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International Business Director in Bracknell at Westcon-Comstor

Date Posted: 12/19/2018

Job Snapshot

Job Description

Westcon-Comstor is looking for an additional International Business Director who will focus on new enterprise customers acquisition to join our very successful Global Deployment Solutions 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 prospective customers business from their business strategies to their operational process to define opportunities in business terms. You will drive new business wins.

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.

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

ABOUT YOU

  • 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



Qualifications

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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