Job Description
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
Qualifications
Minimum Educational Qualification – Bachelor’s degree in a relevant field
Relevant IT Sales Product certifications (preferably fast moving retail products)
At least four (4) years’ work experience in a similar role
Proven track record of target achievement in the last 12 months
Knowledge
Knowledge of Westcon product portfolio offerings (Plantronics and Polycom is vital)
Proficiency in MS Office Applications; Word, Excel, Outlook, PowerPoint
Desired Skills
Strong team player, working with teams across multiple geographies
Enthusiastic and energetic
Objective, professional & diligent
Effective communicator at all levels – verbal & written
Able to resolve problems and deliver under pressure
Flexible and adaptable to new concepts and methods of working
Highly motivated to maintain and achieve personal development goals
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.
