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International Business Director in Bracknell at Westcon-Comstor

Date Posted: 11/9/2018

Job Snapshot

Job Description

Westcon-Comstor is looking for one additional International Business Director to join our very successful Global Deployment team within our truly global IT supply chain operations.

You will sell the value of Westcon the worlds leading supply chain experts. You will need to be a subject matter expert in supply chain and the business implications therein.

The International Business Director will understand our customers business from their business strategies to their operational process to define opportunities in business terms. You will drive new incremental opportunities to Westcon (project based or programmatically) based on business outcomes.

You will be able to effectively communicate be empathetic (understand their business) with functional lines of business including Sales, pre-sales, engineering, delivery, support, product management, procurement and finance (including procurement.

You will also engage with new Service provider and Global System Integrator customers and ultimately support GDS roll outs.

This role is based in the South East of England. European travel is part of the role.


Maximise sales opportunity within the identified customer base.
By harnessing subsidiary sales resource
Identify Global roll outs and working in co-operation with the Global Team to effect significant sales volume.
Negotiate subsidiary/theatre pricing on behalf of subsidiaries.
Develop sales plan with subsidiary "buy in"
Implement plan and measure success.
Build high level relationships at VP level, Senior procurement

Business Management:

* Through regular business review meetings with the Global Accounts, Analyse, Prospect opportunities, in order to anticipate business levels, plan required activities and provide accurate forecasts at the start of each month, and with regular updates as requested.
* Analyse performance against subsidiary budget and ensure delivery of budgeted numbers
* Implement appropriate plans to effect budgeted performance.
* Promote all relevant Product Accreditation Schemes and ensure commitment and adherence from the resellers across the programs' requirement.
* Respond to RFI/RFP's on behalf of Westcon-Comstor with support from subsidiaries.
* Negotiate commercial contracts and gain agreement and support from subsidiaries


  • Able to understand and effectively present Westcon International trade capability.
  • Effectively communicate Westcon Global value proposition including logistical services capability
  • Attention to detail
  • Strong negotiation skills
  • Strong planning skills
  • Patience to follow through on protracted negotiations
  • Ability to perform under pressure and to meet demanding timescales
  • Acquiring & Qualifying Business
  • Developing Customer Relationships
  • Supporting the Customer
  • Fostering Communication
  • Demonstrating Sales Versatility
  • Collaborating Cross-Functionally
  • Knowing the Customer
  • Developing and Executing Sales Strategy
  • Knowing Westcon's Products
  • Ensuring Self-Direction
  • Closing the Business
  • Applying Business Acumen
  • Managing the Competition
  • Working with Technology


IT Distribution specific sales experience at a national and international level

Operating Environment
Typically home based, but will be required to regularly visit Westcon subsidiaries principally in Europe. Travel to customer site (Europe wide) will be required. (50% of your time)

You will be prepared to work non-standard hours as the nature of this business requires both significant travel and International calls outside either early morning and or evening.

You will work with little direct supervision or guidance. Please apply if you live or are happy to relocate to the South East of England.

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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