Head of Business Development

JOB PURPOSE:

Operating within the Ingram Micro Lifecycle business unit, the Head of Business Development holds full commercial accountability for new business acquisition, as well as the growth, retention, and strategic development of designated key customer accounts across Poland.

This is a senior, results-driven role requiring a strong commercial mindset, energy, and persistence to identify, win, and scale new opportunities, while maximising value from existing technology-sector client relationships. The position combines proactive new business development with hands-on ownership of key strategic accounts across the Lifecycle services portfolio.

The role is responsible for confidently positioning and presenting Ingram Micro Lifecycle’s services to both prospective and existing customers, consistently achieving sales targets while delivering a best-in-class customer experience, measured through Voice of the Customer feedback. The Head of Business Development will also play a key role in ensuring Ingram Micro Lifecycle is recognised as a leading, innovative, and trusted services partner within the Polish and wider CEE market.

KEY RESPONSIBILITIES:

New Business Development & Sales Hunting (≈80%)

• Own and drive new business acquisition within Poland, with primary accountability for identifying, qualifying, shaping, and closing new customer opportunities across the Ingram Micro Lifecycle portfolio.
• Develop and execute a proactive go-to-market and prospecting strategy focused on target sectors, priority accounts, and white-space opportunities, supported by clear pipeline, win-rate, and revenue targets.
• Lead C-level and senior stakeholder engagement for prospective and strategically complex accounts, building trusted relationships and positioning Ingram Micro Lifecycle as a differentiated, solutions-led partner.
• Act as the commercial lead for customer tenders, RFPs, and new propositions, owning solution design, pricing strategy, commercial models, and bid governance through to contract award.
• Champion a strong “opportunity spotting” culture—personally and through the team—identifying customer pain points, translating them into scalable solutions, and mobilising internal stakeholders (Operations, IT, Product, Finance) to deliver compelling propositions.
• Represent Ingram Micro Lifecycle at industry and sector events, actively building a personal network of senior decision-makers, gathering market intelligence, and enhancing brand presence and reputation.
• Develop innovative, value-led propositions aligned to market trends, customer strategy, and operational capability, ensuring differentiation in a highly competitive services landscape.

Account Growth, Retention & Team Leadership (≈20%)

• Lead the customer experience in collaboration with local site leadership to ensure the day-to-day management of existing customer accounts, setting clear expectations around performance, growth, and service excellence.
• Establish a clear cadence of governance and reporting, including weekly executive-level summaries covering account performance, risks, opportunities, and next steps.
• Ensure Business-as-Usual service performance is delivered as a baseline expectation, enabling broader strategic conversations focused on innovation, expansion, and long-term value creation.
• Oversee key account commercial management, including contract renewals, negotiations, and the commercialisation of incremental services and solutions.
• Ensure robust KPI and reporting frameworks are in place to underpin service delivery, customer satisfaction, and Voice of the Customer outcomes, including participation in QBRs and MBRs where appropriate.
• Hold team members accountable for delivery against objectives, and corrective action where required.

Personal Characteristics

• A highly driven, commercial leader with a strong hunter mentality, motivated by winning new business, opening new doors, and delivering results with minimal supervision.
• Demonstrates focus on pipeline creation, opportunity conversion, and revenue growth, balanced with the discipline to nurture and protect key strategic accounts where it drives further expansion.
• A persuasive and credible senior-level influencer, able to engage and win the confidence of senior decision makers through compelling value propositions and outcome-led discussions.
• Leads with purpose and accountability—driving execution against strategy while attracting, developing, and retaining a high-performing team that supports growth and long-term customer success.
• Confident navigating complex, ambiguous commercial environments, quickly isolating the critical issues, structuring solutions, and driving decisive action to progress opportunities and close deals.

SKILLS AND KNOWLEDGE REQUIREMENTS

• Experience within 3PL / 4PL or services environments supporting mobile network operators, consumer electronics, small appliances, retail, Pay TV providers or B2B service providers is highly desirable.
• Degree level qualification - ie Business management, Economics, Finance, Marketing
• Demonstrated success in winning and developing new customer relationships for supply-chain, lifecycle, and services-led solutions across Poland and potentially beyond.
• Strong commercial “hunter” capability, with the confidence and credibility to engage senior decision-makers, procurement leaders, and C-level stakeholders across diverse CEE markets, shaping and closing complex, multi-stakeholder opportunities.
• Excellent communication and presentation skills, able to clearly articulate value propositions, solution designs, and commercial models to customers, executive leadership, and cross-functional internal teams.
• Well-developed commercial and financial acumen, including responsibility for revenue growth, deal economics, pricing, margin management, and P&L performance within a services-led business.
• Solid understanding of forward and reverse supply chain complexity, with specific knowledge of reverse logistics, refurbishment, and lifecycle services relevant to mobile, consumer electronics, and subscription-based technology markets common across the CEE region.
• Working knowledge of quality, environmental, and compliance standards (ISO 9001, ISO 14001), ensuring credibility in customer audits, tenders, and governance processes while maintaining a clear sales-led, growth-focused mindset.

KEY PERFORMANCE INDICATORS:

• Sales, Margin and Quality achievement versus targets set.
• Development and Retention of all key accounts
• Voice of Customer and C-Sat scores by customer account
• On time completion of reviews/workday related tasks relating to direct reports (if applicable)