Head of Consumer Vendor Management

Job Purpose Summary

Manage, motivate and drive a team of Vendor Managers across the Consumer range of CMS Vendors. Understand the processes involved, the TAM of the Vendors to maximise Revenue and GP for CMS. Defining business plans and sales strategies which will make CMS the Distributor of choice. Enhancing the skill sets of the current VM’s to ensure maximise profitability for the business.

Role Responsibilities

• Responsible for the Management and support of a team of Vendor Managers as well as the sales support team for the positive execution of their daily tasks
• Motivate and effectively manage the performance of the team. Delivering monthly 1:1’s, setting sales and personal development objectives and ensuring alignment with the core CMS values
• Train and develop the team of VM’s to excel in their role.
• Drive personal Vendor interaction & relationships at a senior level through visits, QBR’s and Industry events.
• Build a performance culture on clear Leading KPI’s such as Conversion Rate, Quote Volumes, Quote values & Vendors per customer
• Ensure all brands are set up on the CMS Store with targets set.
• A clear understanding of the market - Vendors, resellers and what the competition are up to and how CMS can adapt to retain our reputation as a VAD within the industry.
• An awareness of market dynamics and how to position CMS as a go-to Distributor of choice within the Enterprise sector
• An ability to review how CMS currently conducts business, the process involved and implement changes to make us more effificient and scalable as a Business Unit
• Drive appropriate Sales behaviours and high levels of activity. 
• Grow Whitespace through New vendor and  Customer acquisition
• Lead Sales collaboration with all other CMS Sales BU’ss to ensure alignment and growth opportunities.
• Vendor Focus – Manage a product-focussed function that works collaboratively with the sales teams to enhance the CMS offering of those specific Vendors 
• Consumer team sponsor for important projects that drive automation, productivity, innovation and efficiency.
• Ensure accurate and strong opportunity management within the CRM system in relation to all business opportunities
• Build resource resilience in all sales areas through appropriate recruitment and Graduate development.
• Monthly KPI & forecasting reports
   

Additional Responsibilities

People Skills & People Managment

• Strong understanding of the specific business function, which allows the team to operate at optimum efficiency levels
• High Levels of emotional intelllegence that will be critical to build and engage a high performing team
• Work proactively with B2c Leadership team to build a performance culture 
• Setting strategy, aligning resources, inspiring action, prioritization, and managing conflict
• Using judgement, coaching and mentoring approach without supervision.
• Operating within CMS values and procedures to address and solve, problems without supervision
• Projects & Change initiatives – possible conflicts about budgets, overall business priorities, stakeholder buy in – using judgement and CMS procedures and values to solve

Key Measures of Performance: 

• Revenue and GP
• KPI dashboard
• Quote value, quote volume and conversion rates
• Vendor penetration
   

Skills & Personal Attributes

• Leadership Skills and high levels of emotional intelligence
• Strong experience and knowledge of IT Distribution is essential
• A great commercial understanding, constantly seeking opportunities to improve financial performance, process and culture
• 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.
• Drive behaviours through the key KPI’s set
• 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.

Key Traits