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Sales Manager - Africa in Nairobi at Westcon-Comstor

Date Posted: 1/9/2019

Job Snapshot

Job Description


* 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 maximise rebates, funding and contribution
* Development and communication of compelling proposition for our vendor and reseller communities locally through leadership and management of Sales, Presales and Marketing functions
* Development of business and activity plans for all Vendors and resellers to maximise sales growth, market share and contribution, communication collaboration
* Liaison with WestconGroup EMEA Operations Headquarters and the European Product Management Team

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 with preparation of proposals and presentations
* Communicate Vendor strategies
* Assist in the development of partner plans and their execution
* Identify synergies and cross selling 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

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

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 (SI's ISPs Var's etc. 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
* Fostering effective Communication
* Demonstrating Sales Versatility
* Collaboration
* Developing and Executing Sales Strategy
* Self-direction/motivation
* Application of Business Acumen
* Managing the Competition
* Working with Technology

Desired Experience
* 6+ years of experience in sales management
* Channel; Distribution, Systems Integrator or Vendor background
* Extensive experience in all aspects of Customer Relationship Management
* Proven leadership and ability to drive vendor sales teams

Operating Environment
* Sales office
* Partner sites/vendor sites
* Corporate entertaining at events

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 To ensure that the business meets and exceeds all targets for sales, reseller management, recruitment and reseller satisfaction across all vendors. Supervising, guiding and motivating. Managers 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, organising 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 Vendor and Sales Teams. Establish annual and monthly sales objectives, by team, in coordination with the company’s business plan.


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