Brand Manager - Cybersecurity

**JOB PROFILE**:
**Job Title:
Brand Manager - Trend Micro &
Mimecast**
**Division**:
Datacenter, Cloud &
Cyber Security
**Location &
Address**:
Johannesburg
**General Manager - General Manager
- Cybersecurity**
**Direct Subordinates**:
0
Total Staff in Function:
1
**WORKING RELATIONSHIPS**:
**Internal**:
- Procurement
- Sales Operations
- Brand Operations
- Account Managers
- Systems Engineers / Presales
- Marketing
- Logistics
- Regional Managers
**External**:
- Vendor
- Resellers
- End Users
- Vendor Alliance Partners
**JOB SUMMARY**:
**Main Purpose of Position**:
- To manage the daily running of the assigned brand/s.
- To continuously strive to grow the success of the assigned brands within First Distribution and be closely involved in all areas related to the brand from a sales and operational perspective.
**Key Performance Areas**
**KPA**
**PERFORMANCE STANDARDS**
**Sales**
- Driving Gross Profit targets through Resellers.
- Selling First Distribution’s product portfolio within existing Resellers.
- Recruitment of new Resellers.
- Display key competencies of product knowledge and brand programs across the relevant portfolio of products.
- Bi-Weekly sales review with Line Manager.
- Drive targeted partner development planning.
- Drive Sales Strategy and overview sessions with resellers.
- On-boarding process within accounts:
operational, sales, technical processes.
- Build and manage effective relationships with relevant team members and resellers.
- Ensure the satisfactory execution of the aligned business plan in conjunction with your Line Manager and Brand Managers.
- Demonstrate sales growth.
- Demonstrate the ability to Identify and Qualify new deals and partners in order to sustain the required levels of pipeline and target coverage
- Report opportunity details to the Line Manager and brand managers on a regular basis (weekly) showing deal progression and pipeline creation using the Customer Relationship Management system.
- Ensure that sales targets are achieved and report any deviations with detailed explanations.
- Ensure targeted profit margins are achieved.
- Ensure brand rebates are realized.
- Ensure adherence to Call Plans
- Ensure weekly activities and minutes of meetings are reported to the Line Manager.
- Ensure sales reports and sales forecasts are submitted to Line Manager.
**Manage the Brand Sales performance and operational excellence**
- Driving revenue and GP targets for the assigned brand/s across the full territory where we have distribution rights.
- Continuously support sales growth in all regions.
- Executing on and aligning with Vendor objectives.
- Driving Vendor Strategy and portfolio within existing and new targeted accounts.
- Understand Vendor strategy, programs, and complete portfolio of products
- Run Quarterly Business Review Sessions with the vendor
- Partner recruitment and Development - Operational processes
- Build and manage relationship with Vendors team members
- Understand in detail the vendors rebate programs and ensure alignment to maximise rebate attainment.
- Report opportunity details to Vendor on a regular basis (as required by the vendor) showing deal progression and pipeline creation using the CRM (Customer Relationship Management) system
- Ensure that sales targets are achieved and report any deviations with detailed reasoning
- Management of the brand budget and P&
L.
- Balance the income statement and any General Ledger accounts assigned to the brand at least monthly.
- Manage any stock and ensure optimal stock is purchased and avoid stock aging.
- All Warehousing and Logistics associated to assigned brand/s
- Control the Operating profit for the brand in accordance with the budget.
- Pipeline management using CRM - ensure accuracy is always maintained
- Manage pricing and margins to maximise profitability.
- Ensure accuracy of product codes and pricing
- Remain updated with product changes and required training certifications.
- Ensure all staff who require training are trained and all certifications are maintained.
**Marketing Management**
- Conduct Marketing Planning sessions and take Accountability for the Marketing plan.
- Work with both EMMC and Vendor Marketing teams to ensure effectiveness of all Marketing activity.
- Partner Enablement (Target, Certifications, growth)
- Develop a Business Development Plan that documents the key sales &
marketing strategies and a management system that measures performance and success.
- Align marketing activities in each region appropriately
- Work on growing the market share
- Understand the competitive landscape and develop strategies to maintain competitive advantage.
- Ensure customer enablement is run frequently and customers are always updated with the latest from the vendor.
**People Management**
- Manage the Sales Specialists and ensure they are performing their role according to defined KPI’s targets etc.
- Ensure Sales processes are managed end-to-end by all sales staff represen