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Inside Sales Account Manager (2x)

Functietitel: Inside Sales Account Manager (2x)
Contract type: Permanent
Locatie: Utrecht, Netherlands
Industrie:
Salaris: Up to €2600 per annum + Benefits
Referentie: BBBH347_1526046974
contactnaam: Natalie Riley
contact email: natalie.riley@denovorecruitment.nl
job Gepubliceerd: May 11, 2018 14:56

Functieomschrijving

2 inside sales AM's in Houten.

ROLE DESCRIPTION

To onboard a base of new accounts, develop existing accounts and to sell standard Westcon Group products/solutions in line with team sales strategy.

DUTIES & RESPONSIBILITIES

Sales

  • Identify and establish new customer accounts (e.g. call dormant accounts, obtain leads from vendors)
  • Maintain and grow business with existing accounts
  • Support external sales in managing account administration
  • Generate and provide customer quotes for standard/pre-designed solutions
  • Follow up on customer quotes where required
  • Consult with customers in selling and supporting Westcon products and services
  • Provide product presentations and sales training for assigned accounts.
  • Identify cross selling opportunities within Westcon Group's products and services portfolio
  • Keep customers up-to-date with product-related information
  • Coordinate with training, marketing, business development, and product management to effectively support the customer



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 Group products and services
  • 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



Administrative/Self Development

  • Prepare for and participate in monthly sales meetings.
  • Ensure forecasts are submitted in a timely and accurate manner
  • Prepare and execute Sales plans in combi with External Sales for strategic named accounts
  • 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 Group and vendor product portfolio
  • Keen Completion of account records in Structured Web or Salesforce.com



PERSON SPECIFICATION

Knowledge

Technology:
General knowledge of Westcon Group (Comstor) Cisco product portfolio offerings
General knowledge of networking and communications technology of Cisco
Ability to use (standard) software: MS Office Applications and SAP (preferred), Salesforce.com
General Computer literacy
Finance:
Calculate & maintain minimum profitability requirements on a transaction level
Business:
Create financially supported sales plan in combination with external Sales
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 Comstor'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 s=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

MEASURES OF SUCCESS

  • Maintain designated level of activity on accounts (e.g., call volume, quotes, credit applications)
  • Achievement of MBO'S (where appropriate)
  • Achievement of revenue goals for targeted products, applications and services
  • Operating within established budget
  • Revenue growth from customers



KEY INTERACTIONS


Type of Contact

Position

Nature of Contact

External

Customer

Create and/or maintain relationship

External

Vendor (mainly Cisco NL)

Build strong relationship to ensure customer satisfaction

Internal

Teamleader/ Salesman NL

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