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Services Vendor Business Manager

Randalls Way, Leatherhead KT22 7TW, UK Req #108
21 March 2024

Established in 1982, Bytes has grown rapidly and now employs over 600+ people across 5 locations in the UK and Ireland. Our turnover in Financial Year 2019 was in excess of £520M. We work with SME’s, corporates and public sector organisations to modernise and digitally transform their IT infrastructures.

We invest in our employees through on-going support, training and advice to help them achieve their career aspirations, rewarding success both financially and personally. There is opportunity to grow and move internally which can be seen through our long-standing employees who have developed existing and new skills to move into senior positions in the organisation leaving space for new team members to begin their journey.

Your Future Starts Here

Why Bytes?

  • Over 600 staff (plans to double in size over the next 5 years)
  • Operating from modern, hybrid working environments with offices in Leatherhead, Reading, London or Manchester
  • Winners of an array of industry awards
  • Sunday Times Top 100 Best Places to Work
  • Excellent training and career prospects offered
  • Fantastic office with gym, canteen, open plan, smart casual dress code, regular incentives and company events
  • Supporters of 85+ charities with strong commitment to diversity and sustainability

 

POSITION DETAILS:

Position Title:

Services Vendor Business Manager

Reports to (POSITION):

Head of Partner Management 

Team:

Services Partner Management 

Department:

Services

PURPOSE OF JOB:

(OVERALL DESCRIPTION OF THE POST WITHIN THE TEAM AND ORGANISATION)

 

This role sits within our wider Services Partner Management Team, who are responsible for all 3rd party products integrated into Bytes services, and all 3rd party partners delivering services via Bytes.

 

The focus of this role is to promote Bytes within the Vendor/s, and to promote the Vendor/s within Bytes. This will involve close collaboration with the Bytes Head of Proposition to create, execute, and manage a Bytes business plan for that Vendor/s as well close collaboration with the Vendor/s Partner Account Manager to support the Vendor/s business plan for Bytes.

 

The role with cooperate with sales, sales support, presales, marketing, and delivery, and should therefore be familiar with these business functions, and able to work collaboratively towards strategic aims.

 

 

 

KEY RESPONSIBILITIES:

  • Collaborate with the Proposition Lead in order to own the creation and execution of the Bytes’  business plan  for Vendor/s
  • Manage execution of the Vendor/s business plan within Bytes
  • Manage escalations between Bytes and the Vendor/s
  • Monitor and update relevant Bytes stakeholders on key program and technology changes for (Vendor/s) Alignment, to support the creation of solution led business plans in conjunction with Proposition Lead & Marketing
  • Work with Marketing to manage (Vendor/s) marketing activity
  • Build and manage strategic relationships within (Vendor/s) and continue to map key stakeholders as per RACI document
  • Organise, prepare, and attend ABRs & QBRs alongside the proposition leads
  • Proactive creation & adoption of vendor aim statements and sales incentives.
  • Support (Vendor/s) renewals with the relevant sales team(s)
  • Maintain the Vendor/s forecast and visibility of progress of renewal retention through the sales cycle, refresh potential & cross sell/ upsell
  • Compile, distribute and monitor the delivery of propensity data analysis, along with insights to the relevant Subject Matter Experts (SMEs) and sales teams to increase (Vendor/s) pipeline
  • Undertake and review loss analysis data
  • Maintain our vendor status and accreditation matrix for (Vendor/s)
  • Ownership and tracking of deal registration for (Vendor/s) to ensure margins are maximised
  • Reconciliation & sanitisation of vendor and distribution rebates
  • Co-ordinate and complete sales enablement, focus days & sales based events and networking. Own the execution of (Vendor/s) incentives
  • Take responsibility and maintain our internal SharePoint vendor pages
  • Own the accuracy of the (Vendor/s) Taxonomy
  • Work closely with Bytes Operations teams to ensure processes are efficient and timescales are being met. Deal Reg/ Order Processing/ Invoicing etc

 

WIDER TEAM NETWORK

(WHICH TEAMS WILL THE POSITION WORK WITH DIRECTLY AND WHO WILL THEY RELATE TO EXTERNALLY)

Internal

  • Sales, Sales Support, Pre-Sale specialists, Technical pre-sales, support, delivery, managed service teams and Marketing

External

  • Working directly with our mainstream Distributors & Partners and (Vendor/s)

 

 

 

QUALIFICATIONS, EXPERIENCE, & SKILLS:

 

Educational Qualifications:

  • Minimum GCSEs (A-C) English & Mathematics
  • Educated to A-level standard

ESSENTIAL

DESIRABLE

Professional Attributes

  • Experience of Selling software solutions
  • Experience in commercially compiling complex (Vendor/s) quotes
  • (Technical (Vendor/s) Accreditations

ESSENTIAL

DESIRABLE

ADVANTAGEOUS

Years of Experience

  • 2-3 years’ experience in a similar role
  • Vendor development management experience

ESSENTIAL

ESSENTIAL

Other Requirements

  • Commercial awareness
  • Excellent presentation delivery
  • Accuracy & Attention to detail
  • Excellent organisational and customer service skills
  • Excellent Time Management & Project prioritisation
  • Multi-tasking Team player
  • Outgoing and enthusiastic
  • Copes well under pressure

ESSENTIAL

ESSENTIAL

ESSENTIAL

ESSENTIAL

ESSENTIAL

ESSENTIAL

ESSENTIAL

ESSENTIAL

 

CORE Competencies & SKILLS – BASED ON POSITION AND GRADE (IF APPLICABLE)

 

  • Regarded as trusted advisor in proposition area.
  • Ability to develop and maintain relationships across Bytes, customer, and vendor community.
  • Ability to articulate proposition area to all levels, including up to Exec level.
  • Tenacious, outgoing, and quick to learn
  • Adaptable and forward thinking

 

MEASURES & GOALS

(HOW WILL THE SUCCESS OF THE PERSON IN THIS POSITION BE MEASURED – WHAT ARE THE EXPECTED OUTPUTS)

OBJECTIVE

MEASURE

FREQUENCY

The creation & successful execution against vendor business plan (s) metrics 

Numerical metrics = Revenue, Average GM%, Overall GP, Annuity GP, Renewals GP, # Trading customers, # Net new logos, Pipeline, deal reg increase 

Quarterly

Renewals

% of available renewals GP

Monthly

Customer Contract retention

% of customers contracts retained

Quarterly

Min. Margin adherence

% of quotes should adhere to min. margin protection (corp gov).  

Quarterly

Improve average GM by vendor

Rebate maximise opportunity via program reflection within the business plan

Quarterly

Increased and accurate rebates

% increase in relation to % target uplift YoY

Quarterly

Deal Reg accuracy

70% acceptance rate

Quarterly

Forecast Accuracy

Within 10% of the forecasted number

Monthly

 

 

 

Other details

  • Job Family Employee
  • Job Function Sales Specialist
  • Pay Type Salary
Location on Google Maps
  • Randalls Way, Leatherhead KT22 7TW, UK