Business Development Manager

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Business Development Manager - Riverbed
role at
Dicker Data
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
The role of a Business Development Manager is to develop and implement business activities to assist the vendor/s to grow their business. This is a national role that is hybrid and can be Sydney or Melbourne based. 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 the assigned gross margin targets and rebate targets.
What you will do in the role
Primary
Achieve/ Exceed Vendor and Dicker Data targets
General
Forecast accurately throughout the month and quarter
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 KPI's as set by Manager
100 Appointments per quarter and updated weekly in Territory plan
Territory plan completed half yearly
Vendor KPI associated to rebate achievement
Attend one on ones with Manager and activity reporting
Attend BDM Sales meetings
Vendor reporting requirements on activity
Develop close working relationship with business unit and product managers; develop relationships with all 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
Take all reasonably practicable steps to maintain the health and safety of yourself and others, and to minimise risks
Follow Dicker Data's policies, procedures and reasonable instructions at all times
Ability to travel locally, interstate and internationally as required
Reseller Management
Manage and develop Reseller base, understand key personnel and specific reseller needs
Be available to take calls, answer emails and process requests
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
Proactive orientation
High level of discipline, initiative and enthusiasm
Able to work well in a team as well as autonomously
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
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.
Eligibility and job details
Seniority level: Associate
Employment type: Full-time
Job function: Business Development and Sales; Industries: IT Services and IT Consulting
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