Supplier BD Specialist II - POSB

ScanSource • Greenville, SC

45d • $75,000 - $80,000

About The Position

Summary: Responsible for identifying and targeting resellers focused upon mid-market whitespace opportunities to increase revenue through eligible OONAL end-users. Can leverage Zebra’s data insights, vertical and portfolio resources, along with sales & marketing to deliver on established OONAL/Mid-Market rebate goals. The primary focus will be on identifying and capitalizing on existing, eligible, underserved & growth resellers, establishing strategic partnerships, and accelerating the engagement and adoption of Zebra’s PartnerConnect program and innovative solution portfolio. The role requires a dynamic and initiative-taking approach, excellent communication skills, and a deep understanding of the industry to drive reseller success and revenue growth. Essential Job Duties: Drive business to achieve supplier(s) revenue and GP$ goals Act as a focal point for the assigned vendor line(s) within and outside of ScanSource Creation, execution and on-going monitoring of assigned vendor line(s) business plans Identify and recruit reseller partners to sell assigned vendor line(s); create programs to enable and grow working with both the Supplier Business Manager and the supplier Develop and plan for growth and retention strategies to increase share of wallet and relationship with assigned supplier(s) and customers Successful achievement of recruitment of new customers and growth/development of existing customer base Maintain high profile for assigned supplier(s) to further productive relationships Present ScanSource message to customers and prospects through one-on-one, live meetings or recorded events Understand the competitive landscape of both the distributor and supplier(s) Monitor pipeline, recruiting and performance to goal for assigned supplier(s) Maintain product knowledge of assigned supplier(s) and their competitors Work closely with sales organization to ensure proper account coverage Regular attendance is an essential function of this position Other duties as assigned OONAL/Mid-Market Strategy: In collaboration with Distribution team, Zebra CDM and Channel Marketing, develop and execute a strategy to identify, nurture, enable and drive business development and marketing plans with Zebra resellers to drive awareness of eligible OONAL/Mid-Market end-user opportunities. Reseller Business Development: Engage with identified target Resellers to understand their unique value, go-to-market strategy, and potential for growth. Initiate business and marketing planning, identify areas for enablement and training. In collaboration with Distribution and Zebra teams, apply OONAL/Mid-Market Strategy tools, resources and if applicable through partner marketing to end-user. Manage and cultivate relationships, monitor reseller engagement, utilization of resources and ROI. Cross-Functional Collaboration: Collaborate with various internal, Distribution teams in addition to Zebra sales, marketing, product and vertical teams to align strategies, obtain critical input and support to accelerate and execute on plans. Data Analysis: Leverage Distribution and Zebra market, customer and reseller data and insights to make strategic decisions and guide overall OONAL/Mid-Market Strategy. Reporting: Provide quarterly business review on targeted reseller activities and enablement and its impact on business growth and opportunities. Reporting Relationships: Direct supervision given from Manager or Director, Supplier Business Development or VP, Supplier Services Daily contact with supplier(s) representatives, sales reps, and ScanSource management Will occasionally make presentations to supplier(s), customers and ScanSource Senior Management Ability to own Senior/Executive relationships unassisted, within Partner(s) organization

Requirements

• 5+ years of previous industry or sales/business development experience
• Assigned Supplier Certifications
• Previous experience in distribution channel strategies in a customer facing role
• Strong communications and presentation skills
• Self-motivated with ability to prioritize and execute
• Comprehensive view of Partner business at ScanSource, with ability to articulate via reporting or presentation (slip/gain, profitability, etc)
• Experience with financial reporting and forecasting; proficiency in Microsoft Excel
• Ability to sit a computer terminal for long periods of time
• Ability to be physically in attendance at workstation at designated company office location or remote location during normal business hours designated for the position
• Ability to travel up to 50% of the time
• Ability to lift 20 pounds

Nice To Haves

• Four-year degree from an accredited college or university; preferably in business or management
• Prior sales or account management experience
• SAP and Salesforce.com experience

Responsibilities

• Drive business to achieve supplier(s) revenue and GP$ goals
• Act as a focal point for the assigned vendor line(s) within and outside of ScanSource
• Creation, execution and on-going monitoring of assigned vendor line(s) business plans
• Identify and recruit reseller partners to sell assigned vendor line(s); create programs to enable and grow working with both the Supplier Business Manager and the supplier
• Develop and plan for growth and retention strategies to increase share of wallet and relationship with assigned supplier(s) and customers
• Successful achievement of recruitment of new customers and growth/development of existing customer base
• Maintain high profile for assigned supplier(s) to further productive relationships
• Present ScanSource message to customers and prospects through one-on-one, live meetings or recorded events
• Understand the competitive landscape of both the distributor and supplier(s)
• Monitor pipeline, recruiting and performance to goal for assigned supplier(s)
• Maintain product knowledge of assigned supplier(s) and their competitors
• Work closely with sales organization to ensure proper account coverage
• Regular attendance is an essential function of this position
• Other duties as assigned
• In collaboration with Distribution team, Zebra CDM and Channel Marketing, develop and execute a strategy to identify, nurture, enable and drive business development and marketing plans with Zebra resellers to drive awareness of eligible OONAL/Mid-Market end-user opportunities.
• Engage with identified target Resellers to understand their unique value, go-to-market strategy, and potential for growth. Initiate business and marketing planning, identify areas for enablement and training.
• In collaboration with Distribution and Zebra teams, apply OONAL/Mid-Market Strategy tools, resources and if applicable through partner marketing to end-user. Manage and cultivate relationships, monitor reseller engagement, utilization of resources and ROI.
• Collaborate with various internal, Distribution teams in addition to Zebra sales, marketing, product and vertical teams to align strategies, obtain critical input and support to accelerate and execute on plans.
• Leverage Distribution and Zebra market, customer and reseller data and insights to make strategic decisions and guide overall OONAL/Mid-Market Strategy.
• Provide quarterly business review on targeted reseller activities and enablement and its impact on business growth and opportunities.

Benefits

• medical/dental/vision coverage
• life insurance
• 401(k) plan with matching provision
• Outside of CA, ScanSource grants 128 hours of paid time off (PTO) each calendar year (prorated for date of hire).
• In the state of CA, employees accrue a set number of hours each pay period equaling the same 128 hours of PTO.
• ScanSource also celebrates 8 paid company holidays.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level