Vendor Alliances Manager

Job Purpose Summary

An exciting opportunity for a dynamic, successful and results oriented Leader to manage and develop a Vendor Management Team, CMS core Vendors and a pipeline of new Vendors.

The successful candidate will organically grow a team that brings new vendors profitably to market as well as developing existing CMS brands. It is critical the team is aligned to CMS core values and culture of strong teamwork and inclusion. The goal is to create THE Go-To-Distributor for new and innovative brands from across the World.
 

Role Responsibilities

• Prospecting, Identification and subsequent onboarding of vendors to drive profitable growth.
• Secure territory expansion & customer/ territory exclusivity with existing Vendors.
• Develop a New Vendor Incubation Plan including forecast and strategy to demonstrate how we will successfully launch new Vendors across approved territories.
• Lead Customer / Vendor interaction & relationships needed to build this plan out, including new resource investments.
• Work with the BUD and the wider business to align everyone to the strategy and make sure they know the part they need to play in making this successful.
• Responsible for Incubation & existing vendor sales budgets, resource allocation & forecasting
• Time Management: 70% invested on new Vendor acquisition, launch and first 6 months of trading. 30% on people management and existing CMS Vendors.
• Build a performance culture on clear Leading KPIs such as new pipeline generated, customer breadth and conversion rate.
• Successful collaboration with CMS Directors to identify and onboard vendors that align to strategy. Work with other CMS departments to ensure alignment to maximise growth opportunities.
• Customer Focus – Manage a Sales function that works collaboratively with the Vendor Management and Sales Teams to build extensive customer relationships at all levels.
• As an experienced and senior operator, use your network to identify opportunities with new vendors and leverage existing and new partners to work with CMS.
• Create joint Go- To-Market Business Plans with Vendors that drive win/win outcomes.
• Build a clear strategy, with each vendor understanding their investment in CMS and what we will deliver for that.
• Identify, understand and find ways to monetise Tech Industry market movements.

Additional Responsibilities

People & Resource Skills

• Become a key member of CMS Management Team
• Work proactively with CMS Leadership Team to build a performance culture.
• Strong understanding of multiple business functions such as sales, marketing, presales, Vendor & Client management.
• High Levels of emotional intelligence that will be critical to develop and engage a high performing team.
• Build and resource a resilient team with SMART objectives.
• Setting strategy, aligning resources, inspiring action, prioritisation, and managing conflict
• Operating within CMS values and procedures to maximise opportunities and to address and solve problems.
• Being a brand ambassador, always raising the profile & reputation of CMS as a successful and forward-thinking business
• Key customer & vendor relationships at executive level
• Have a focus on our drive for diversity and inclusion and be a clear custodian of this.
• Projects & change initiatives, as required.

Key Measures of Performance: 

• Revenue and Profitability
• KPI dashboard
• Employee Engagement & attrition
• Customer & Vendor Engagement Survey
• New vendor success
• Vendor Income

Skills & Personal Attributes

Skills & Abilities:

• Leadership Skills and high levels of emotional intelligence
• The ability to build trusted partnerships at Executive & Director level
• A great commercial understanding, constantly seeking opportunities to improve financial performance, process and culture.
• 3-5 years minimum experience working in an IT Distributor.
• Comfortable working in a fast-paced, dynamic environment with high-degree of self-ownership.
• The ability to manage multiple Strategic, Tactical and Operational priorities through to completion with short and long-term objectives.
• Harness Business Intelligence captured and maintained through CRM to build and activate innovative GTM campaigns
• Time management and strong organisation skills
• Excellent written and verbal communication & presentation skills

Personal Attributes:

• High Emotional intelligence, with a genuine empathy for people and the ability to get alongside and motivate them
• A positive, can-do approach is essential for success in this role
• Attention to detail and accuracy are key attributes
• Integrity and confidentiality are key to this role
• Flexible, possesses good influencing skills
• Professional, organised yet adaptable
• Articulate with excellent communication skills
• The ability to multi-task and deliver against expectations and deadlines
• Work effectively and efficiently under pressure
• Upholding and Championing the CMS Values always

Qualifications

• A bachelor’s degree in business or a related field desirable or required
• A leadership qualification such as ILM or CMI
• A coaching or mentoring qualification
• Relevant Vendor Accreditations
   

Key Traits