Vendor Business Manager

About the Role

Vendor Business Manager (all genders)

📍 Location: Berlin/ Mönchengladbach/ Paderborn | Hybrid (3 days office / 2 days remote)

💰 Competitive salary + excellent benefits

Role Purpose / Summary

The Vendor Business Manager (VBM) is the senior commercial owner for a vendor across the assigned market(s). The role is responsible for delivering the full vendor performance budget, orchestrating execution across multiple Vendor Success Managers (VSMs), and serving as the primary interface for vendor leadership. The VBM ensures vendor strategy is translated into clear, coordinated execution plans across partners, sales teams, and cross functional stakeholders.

Success in this role requires strong vendor ecosystem expertise, commercial discipline, and the ability to provide direction, alignment, and escalation support across VSMs. The VBM strengthens execution quality, removes friction, oversees program compliance, and ensures predictable revenue, margin, and scorecard outcomes. The role models Future Ready behaviours-agility, tech fluency, data driven decision-making, collaboration, and continuous improvement-while living the values of Ambition, Integrity, Partnership, and Accountability.

Depending on vendor size, market maturity, and organizational structure, the VBM may operate at a country or multi country level. In all cases, the role is accountable for total vendor performance across the assigned market(s), with VSMs owning subsets of partner portfolios or architectural domains.

Business Performance & Execution Discipline

• Deliver total vendor performance across revenue, margin, mix, and profitability for the assigned market(s).

• Drive pipeline health, forecast accuracy, and disciplined execution through coordinated VSM activity.

• Deliver vendor scorecard metrics and drive improvements across assigned indicators.

• Provide early escalation and structured recovery when performance deviates from plan.

Cross Functional Coordination & Governance

• Align VSMs, Inside Sales, Pre Sales, Marketing, and Country Sales teams to vendor priorities.

• Ensure consistent application of vendor programs, processes, and compliance standards.

• Govern MDF lifecycle (planning, execution, ROI, reporting) across assigned market(s).

• Maintain accurate CRM reporting, forecast discipline, and unified performance dashboards.

Strategic Analysis & Decision Making

• Translate vendor strategy into market specific priorities, plans, and resource allocation.

• Make trade offs between partner focus, architectural priorities, and vendor initiatives.

• Provide input into coverage, segmentation, and investment models for the vendor.

Vendor Engagement & Representation

• Serve as the primary interface for vendor leadership across the assigned market(s).

• Lead or co lead quarterly business reviews (QBRs) and strategic planning sessions.

• Represent Westcon Comstor's execution quality, insights, and joint growth opportunities.

• Escalate risks or structural issues affecting performance and drive resolution paths.

Partner Engagement & Enablement Oversight

• Guide VSMs in partner prioritization, segmentation, and coverage strategy.

• Ensure partner capability development through certifications, enablement, and solution plays.

• Support high value partner initiatives, co selling motions, and joint business planning.

• Remove obstacles preventing partner engagement or growth.

Leadership Through Coordination

• Provide daily steering, prioritization, and alignment for multiple VSMs.

• Ensure coordinated execution across partner subsets, architectural roles, and sales teams.

• Reinforce the standard operating rhythm (forecasts, reviews, enablement cadence).

• Monitor consistency of messaging, execution quality, and commercial behaviours across the VSM cohort.

Functional Responsibilities - Vendor Business Manager Track

• Own end to end vendor performance across the assigned market(s).

• Coordinate multiple VSMs (by partner subsets, architectures, or territories) to ensure unified execution.

• Lead vendor relationship management across the assigned scope, including strategic alignment and escalation.

• Oversee vendor programs, product launches, incentive frameworks, and compliance requirements.

• Govern rebate projections, milestone risk, and forecast confidence for the full vendor scope.

• Ensure cross team adoption of vendor tools, programs, certification paths, sales plays, and readiness motions.

• Consolidate vendor reporting, insights, QBR documents, and business plans across the assigned market(s).

• Align with Partner Sales, Solutions, Inside Sales, and Country Sales on execution priorities.

• Support introduction of new vendor solutions and expansion into new segments.

• Make recommendations on partner recruitment, investment, and prioritization.

Must-Have Skills & Experience

• Proven experience as a Vendor Success Manager or similar vendor focused role.

• Deep understanding of vendor programs, incentives, scorecards, and commercial levers.

• Strong analytical capability (rebates, forecasting, performance metrics, mix trends).

• Ability to coordinate multiple stakeholders and influence without direct authority.

• Strong communication and negotiation skills with vendor executives and internal leaders.

• High proficiency in CRM, pipeline management, forecast discipline, and data insights.

• Fluent in local market language(s) & business English.

Nice-to-Have Skills & Experience

• Experience with multi country or multi architecture vendor execution.

• Exposure to MDF governance, vendor planning cycles, and ROI modelling.

• Additional European languages.

• Experience in multi vendor distribution or vendor alliance management.

Education & Qualifications

Bachelor's degree in Business, Sales, or related field (or equivalent experience).

Key Performance Indicators (KPIs)

Core KPIs (Vendor-Aligned Roles)

• Revenue, margin, and profitability performance

• Pipeline coverage, velocity, and conversion

• Forecast accuracy and scorecard discipline

• Governance compliance and cadence quality

• Execution consistency across VSMs

• Vendor engagement and internal collaboration

Vendor Business Manager Track KPIs

• Total vendor performance vs. assigned market(s) target

• Rebate milestone accuracy and leakage prevention

• Certification, enablement, and program adoption metrics

• ROI on MDF backed activities

• Partner capability uplift across the VSM portfolio

• Vendor satisfaction and strategic alignment indicators

Our Benefits:

• 30 days vacation and up to 30 days workation per year.

• Regular company events: We live team spirit!

• On-the-job training and extensive development opportunities.

• JobRad leasing: Mobility reimagined.

• Company pension plan and numerous discounts via "Corporate Benefits".

• Stay fit and healthy: Access to thousands of gyms as well as wellness and mental well-being apps.

• Germany ticket subsidy for relaxed and affordable travel.

What we offer:

• 🌍 An inclusive and supportive work environment where diversity is celebrated.

• 📈 Opportunities for professional growth, learning, and career development.

• 💻 Flexible working arrangements, health insurance, and other benefits to support your wellbeing.

• 🤝 A culture of collaboration, innovation, and accountability. & inclusion:

If you need reasonable adjustments during the recruitment process, please let us know.

📄 Please submit your CV in English to ensure consistency in our review process.

To recruitment agencies:

Only agencies engaged by Westcon-Comstor are authorised to support our recruitment. CVs or profiles sent with Notice out a prior agreement will be considered unsolicited, and no fees will be paid. Thank you for your understanding.

Join us and be part of a team that's shaping the future of technology across the channel.