Product Manager – Cyber Security

• Procurement
• Sales Operations
• Brand Operations
• Account Managers
• Systems Engineers / Presales
• Marketing
• Logistics
• Regional Managers

• Vendor
• Resellers
• End Users
• Vendor Alliance Partners

• 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.

• 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.

• 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 representing your brand/s.
• Take accountability for the skills/knowledge of all back-office functions and processes including but not limited to: Internal Sales Support, Pre-sales, Procurement, and Logistics.

• Knowledge of relevant brand products and process.
• Knowledge of vendor structure to have the correct point of contact.
• Knowledge of information management industry in South Africa.
• Knowledge of IT Industry.

• Excel Intermediate
• Demonstrated accuracy and attention to detail with numbers
• Demonstrated confidentiality.
• Ability to deliver on service level agreements.
• Demonstrated ability towards business intelligence.
• Emotional Intelligence.
• Adhere to all policies and procedures that are implemented by the Company.
• Strong Self Motivational and Empowerment skills.
• Strong Communication Skills.
• Strong Relationship and Self-Management Skills.
• Takes Initiative.
• Works well with all kinds of people.
• Remains calm under pressure.

• Trust – It is the starting point of working together, feeling safe, belonging to a group and being able to grow our values even stronger.
• Attitude – always demonstrate your best in your role and ensure professional attitude with internal and external customers.
• Respect – demonstrate respect with actions and words to internal and external customers.
• Accountability – accountable for the consequences of your action, both positive and negative.
• Integrity – consistently honest and truthful in dealings with peers, customers, and vendors.
• Teamwork– strive to work productively in co-operation with one another, fostering a healthy atmosphere with mutual support, thus allowing everyone to achieve their own work-related goals.
• Enjoyment – be creative and enrich the working atmosphere.