Job Title: Account Manager – Indirect & Business Partners
Business Unit: European Programs – Lenovo Financial Services
Reporting Manager:  European Programme Director
Job Band: 408
Location: France, Germany and UK 

Summary of Role

Responsible for delivery of agreed Key Performance Indicator targets (KPI’s), the purpose of the role is to develop, manage and maintain relationships at all levels within both Lenovo’s  Direct Enterprise & Public Sector team and Lenovo Business Partners in order to win new leasing opportunity from a direct & channel partner portfolio.  The role will require a working knowledge of IT leasing, channel strategy together with the ability to prioritise, target and acquire new Business Partners understanding their leasing needs and structuring winning solutions to generate profitable business for the company.   The position will require the ability to work with the Vendors Channel sales teams to build a structured contact strategy, focus on priority prospects and use advanced sales skills to close new wins, resulting in substantial new business volume for the Vendor programme. The position will require the ability to price different types of leases, work well with the Vendor  sales team leaders and managers to help maximise Finance opportunities, also sell & negotiate with customers on the phone and face to face.

Hiring Profile

• Proven sales track record at negotiating with senior levels within vendors in the sales aid leasing industry.
• At least 2 years experience with a proven external sales track record in a dynamic, target driven environment.
• Business acumen – Ability to understand the sales process, roles and responsibilities of the interrelated functions of the business, and the competitive environment; can read, report, evaluate and react to metrics & measurements
• Problem solving – owns issues, resolves as possible and escalates as needed; can demonstrate ‘out of box’ thinking by easily making connections among previously unrelated notions.
• Substantial knowledge of financial products e.g. Loans, Finance and Operating leases with the ability to interpret financial accounts
• Excellent knowledge of Operating Lease qualification
• Ability to demonstrate successful  account management skills
• Must be numerate and possess good problem solving skills
• Excellent knowledge of lease evaluation tools
• Thorough understanding of underwriting skills, as well as residual values and pricing concepts
• Highly organised and able to work well under pressure
• Ability to price and structure complex lease transactions
• Highly organized and show a structured approach to work practices, experienced at using a CRM tool such as Salesforce.com

Key Responsibilities/Accountabilities

• Increase volume and consequently penetration of leasing
• Achievement of monthly Key Performance Indicator targets as set by the Sales Manager.
• The evaluation of the potential business introducer, together with the risk and reward of potential programme
• To produce new business volume & GP forecasts as requested by the Sales Manager.
• To manage and control all customer / vendor satisfaction issues in line with company guidelines, ensuring that any customer or vendor issues are swiftly and professionally resolved.
• Develop and Execute a robust sales & business plan for the Vendor
• Achieve acquisition targets - including new customer wins, lease volume & gross profit – develop & execute a successful acquisition strategy
• Use Salesforce.com as an intrinsic part of the account management & relationship development process
• Responsible for producing a weekly forecast of potential business & managing the pipeline to closure, deliver strong conversion from the pipeline
• Strong personal negotiation and customer and vendor relationship building skills
• Achieve personal Volume and Profitability targets
• Responsible for individual customer wins, delivered via a robust sales strategy
• Take personal responsibility for all allocated Vendor Relationships
• At least 2 years experience and knowledge of working  with Channel Sales