Business Development Manager - Tablets

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This transformation together with Lenovo’s world-changing innovation is building a more inclusive, trustworthy, and smarter future for everyone, everywhere. To find out more visit www.lenovo.com, and read about the latest news via our StoryHub.

Description and Requirements

1. Role Objective

The Business Development Manager (Commercial) is responsible for developing commercial capacity in the assigned market — finding, qualifying, signing and nurturing relationships with key accounts, ISVs and commercial partners — and converting that capacity into profitable, sustained tablet sell-through and market-share growth.

The role owns acquisition and retention of commercial accounts, account and territory planning, funnel development, competitor monitoring, and disciplined forecasting.

Distinct from an account/sales role, the BDM's primary mandate is capacity creation: building the partner and account base, and the qualified pipeline, that future revenue depends on.

2. Responsibilities & Accountabilities

2.1 Commercial Capacity Development

• Find, qualify, sign and nurture relationships with key accounts, ISVs and commercial partners within the assigned territory.
• Spearhead the development of new customers and partners; drive incremental opportunities through acquisition activity.
• Ensure channel partners have adequate support and ongoing training/enablement to effectively sell the Lenovo brand and product line.
• Retain and grow Lenovo volume within existing accounts through acquisition and retention activities.

2.2 Territory & Account Planning

• Formulate strategic territory and account plans with clear objectives, actions and sales priorities.
• Monitor competitor activity and market dynamics; translate analysis into action points and share-growth plans.

2.3 Market Coverage

• Maintain active in-market engagement with customers and partners.
• Conduct regular qualified customer and partner meetings, with documented outcomes and clear next steps.

2.4 Funnel & Forecast Management (D365)

• Surface the full funnel in D365 with accurate and up-to-date opportunity information.
• Work the funnel with Sales, progressing opportunities through the appropriate stages with clear rationale.
• For commit-stage deals, maintain a documented view of the customer, intended outcomes, and next actions required to advance or close the opportunity.
• Provide an accurate and timely forecast for the territory, covering potential business in-quarter and beyond.
• Ensure timely closure and follow-up of open items.

2.5 Stakeholder Collaboration

• Engage effectively with AP and local account teams (KA & GA) on joint account planning and execution.
• Contribute market intelligence and recommendations to regional plans.
• Review sales progress and customer satisfaction with relevant stakeholders.

3. Business Stakeholders

Internal: Field Sales, Product Management, Marketing, Sales Operations, AP Tablets Leadership, Local KA & GA Account Teams

External: Commercial Customers and Prospects, Channel Partners, ISVs

4. Competencies & Requirements

4.1 Behavioural Competencies

CompetencyExpected Behaviour

Leading & Initiating ActionOwns outcomes; proactively drives coverage, opportunities and follow-up.

Presenting & Communicating InformationBrings a clear, fact-based view of the business to reviews.

Persuading & InfluencingEngages customers and partners with intent and advances opportunities credibly.

Adapting & Responding to ChangeResponds to coaching with visible and sustained change.

4.2 Functional / Technical Competencies

• Strong understanding of commercial / channel business and general business acumen.
• High customer focus and strong analytical skills, with the ability to translate analysis into action.
• Proficiency in CRM (D365), Excel and PowerPoint.
• Strong oral and written communication skills.
• Ability to work independently and take initiative.

4.3 Experience

• Commercial / B2B sales and business-development experience, with end-customer and channel exposure.
• Bachelor's degree in business, marketing, engineering or related discipline; MBA desirable.