Sales Manager (all genders)

Job content

Westcon-Comstor is recruiting an experienced Sales Manager - Cloud & Collaboration (all genders) to join our Westcon team. Expanding our central team this is critical senior roles within our organisation. This is a great opportunity to work with our key vendors.

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, driving a high performance culture so that the business can run smoothly, organizing 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.
DUTIES & RESPONSIBILITIES

• Achievement of the Sales Revenue, gross margin and recurring revenues that includes Annual contract values (ACV) and Total contract values (TCV) (Also taking into consideration all controllable costs such as EBIT Targets, Budgets, SG&A, aged stock and aged debt queries with Credit Services)
• Achieve all sales targets and maximize 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 resellers to maximize sales growth, market share and contribution.
• Close alignment with the other European sales leadership peers, sharing best practice and driving Pan European partner collaboration.
• Alignment of the plan with All Cloud and Collaboration vendor business leads in EMEA

Sales Management

• Develops an effective business plan and sales strategy that ensures attainment of company sales goals and profitability for each of the vendors go to market.
• 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. Crucial for Master agent models.
• 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

Leadership

• 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

PERSON SPECIFICATION
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

Knowledge

Technology:
General knowledge of WestconGroup product portfolio offerings
General knowledge of IT Security market

ABOUT US
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.

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