Position Description:
∙Hunting new local key accounts in Public and Commercial sectors;
∙ Managing relationships with key local accounts;
∙ Achieves all sales targets including volume, profitability and product mix;
∙ Developing the business strategy and have end to end ownership and
accountability for Key Account that includes complete ownership of the Sales
Process;
∙ Putting in place processes and procedures to ensure that major accounts are
handled in the most effective way;
∙ Leading a cultural shift from a short term ‘target driven’ culture, to one
of long term proactive relationship building;
∙ Defines and Reviews Key Performance Indicators to ensure the achievement of
Lenovo’s Key Account Business growth targets;
∙ Ensures that, from an operational perspective, bottom line Profit is
delivered, costs are controlled and margins are protected and maintained in-
line with corporate objectives;
∙ Building and delivering a ‘meaningful’ business model that is both
transparent and robust;
∙ Implements rigour and discipline around account planning and account
management;
∙ Focuses on forecasting and pipeline-management;
∙ Creates and implements marketing plan to implement activities to increase
customers loyalty to Lenovo;
∙ Provide hands-on inspirational leadership to ensure that the business pulls
in one direction to achieve targets and goals.

Position Requirements:
Strong Key Account experience a must
∙ Experience in IT Market, knowing local key partners and key customers
∙ Demonstrable track record of achieving business results as an individual
contributor
∙ Ability to develop and implement a comprehensive key account sales strategy
∙ Ability to acquire, retain and develop accounts across all market segments
∙ Proven ability to win new business, develop existing accounts and execute
effective trade marketing programs
∙ Knowledge of products and technology in the IT industry
∙ Knowledge of sales and marketing techniques and procedures
∙ Business finance experience is essential
∙ Highly motivated and willing to succeed
∙ Graduate / Post Graduate
∙ At least 5 years sales management experience within the technology hardware
industry, with some exposure to high volume sales and proven track record of
high tech. product sales management experience into the Enterprise market.
∙ Fluency in Business English is a requirement

Ideal Candidate:
∙ Proven track record of growing revenues, profitability, and market share in
a high volume technology related company
∙ In-depth understanding of Key Account management with multinational
businesses
∙ Results oriented
∙ Depth and breadth of understanding of IT systems and IT industry players
∙ Experience of introducing operational vigour, from a process and control
perspective, to a multi-functional, multi-disciplined sales team
∙ Exposure to sales forecasting, self-management, team working and time
management in a complex matrix environment.
∙ In-depth understanding of large scale relationship management with
multinational businesses
∙ The ability to formulate, negotiate and close large and complex deals at a
high level within Enterprise clients across multiple industry sectors
∙ Exposure to self-management, team working and time management in a complex
matrix environment
∙ Be Innovative with the ability to spot, develop and implement business
opportunities
∙ Be professional in attitude