Job Summary
On behalf of a leading multi-national technology/IT distributor company, we are looking for Entity Business Manager (EBM) having experience of working with the core brands like Cisco, Huawei, HPE, IBM, and Oracle preferably in distributor company or reseller. The EBM will report directly to GM Distribution for Africa.
Purpose To deliver committed revenue growth beyond market growth, i.e., taking market share from competition.To deliver agreed gross margin and profitability, enabling positive cash generation.To deliver on our commitments to management and shareholders.To build and manage a team capable of delivering upon the company objectives.To be the pivot between all internal and external stakeholders (Sales, BDM, Finance, CRO, HR, Legal, Marketing).To be responsible for the financial soundness of the entity. Role's Description
PlanCompose an annual business plan and establish a yearly calendar for Planning Sessions, Business Reviews, and Sales Calls.Input to and oversight of the corresponding budgets.Quarterly Partner Landscape reviews (Partner Segmentation, Partner tiering, Brownfield, and Greenfield)Ensure the conditions for the optimal time to market of resources and technologyProvide quarterly feedback to management on market, channel, category, and vendor specifics.Establish the local channel terms and conditions framework aligned with Group financial guidelines and plans and adapted to real local conditions.
ExecutiveDrive robust sales management and sales forecast processes, delivering predictable revenue and cash flow.Manage and be accountable for Marketing Qualified Leads (MQLs)Ensure adherence to Group standard policies & procedures.Deliver high quality implementation of strategies and plans.Master end-to-end inventory for predictable sales and to minimize aging.Ensure employees are capable of effectively conducting their sales and marketing activities.Deploy variable compensation scheme across the entity following Group central guidelines.Lead at recovering all account receivables in accordance with F&A procedures and guidelines.Manage and implement Group HR policies and procedures for all HR functions (Recruitment, Onboarding, Training, Performance Management)Manage and control the legal function (lease, contract, insurance…) for each entity in coordination with the Central legal department.
EvaluateImplement a system for the continuous review of resources.Quarterly Partner Landscape review.Establish quarterly financial reviews with the F&A to ensure adherence to budget.Continuously, evaluate the compliance of the Group's business processes.Ensure receipt and analysis of weekly sales, backlog, inventory, and receivables reports.
ActBe accountable for teams' productivity, sustainability, and performance.Take appropriate action following each partner landscape review.Drive forecasting accuracy and quality improvement.Be an advocate for Group policies & procedures.Act as the custodian of the Entity assets, securities, and funds.Timely escalation of matters concerning receivables, inventory, and resourcing. Deliverables Yearly business plan and financial plan, with monthly milestonesYearly resources plan to support the businessWeekly/bimonthly/monthly forecast on salesWeekly Inventory ReportMonthly report on business fundamentals (sales, backlog, net profit, inventory, receivables, cash in bank) Metrics
KPI- What has been achieved- Measurable on specific objectivesMarket share/ "channel share"Suppliers' milestones achievedRevenues on targetBusiness RebatesGross profitDSODSICOBPositive cash generation
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