External Sales



Taken en verantwoordelijkheden

Provide portfolio management & sales engagement to resellers. Understand Solution Practice strategy & goals. Achieve revenue and reseller coverage goals.
  • 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
  • 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 appropriate cross functional teams
  • Ensure accurate forecast information is provided to Product Mangers to ensure inventory profile and value is available to maximize sales

    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
  • Support credit control in timely collection and resolution of queries which are causing overdue debts 

    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 Sales Management
  • 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

Profiel kandidaat


General knowledge of Westcon Group product portfolio offerings 
Knowledge of Solution Practice portfolio including services offers
Ability to use standard software:  MS Office Applications
General Computer literacy

Calculate & maintain minimum profitability requirements on a transaction level

Create basic business plan
Basic understanding of NWC, the impact on profitability of extended terms of payment, costs of shipping and logistics, credit insurance processes (put into finance section above)

Basic understanding of the sales cycle
Understanding negotiations

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 Group’s Solution Practices
Ensuring Self-Direction
Closing the Business
Applying Business Acumen
Managing the Competition
Working with Technology
Sales or account management experience
Background with advanced customer service or sales environment
Operating Environment
Busy sales office
Customer and vendor interaction via telephone and face to face
Direct own efforts:  Work with little direct supervision

  • 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, resellers, applications and services


Meer informatie

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Acquisition to this vacancy is not appreciated.

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Over Comstor:

Comstor is a dedicated value added distributor of Cisco networking, collaboration, security and data center solutions through a global network of specialty resellers. Our teams create unique programs and provide exceptional financial and technical support to accelerate the business of our partners.
  • Cisco's 1st global distributor
  • Cisco Distribution Partner awards across a broad range of theaters/geographies
  • 100% Cisco-dedicated business practice
  • Continued geographic expansion

Voor deze vacature geldt:

Werk- en denkniveau
Hoger sec., Bachelor
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