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Director Velocity Expertise Contact Center in Houten at Westcon-Comstor

Date Posted: 9/13/2018

Job Snapshot

Job Description

About the role

We are looking for a skilled Director to lead the International Inside Sales & Telemarketing Team in our Velocity Expertise Contact Center based in Houten (NL). You will develop objectives in line with company vision and values and provide individuals with opportunities to expand their knowledge of Westcon services & products by motivating, supervising and coaching them to good performance and excellent service quality in their daily work.

We are proud to present to you our Houten office in this this video which will give you an insight of how we collaborate with all teams and how the office looks like.

You need to ensure that the business meets and exceeds all targets for sales, reseller management, recruitment and reseller satisfaction across named vendors.

Leaders ensure employees work together to deliver the right service at the right time. Ensuring the staff are happy and effective in their roles so that the business can run smoothly, organizing and delegating workload as well as monitoring them to make ensure tasks are completed correctly.

Heading up Sales Teams and providing leadership towards the achievement of maximum profitability and growth, in line with company vision and values, this role is responsible for the development and performance of all sales activities with total ownership on delivery of the vendor sales team budgets.

Responsible for the overall coordination, functional management, and leadership sales activities of the Inside Sales Team. Establish annual and monthly sales objectives, by team, in coordination with the company's business plan.

We are looking for a native speaker in one of the European languages and this needs to be combined with a business level English.

Your duties and responsibilities

Main 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 maximize rebates, funding and contribution
* Development and communication of compelling proposition for our vendor and reseller communities locally through leadership and management of Velocity Team and working closely with EMEA Marketing and EMEA Vendor Product managers as well as local Velocity BDM's.
* Development of business and activity plans for named Vendors and resellers to maximize sales growth, market share and contribution, communication collaboration

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 for Velocity with preparation of proposals and presentations
* Communicate Vendor strategies
* Assist in the development of partner plans and their execution
* Actively identifies and follows up synergies for cross and upselling 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

About you

Key Competencies
* Leadership Skills
* Sales and Marketing experience
* Finance and working capital
* Business skills & commercial judgment (determining which are the critical issues)
* Communication skills for all stakeholders
* Relationship and sales skills
* Distribution understanding and experience
* Willingness to win the deal!


* 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

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 (from global customers to SME partners) for recruitment and development

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

Desired Skills & Attributes
* Acquiring & Qualifying Business
* Developing Internal & External Relationships, through strong and effective communication
* Developing and Executing Sales Strategy, through effective application of Business Acumen
* Self-direction/motivation
* Excellent knowledge of the market and competition, identifying their strategies, strengths and weaknesses
* Understanding of the different sales motions for various activities

Desired Experience
* Understanding the different dynamics of a channel strategy
* Proven leadership as a successful Leader Call Center in IT related technology
o Minimum of 3 years working experience as a Senior Manager/Director Call Center with 40+ staff
o Minimum of 5 years working experience as Manager Call Center met with 40+ staff
* Ability to drive Sales Strategy through the effective motivation of Sales Teams
* Extensive experience in all aspects of Customer Relationship Management
* Willingness to travel

Please note that an online assessment might be part of the application process

Company Overview

Westcon-Comstor is a value-added technology distributor of category-leading solutions in Security, Collaboration, Networking and Data Center. We are transforming the technology supply chain through our global capabilities in Cloud, Global Deployment and Services. Through a unique physical and digital distribution network, we extend our partners' global reach while providing the local expertise needed to successfully navigate worldwide opportunities. We combine expert technical and market knowledge with industry-leading partner enablement programs. Collaborating with our partners in a unique engagement model, we strive to provide an exceptional partner experience by delivering results together. Westcon-Comstor goes to market under the Westcon and Comstor brands.

 Multi-national company, headquartered in Tarrytown, New York, USA
 Founded in 1985
 Presence in 50+ countries on four continents
 Ship to more than 180 countries and territories
 18 logistics and stocking facilities
 2,600 driven and highly skilled associates

Job Requirements

Director Velocity Expertise Contact Center


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