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

Date Posted: 2/5/2019

Job Snapshot

Job Description


* 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

* 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

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

- 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.

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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