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Account Director in Crawley at Westcon-Comstor

Date Posted: 3/13/2018

Job Snapshot

Job Description

Westcon UK are looking for a new Account Director to support their new business and growth plan for the UK. As an Account Director , you will provide product management & sales engagement to resellers. You will understand vendor strategy & goals within the UC / AV or Security arena. You will be key in developing aligned strategies for the benefit of Westcon-Comstor. You will participate in the execution of sales and marketing plans UK wide managing a small team. This is an external role but you will need to go to our offices in the South East, UK.


* Identify and establish new customer accounts (e.g., call dormant accounts, cold call, obtain leads from vendors)
* Maintain and grow business with existing accounts
* Support internal sales in managing account administration
* Consult with customers in selling and supporting Westcon products and services
* Provide product presentations and sales training for assigned accounts
* Manage demo stock requirements and evaluation stock
* Prepare partner plans and execute directly
* Identify cross selling opportunities within Westcon's products and services portfolio
* Create value add opportunities for Westcon
* Develop relationships with Vendor Account Management Teams

Customer Support
* Keep customers up-to-date with product-related information
* Coordinate with training, marketing, business development, and product management to effectively support the customer
* Establish productive vendor relations to ensure quality of service to customers

Business Management
* Maintain up-to-date profiles on accounts showing revenue projects and quotas
* Gain general understanding of customer business and strategic plans as they relate to Westcon products and services
* Maintain relevant account information on CRM.
* Monitor performance of allocated accounts and identify areas of opportunity
* Provide support in sales presentations, products demonstrations, customer training, and solution delivery
* Consult with appropriate internal resources for guidance and support in serving customers
* Provide & manage forecasts into Product Manager
* Work at customer sites as part of engagement strategy
* Attend customer meetings as required, including any additional Westcon support as required ie: Presales
Administrative/Self Development
* Ensure forecasts are submitted in a timely and accurate manner.
* Prepare business development plans for account set.
* Attend relevant internal and external product training
* Meet all reporting deadlines with accuracy (e.g., call reporting, pipeline reporting, etc).
* Attend all required internal and external meetings
* Maintain and develop own knowledge of Westcon and vendor product portfolio


Key Competencies:

* Management Skills
* Sales experience
* Business skills & commercial judgement (determining which are the critical issues)
* Communication skills for all stakeholders
* Relationship and sales skills
* Distribution understanding and experience

General knowledge of Westcon UK product portfolio offerings
General knowledge of UC or Security
Ability to use standard software: MS Office Applications & Database software

General Computer literacy
Finance & Compliance:
Understand financial impacts on revenues and Gross Profit objectives regarding special pricing, customer rebates etc.
Strong business acumen
Understand the business direction; identify strengths, weaknesses and possible threats
Complete & proficient understanding of the sales cycle, ability to train & develop staff
Ability to identify types of partners (SI's ISPs Var's etc. for recruitment and development

Customer Service:
Strong understanding of Customer Relationship Management
Strong understanding of customer and market dynamics and requirements

Join a growing global business

Westcon-Comstor is a leading name in IT distribution with US$4.35 billion in global revenues. Our job is to link technology vendors to our distribution partners who resell software and solutions to business and other customers.

This is an exciting time to join our expanding UK and Ireland operation, which serves the EMEA region. We have ambitious plans and huge future potential - you will be ideally placed to grow your career in a dynamic yet supportive culture.


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