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International Business Director in Madrid at Westcon-Comstor

Date Posted: 1/9/2019

Job Snapshot

  • Employee Type:
    JTNS
  • Location:
    Madrid
  • Job Type:
  • Experience:
    Not Specified
  • Date Posted:
    1/9/2019

Job Description

ROLE DESCRIPTION

The International Business Director is responsible for sales opportunities of Westcon family of products and services within a defined list of Global accounts. This position is responsible for assessing opportunities, developing account plans, contract negotiations, and post sales account management of the assigned Global accounts.
This role requires a deep understanding of the market, technologies our business/industry, our competitors and the ability to use this knowledge to plan for the future.
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.

DUTIES & RESPONSIBILITIES

Sales
* 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

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