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Account Manager (Security) - Westcon in Nairobi at Westcon-Comstor

Date Posted: 2/5/2019

Job Snapshot

Job Description

DUTIES & RESPONSIBILITIES

* Achievement of the Sales Revenue and GM (taking into consideration all controllable costs such as EBIT Targets, Budgets, SG&A, and aged debt queries with Credit Services)
* Achieve all vendors targets and maximise rebates, funding and contribution
* Development and communication of compelling proposition for our vendor and reseller communities locally through leadership and management of Sales, Presales and Marketing functions
* Development of business and activity plans for all Vendors and resellers to maximise sales growth, market share and contribution, communication collaboration
* Liaison with WestconGroup EMEA Operations Headquarters and the European Product Management Team

Sales Management
* Develops an effective business plan and sales strategy that ensures attainment of company sales goals and profitability for each of the vendor teams.
* Prepares action plans for effective search of sales leads and prospects for each team
* Initiates and coordinates development of action plans to expand penetration within the existing account set and development and recruitment of new accounts
* Assist in the development and implementation of vendor marketing plans
* Work in line with PS (Professional Services) and Training across all vendor teams to execute the Sales Strategy
* Provides timely feedback and reporting to senior management
* Provides timely, accurate, competitive pricing on all completed applications submitted for pricing and approval, while striving to maintain maximum profit margin
* Creates and conducts proposal presentations and RFP responses
* Assists external Sales Team with preparation of proposals and presentations
* Communicate Vendor strategies
* Assist in the development of partner plans and their execution
* Identify synergies and cross selling opportunities
* Help create additional Value Add opportunities for Westcon
* Develop and execute a portfolio strategy for the Westcon
* Identify Cross divisional opportunities and execute
* Coordinate resources to grow Westcon's business and/or vendor initiatives

Leadership
* Adheres to all company policies, procedures and business codes of conduct. Ensures that they are communicated and implemented
* Ensures a high standard of performance & professionalism from personnel
* Delegates authority and responsibility within team whilst maintaining accountability
* Communicates effectively with team by conducting regular team briefings and 1:1's in order to monitor and highlight areas for improvement through training and development
* Responsible for the personal development of the external and internal personnel
* Conduct regular coaching sessions regarding vendor strategy and messaging to enhance selling skills
* Complete annual company performance appraisals for team members ensuring equality and consistency across the process
* In conjunction with Human Resources, responsible for recruitment and selection within Sales Teams

Desired experience
* IT Channel sales experience (preferred) - with at least four (4) years in a similar role
* Excellent Customer service
* Sales negotiation skills

Knowledge
Customer Service:
* Understanding & delivering the "best in class" customer service at all times.
* General knowledge of Westcon product portfolio offerings
* General knowledge of networking and communications technology
* Ability to use standard software: MS Office Applications & Database software
* General Computer literacy

Desired Skills & Attributes

* Efficient & Organized
* Accurate and methodical approach with good numerical skills
* Excellent time management and personal organization skills with 'Team Player' ethics to take the initiative in supporting others
* Professional, friendly, positive and effective approach to customers and colleagues with a responsible
* Adaptable and flexible approach to work
* Self-Learner
* Knowledge of Vendor tools would be beneficial

Education:
- Bachelor's Degree from a recognized institution
- Vendor Certifications will be an added advantage

Westcon Africa. is a value added distributor of category-leading unified
communications, network infrastructure, datacentre and security solutions with a global
network of specialty resellers.

https://www.westconcomstor.com/global/en.html#home

Job Requirements

ROLE DESCRIPTION To ensure that the business meets and exceeds all targets for sales, reseller management, recruitment and reseller satisfaction across all vendors. Supervising, guiding and motivating.

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