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Business Development Manager Plantronics/ Polycom in Nairobi at Westcon-Comstor

Date Posted: 1/11/2019

Job Snapshot

Job Description


* 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

* Minimum Educational Qualification - Bachelor's degree in a relevant field
* Relevant IT Sales Product certifications (preferably fast moving retail products)
* At least four (4) years' work experience in a similar role
* Proven track record of target achievement in the last 12 months


* Knowledge of Westcon product portfolio offerings (Plantronics and Polycom is vital)
* Proficiency in MS Office Applications; Word, Excel, Outlook, PowerPoint

Desired Skills
* Strong team player, working with teams across multiple geographies
* Enthusiastic and energetic
* Objective, professional & diligent
* Effective communicator at all levels - verbal & written
* Able to resolve problems and deliver under pressure
* Flexible and adaptable to new concepts and methods of working
* Highly motivated to maintain and achieve personal development goals

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 Provide product management & sales engagement to resellers. Understand vendor strategy & goals. Key in developing aligned strategies for the benefit of Westcon. Participate in the execution of sales and marketing plans Africa wide.


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