Business Development Manager - Tablets

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.