Position Title / External Sales Specialist/BDM
Department/Business Unit / Sales
Reporting to / Sales Director/Sales Manager
Direct reports / Internal Sales/None

ROLE DESCRIPTION

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 UK wide.

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

Person Specification

Knowledge

Technology:

General knowledge of Westcon product portfolio offerings

General knowledge of networking and communications technology

Ability to use standard software: MS Office Applications

General Computer literacy

Finance:

Calculate & maintain minimum profitability requirements on a transaction level

Business:

Create basic business plan

Sales:

Basic understanding of the sales cycle

Customer Service:

Principles and processes for providing customer service including needs assessment and evaluating satisfaction

Desired Skills

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

Sales or account management experience

Background with advanced customer service or sales environment

Operating Environment

Busy sales office

Majority of customer and vendor interaction via telephone

Direct own efforts: Work with little direct supervision or guidance

KEY INTERACTIONS

Type of Contact / Position / Nature of Contact
External / Customer / Create and/or maintain relationship
External / Vendor / Build strong relationship to ensure customer satisfaction
Internal / Manager / Day to day contact, update on customer issues, and issue escalation
Internal / Sales Team / Provide updates on customer opportunities
Internal / Order Support / Ensure that customer support issues are being managed and resolved appropriately
Internal / Marketing / Proactive engagement of marketing staff for appropriate involvement in customer situations

MEASURES OF SUCCESS

  • Maintain designated level of activity on accounts (e.g., call volume, quotes, credit applications)
  • Responding to customers within set guidelines
  • Meeting customer expectations: queries, issues, order resolution
  • Achievement of revenue goals for targeted products, applications and services
  • Operating within established budget
  • Revenue growth from customers

Disclaimer: The above statements are intended to describe the general nature and level of work being performed by employees with this job title. This job description is not intended to be construed as an exhaustive list of all responsibilities, duties, tasks and/or skills required of employees with this title. An employee may be required to perform other related duties not listed on this job description provided that such duties are characteristic of such classification. In addition, job descriptions may be altered to accommodate the needs of the company and new responsibilities may be added to this current job description.

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