Business Development Manager

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

The role of a Business Development Manager is to develop and implement business activities to assist the vendor/s to grow their business.  National role that is hybrid and is based in Sydney. This role will manage 2 vendors that are into Data Management and End User compute. Experience in these areas will be greatly valued.

The role of a BDM involves a mix of reseller relationship management, account management and development of new business.   A BDM needs to have a strong mix of strategic, relationship development and operational experience and exposure and are required to understand the consultative & the challenger sales processes.  The primary function of a BDM is to grow their vendor/s pipeline and ultimately increase the revenue to achieve/exceed the assigned gross margin targets and rebate targets.

Tasks and Responsibilities

• Forecast accurately throughout the month and quarter
• Pipeline management
• Provide customer service and sales support to all Dicker Data resellers when required
• Assist Dicker Data teams with opportunities and quote when required
• Present a professional image at all times to resellers and vendors
• Develop strong product and process knowledge for the vendor you represent
• Acquire and maintain vendor sales certifications as directed
• Achieve KPIs as set by your manager
• 100 Appointments per quarter and updated weekly in Territory Plan
• Territory Plan completed half yearly
• Vendor KPI associated to rebate achievement
• Attend BDM sales meetings
• Vendor reporting requirements on activity
• Develop close working relationship with our business units, product managers, territory managers and sales teams
• Conduct ongoing analysis of territory to identify resellers and target them for growth strategies and monitor the success of initiatives arising from territory plan
• Attend reseller and vendor social and training events, which may be out of normal hours
• Ability to travel locally, interstate and internationally as required

Reseller Management

• Manage and develop reseller base, understand key personnel and specific reseller needs
• Follow vendor special pricing process ensuring that all claims can be processed in a timely manner
• Work as a team with your Account Managers and Product Managers
• Work and support BDMs in other regions on aligned accounts
• Regularly meet and form strong relationships with all supplier contacts

What you will need to succeed in the role

• Previous experience in a similar role
• Professional communication skills, both written and verbal
• Excellent presentation/ training skills and experience
• Strong negotiation skills
• Proactive orientation
• High level of discipline, initiative and enthusiasm
• Able to work well in a team as well as autonomously
• Intermediate MS Office proficiency
• Strong relationship-building skills with demonstrated ability to communicate and foster positive relationships with internal staff and with all levels of customer and vendor contacts

Our Benefits

• A highly competitive salary package depending upon experience
• Hybrid and sustainable working environment
• Staff only on-site gym & weekly corporate fitness classes
• A selection of freshly prepared lunch options provided daily
• Free on-site parking and electric parking stations
• A relaxed, modern office setting with smart casual dress
• Access to discounted banking, superannuation, and health and wellbeing offers via our corporate partners
• Company paid parental leave scheme
• Employee Assistance Program
• On site school holiday program for children of Dicker Data staff

Only those with the legal right to work in Australia may apply for this position.

Only short-listed candidates will be contacted.