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
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Find, qualify, sign and nurture relationships with key accounts, ISVs and commercial partners within the assigned territory.
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Spearhead the development of new customers and partners; drive incremental opportunities through acquisition activity.
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Ensure channel partners have adequate support and ongoing training/enablement to effectively sell the Lenovo brand and product line.
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Retain and grow Lenovo volume within existing accounts through acquisition and retention activities.
2.2 Territory & Account Planning
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Formulate strategic territory and account plans with clear objectives, actions and sales priorities.
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Monitor competitor activity and market dynamics; translate analysis into action points and share-growth plans.
2.3 Market Coverage
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Maintain active in-market engagement with customers and partners.
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Conduct regular qualified customer and partner meetings, with documented outcomes and clear next steps.
2.4 Funnel & Forecast Management (D365)
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Surface the full funnel in D365 with accurate and up-to-date opportunity information.
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Work the funnel with Sales, progressing opportunities through the appropriate stages with clear rationale.
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For commit-stage deals, maintain a documented view of the customer, intended outcomes, and next actions required to advance or close the opportunity.
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Provide an accurate and timely forecast for the territory, covering potential business in-quarter and beyond.
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Ensure timely closure and follow-up of open items.
2.5 Stakeholder Collaboration
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Engage effectively with AP and local account teams (KA & GA) on joint account planning and execution.
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Contribute market intelligence and recommendations to regional plans.
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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
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Strong understanding of commercial / channel business and general business acumen.
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High customer focus and strong analytical skills, with the ability to translate analysis into action.
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Proficiency in CRM (D365), Excel and PowerPoint.
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Strong oral and written communication skills.
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Ability to work independently and take initiative.
4.3 Experience
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Commercial / B2B sales and business-development experience, with end-customer and channel exposure.
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Bachelor's degree in business, marketing, engineering or related discipline; MBA desirable.
