About this role
We are Lenovo. We do what we say. We own what we do. We WOW our customers.
Lenovo is a US$83 billion revenue global technology powerhouse, ranked #153 in the Fortune Global 500, and serving millions of customers every day in 180 markets. Focused on a bold vision to deliver Smarter Technology for All, Lenovo has built on its success as the world’s largest PC company with a full-stack portfolio of AI-enabled, AI-ready, and AI-optimized devices (PCs, workstations, smartphones, tablets), infrastructure (server, storage, edge, high performance computing and software defined infrastructure), software, solutions, and services. Lenovo’s continued investment in world-changing innovation is building a more equitable, trustworthy, and smarter future for everyone, everywhere. Lenovo is listed on the Hong Kong stock exchange under Lenovo Group Limited (HKSE: 992) (ADR: LNVGY).
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 (https://www.lenovo.com), and read about the latest news via our StoryHub (https://news.lenovo.com/).
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
Competency Expected Behaviour
Leading & Initiating Action Owns outcomes; proactively drives coverage, opportunities and follow-up.
Presenting & Communicating Information Brings a clear, fact-based view of the business to reviews.
Persuading & Influencing Engages customers and partners with intent and advances opportunities credibly.
Adapting & Responding to Change Responds 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.