About ASBIS
With over 2600 employees in 28 subsidiaries across the EMEA region, ASBIS is a pre-eminent global value add distributor, OEM, and solutions provider. We are distinguished by our in-depth industry insight and 32+ years of experience as a reliable global partner for clients and suppliers.
Responsibilities
•Analyze the assigned market to identify, segment and prioritize commercial resellers with the highest potential for Apple business growth, using clear effort-versus-impact criteria.
•Recruit and onboard new partners into the right tier of the ASBIS partner program, together with the Program Manager.
•Convert leads from Marketing into sales opportunities.
•Hand small partners with standard needs to the PDM SelfServe and take over SelfServe partners as they grow.
•Own the portfolio target. Agree a quarterly revenue and gross-profit target with every partner and a joint business plan with the top partners; review progress monthly and act on gaps.
•Grow Apple B2B revenue and gross profit across the whole portfolio, developing a broad base of active partners so growth does not depend on a few large accounts.
•Establish and maintain strong relationships with reseller owners, commercial leaders, sales teams, and other key stakeholders, positioning ASBIS and Apple as long-term strategic business partners.
•Prepare tailored proposals, communicate partner program benefits, register deals and manage special pricing requests, support negotiations and follow up on agreed actions.
•Offer complete solutions: Mac, iPad and iPhone with Jamf, AppleCare, trade-in and device-as-a-service.
•Understand partner economics, margin structures, commercial conditions and P&L drivers, and propose business models that grow revenue while holding the agreed GM%.
•Keep accounts, pipeline, forecast and activities up to date in CRM; weekly pipeline review with the Country Lead; quarterly forecast accuracy within ±5%.
•Work with Presales (country PSE and the AI & UCIS specialist) on deals above $50k, Marketing on leads and partner events, the Program Manager on tiers, targets and rebates, the Professional Development Manager on partner training and certification, and with operations and finance on orders, credit and logistics.
Requirements
•Bachelor's degree in Business, Marketing, Economics or a related field preferred.
•3–7 years of experience in B2B sales, key account management or channel development in the IT industry; reseller or distributor experience is a strong plus.
•Fluent in English language.
•Proven track record in developing commercial reseller networks and growing business through partner channels.
•Strong understanding of B2B sales dynamics, reseller business models, partner programs, and channel go-to-market execution.
•Solid financial literacy, including understanding of P&L, margin, pricing, and commercial structures.
•Excellent communication, presentation, negotiation, and stakeholder management skills.
•Ability to build trusted relationships with senior decision-makers and influence partner priorities.
•Advanced proficiency in Excel, CRM systems, and business reporting tools.
Nice to have
•Reseller or distributor experience is a strong plus.
•Knowledge of Apple products, Apple business programs and Apple device management (Jamf) is a plus.
Conditions
•Opportunity to work for a financially strong, fast-growing multinational company.
•Constant interaction with global teams of professionals.
•International career opportunities.
•Access to continuous professional development: training, certification programs, events, and team buildings.
•Competitive salary package and motivation scheme.
