of eagerness to succeed and drive new business outcomes
* Excellent presentation and training skills
* Strong negotiation, customer service and interpersonal skills
* Proactive, disciplined, and enthusiastic approach to work
* Ability to work effectively both autonomously and as part of a team
* Intermediate proficiency in Microsoft Office
* Strong relationship-building skills with the ability to communicate professionally (written and verbal) and effectively with internal teams and all levels of customer and vendor contacts