General Manager, Distribution (IT Hardware & Cybersecurity)

Job Description

We are seeking an experienced General Manager, Distribution to lead and grow clients IT distribution business. The successful candidate will be responsible for the overall management of distribution operations, vendor partnerships, channel development, profitability, inventory management, and business growth.

This role requires a strong understanding of the IT distribution ecosystem, including OEM and vendor management, channel partners, pricing strategies, inventory planning, logistics, credit management, and operational excellence.

The ideal candidate will have a proven track record of successfully managing and expanding a technology distribution business and possess strong commercial and operational leadership capabilities.

Key Responsibilities

Business Management & Growth

• Lead and manage the overall IT distribution business, ensuring sustainable revenue growth and profitability.
• Develop and execute business strategies to expand market presence and distribution capabilities.
• Monitor business performance and identify opportunities for growth and operational improvement.
• Prepare regular management reports on business performance, financial results, and strategic initiatives.

Vendor & OEM Management

• Develop and maintain strong relationships with OEMs, technology vendors, distributors, and strategic partners.
• Identify, evaluate, and onboard new technology vendors and products.
• Manage vendor programmes, rebates, incentives, and strategic business plans.
• Negotiate commercial terms and drive vendor alignment with business objectives.

Channel Development

• Build, manage, and expand the reseller and channel partner network.
• Strengthen relationships with key channel partners and distributors.
• Develop channel programmes to drive sales growth and market coverage.
• Support partners with product positioning, pricing strategies, and go-to-market initiatives.

Distribution Operations

• Oversee end-to-end distribution operations for IT hardware and cybersecurity software products.
• Manage pricing, margins, discounts, rebates, and overall product profitability.
• Monitor product life cycles, market demand, and inventory requirements.
• Ensure efficient stock planning, inventory management, and product availability.

Financial & Supply Chain Management

• Work closely with finance teams on credit controls, collections, payment terms, and working capital management.
• Monitor financial performance, margins, and operational efficiency.
• Coordinate with logistics and operations teams to ensure timely and accurate product deliveries.
• Optimise inventory levels and supply chain performance.

Team Leadership

• Lead, mentor, and develop the distribution team.
• Establish performance objectives and drive a high-performance culture.
• Ensure effective collaboration across sales, finance, operations, and logistics functions.

Products & Solutions

IT Hardware

• HPE Solutions
• RackWare
• Laptops
• Printers
• Workstations
• Enterprise Infrastructure Solutions

Cybersecurity Solutions

• Cybersecurity Software and Platforms
• Security Management Solutions
• Cyber Risk and Protection Technologies

Requirements

• Bachelor's Degree in Business, Information Technology, Supply Chain Management, or a related discipline.
• Minimum 12 years of experience in IT Distribution, Technology Distribution, or ICT Distribution.
• Proven experience managing and growing a distribution business with full operational accountability.
• Strong understanding of the IT distribution business model and ecosystem.
• Hands-on experience managing OEMs, technology vendors, distributors, and reseller networks.
• Strong knowledge of inventory planning, pricing strategies, margin management, rebates, credit controls, and distribution operations.
• Experience in cybersecurity software distribution will be an advantage.
• Strong commercial acumen with excellent negotiation and relationship management skills.
• Demonstrated leadership experience managing cross-functional teams.
• Excellent analytical, operational, and business planning capabilities.
• Ability to drive business growth while maintaining operational efficiency and profitability.