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Senior Commercial Manager, Distribution

Research In Motion Limited® (RIM)® is a world leader in the mobile communications market and has a history of developing breakthrough wireless solutions. RIM's portfolio of award-winning products, services and embedded technologies is used by thousands of organizations around the world and includes the BlackBerry® wireless platform, the RIM Wireless Handheld™ product line, software development tools and software/hardware licensing agreements. RIM is seeking driven individuals who can take our wireless data products to the next level in the global wireless market. Are you ready to make a difference in the world of mobile communications with RIM.
POSITION SUMMARY
The successful candidate will be responsible for evaluating current business models and developing new models, providing input and support in the overall business strategy for Distribution, online and retail development for the UK & Ireland. The role reports directly to the Director, Consumer Sales UK & Ireland.
RESPONSIBILITIES
The successful candidate's responsibilities will include:
  • Develop and maintain channel maps to provide a complete understanding of the distribution and retail supply environments for UK and Ireland
  • Managing Senior Commercial relationships with each of RIM's approved Distribution partners in the UK & Ireland
  • Build an account plan for each Distribution partner including complete assessment of their down-stream channel both current and targeted accounts and the opportunities each of these represent for RIM
  • Build and maintain a 12-month rolling demand plan forecast for UK Consumer Channel including sell-through plans at a sales channel level
  • Evaluate and lead the UK & Ireland formal tender process for distribution to completion
  • Responsible for building and maintaining partner programmes for RIM and its distribution partners
  • Sell in and execute overall UK Consumer marketing and sales campaigns in the distribution, online and retail development (non-traditional channels) channels to ensure alignment between directly supported accounts and distribution
  • Implement and lead sales push programs in close conjunction with RIM's marketing and sales support teams
  • Build up and maintain trusted relationships with UK & Ireland Distribution Channel at all levels
  • Maintain clear and open communications with the UK Consumer Channel Management team to ensure adherence to RIM strategy, service offering standards, pipeline reporting, opportunity and market analysis information exchange and other in role activities as required
  • Managing, coaching and leading a team of Distribution and Retail Development Managers
  • Ensuring the team is motivated and active in achieving individual performance objectives and quarterly sales targets
  • Supporting the team's continual development of product knowledge, skills and competencies

Qualifications

ESSENTIAL SKILLS AND QUALIFICATIONS
  • A self-starter that can assist Director, Consumer Sales UK & Ireland to manage the BlackBerry "sell-in" and "sell-through" process with Distribution, Online and retail development partners
  • Demonstrable track record of analysing and understanding market trends, competitor technology threats and the ability to turn those into competitive advantage for RIM across each Distribution Partner
  • Ownership of the Distribution Development channel sales forecasting, channel performance monitoring, marketing budgets and channel target management in line with RIM corporate objectives
  • Experience of influencing and negotiating at Board and Senior management level
  • Prior experience of building business plans, customer proposals and management documentation, in line with strategy and to ensure RIM can develop relevant best practices for Channel engagement.
  • Developing where appropriate joint engagement plans and end customer proposals with RIM Channel Partner Sales resources to further investigate develop and deliver RIM penetration across any specified segment or customer
ADDITIONAL ASSETS
  • Proven track record of securing internal sponsorship of strategies and activities to ensure a single go to market message and avoid "white noise" within either the customer or the segment as a whole
  • Natural leader in regards customer interaction and above all virtual ownership of the account whilst remaining sensitive to the fact that each partner will have an inherent interest and involvement in the end customer relationship
  • Experience leading virtual internal resources available to you and an ability to engage those resources in a timely and effective manner, this will include understanding not just the marketing and pre sales technical support available but also how the RIM supply chain works in regards each of our product areas
  • Acting as a BlackBerry evangelist within the RIM partner environment to ensure the "beyond email" message is articulated
  • An aptitude for developing partner relationships outside of the core technology areas to push the RIM message out into the customer
  • An ability to resolve conflict and able to reverse negative positions into stronger relationships through exceptional persuasion skills and people management
  • Experience building partnerships not just from a revenue perspective but also a quality of service standpoint ensuring relationship longevity and future reward
  • Previous retail and distribution partner management experience and proven competency in assuring that harmony exists within sales activities that will require potentially multiple retail partners, internally and externally to succeed
  • A successful RIM Sales Professional will have demonstrated an exceptional "can do" attitude and actively enjoys challenging scenarios
  • RIM Sales Professionals would be expected to understand at a strategic level how solutions, applications, infrastructure and value added services relate to each other in a customer environment to ensure that the RIM and RIM Channel offering is aligned to real business need, as well as being robust and deliverable in a timely manner
  • Excellent communication skills in all areas to include presenting to audiences of mixed ability and understanding of our technology and solutions offering
  • Proven self starter with the ability to quickly analyse both the internal and external landscape to map out short medium and long term goals and set strategies to each
  • Methodical and logical approach to tasks and an ability to prioritise team workload rationally in line with set timeframes
  • Full understanding of solution sales processes from initial client contact to solution delivery in a Channel network
  • Motivating a team to work towards a common goal; consistently demonstrates people management skills
  • Gathering key feedback from Channel Partners and escalating feedback to the most appropriate people and groups
  • Ability to work as a team member in line with overall corporate strategy
  • Experience of managing and planning budgets
  • Forecasting of sales activities and expected revenue generation
  • Experience of working within virtual matrix teams, being able to navigate efficiently within a large organization, engage with relevant internal and external stakeholders

Job

: Marketing & Communications

Primary Location

: United Kingdom-Berkshire-Slough

Schedule

: Full-time

Hire Type*

: Experienced (Regular)

Relocation*

: Not Available