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Sales Manager

Westcon-Comstor - St Leonards, NSW

Source: uWorkin


Job Summary 

The role of the Westcon Sales Manager is to provide direction for the Westcon Sales team, ensuring organisation, vendor and customer objectives are achieved.

It is the responsibility of the Sales Manager to ensure business stability and growth, by providing a predictable and visible cadence around pipeline management, forecasting and target acquisition.

The ideal candidate must be able to contribute to strategic planning on the overall Sales strategy through ongoing collaboration with the Westcon Directors and will lead from the front by acting as Account Director for several key national accounts, with individual ownership of their assigned quota.

The Westcon Sales Manager must interact regularly with many different groups of people and must therefore exhibit a high level of professionalism and interpersonal skills at all times.

Duties and Responsibilities 

  • Achieve desired financial results for Australia (revenue, GP, customer rebate management)
  • Work with Westcon Business Unit Directors to develop and execute Westcon Business Plans, and then cascade this into aligned individual Territory Sales Plans
  • Run weekly, monthly and quarterly cadence to ensure Westcon Sales team managers are meeting assigned KPI’s relating to pipeline management, forecasting and successful deal closure
  • Provide an effective environment for personnel to execute their roles, which includes coaching, career development and performance improvement programs as applicable
  • Liaise with Vendor Business Managers to assist in aligning sales team activity with vendor objectives and market opportunity
  • Maintain a high level of visibility with senior management of Westcon vendors as required
  • Establish and continue to develop productive collaborative relationships with key support teams – Operations, Marketing, Finance, Services, Cloud teams
  • Accountable for overall Westcon Sales team perception and performance
  • Involved in financial decisions and key participant in setting organisational strategy and objectives.
  • Sales forecasting and budgeting on a weekly, quarterly and as required basis.
  • Assist with Identification and on-going recruitment of channel partners
  • Development of efficient business development processes and resources
  • Incorporation of key partner enablement strategies
  • Annual and ad-hoc business planning
  • First point of escalation for the sales team

Skills & Knowledge

  • Strategic and tactical experience
  • Excellent presenter
  • Strong knowledge of business concepts.
  • Highly developed financial analytical skills
  • Strong interpersonal skills; ability to build strong relationships quickly and effectively
  • Understanding of and ability to apply pricing, gross profit, discounts, margin calculations
  • Strong negotiation/persuasion skills
  • Strong sales and business development experience
  • In-depth knowledge of the channel market
  • Distribution experience
  • Experience managing and recruiting vendors
  • Vendor Management
  • Experience managing a sales team
  • Problem solving, thinking creatively and solution selling
  • Effective time management and prioritising workload