Westcon International Limited Hiring for Managing Director/Area Sales Leader Gulf & Egypt at Dubai Full Time

Managing Director/Area Sales Leader Gulf & Egypt in Dubai at Westcon-Comstor

ROLE DESCRIPTION

The role requires first and foremost the leader to exhibit skills developed in a sales environment as the two primary relationships are our vendor customers and reseller customers. Operating in a fast moving and sometimes ambiguous environment, the role is responsible for the development and execution of the company’s long term and short-term strategy with a view to creating shareholder value. Responsible for the company P&L and achieving and exceeding the annual plans, along with all day-to-day management decisions and for implementing the long- and short-term strategies. Manages, analyses, and evaluates the effectiveness of all operations. Represents Westcon-Comstor to appropriate regulatory agencies, and trade and community organisations where necessary. Part of and responsible to update the MEA Executive team on business operations as well as contributing to the strategy of the region.

Duties and Responsibilities
More specifically, the duties and responsibilities of the MD include the following:
* To lead and oversee the implementation of the Company’s long- and short-term plans in accordance with its strategy, achieving the sales and profitability goals of the Company; including but not limited to P&L management, NWC management and driving appropriate market share
* To build and maintain relationships with senior management at key customers
* To build and maintain relationships with vendors and ensure execution of the joint priorities
* To ensure the Company is appropriately organised and to ensure that expenditures of the Company are within the authorised annual budget;
* To ensure the company aligns to globally identified strategic priorities, and develop plans for local implementation
* To assess the principal risks of the Company and to ensure that these risks are being monitored, managed with effective internal controls and that management information systems are in place;
* To ensure that the Company has appropriate systems to enable it to conduct its activities both lawfully and ethically, at the same time maintaining high standards of corporate citizenship and social responsibility wherever it does business;
* To execute on global and region strategies and activities.
* To communicate effectively with global and regional leadership, employees, government authorities, and other stakeholders;
* To communicate effectively with suppliers to the company and customers of the company;
* To ensure the integrity of all public disclosure by the Company;
* To abide by specific internally established control systems and authorities, to lead by personal example and encourage all employees to conduct their activities in accordance with all applicable laws and the company’s standards and policies, including its environmental, safety and health policies.

PERSON SPECIFICATION
Key Competencies

* Exemplary Leadership skills
* Strong Sales and Marketing successful track record
* Effective Finance and working capital experience
* Business skills & commercial judgement (determining which the critical issues are, etc.)
* Excellent Communication skills
* Effective Relationship and sales skills
* Strong Distribution understanding and experience

MEASURES OF SUCCESS

Maintain designated level of activity on accounts (e.g., call volume, quotes, credit applications, market and wallet share)
Achievement of P&L EBITDA and Balance Sheet NWC targets
Meeting customer expectations: queries, issues, order resolution
Achievement of revenue and profitability goals for targeted products, applications, and services
Operating within established budget
Profitable Revenue growth from customers and with vendors

Physical Demands/Working Conditions:

This is a high-stress position based on full responsibility for Westcon-Comstor’s Middle East Gulf business. Handles detailed, complex concepts and problems, balances multiple tasks simultaneously, and makes rapid decisions regarding the continued success of the business.

Plans and implements programs in alignment with Group in order to achieve the overall strategy of the business. Establishes strong and appropriate relationships with the Senior VP’s, Committees, Westcon EMEA, Staff, Customers, Vendors and other stakeholders that contribute to the success of Westcon-Comstor’s business.

Plans and meets deadlines. Maintains a flexible work schedule to meet the demands of executive
Management. Hours may be long and irregular with overseas travel at certain points. Conveys a professional and positive image and attitude regarding Westcon-Comstor. Demonstrates commitment to the continued growth, development and sustainability of Westcon-Comstor.

Knowledge, Qualifications and Experience (Key Critical Criteria):

10+ Years Senior Management experience essential
Sales / Channel Management and Marketing / Product Management experience essential
At least 2 years’ experience as a Director is highly recommended, managing a P & L of $100 Million or more.
Strong IT Industry background
Experience of working within multi-national organisations and matrix reporting structures
Understands and can navigate Vendor Portfolio Management
Can effectively demonstrate knowledge, skill and experience in distribution and logistics
Is flexible in working within shared service operations
Demonstrates critical competencies in four broad categories:
* Commitment to results,
* Business savvy,
* Leading change, and
* Motivating.

Commitment to results:
The MD is a systems thinker who is customer focused and goal driven. Identifies relevant information and helps transform this information into individual and organizational knowledge and learning. Is action oriented and innovative. Able to translate broad goals into achievable steps. Anticipates and solves problems and takes advantage of opportunities, is a self-starter and team player.

Business savvy:
As a Westcon-Comstor leader, this position requires an individual with knowledge of and experience in management and administration. The position requires demonstrated experience in integrating and coordinating diverse areas of management.
* Knowledge of the following areas is required: information technology/trends, sales and marketing, finance and personnel, oral and written communications, planning and evaluation, corporate governance.
* A high level of personal skills is required to make formal, persuasive presentations to groups and to deal effectively with people from all segments of the Industry.
* The individual must be comfortable with diversity and respectful of a wide range of faiths, beliefs and experiences.

Leading change:
The MD possesses the skills and implements the functions of a leader. Recognises the need for constant improvement and adapting to changing market conditions. Shares the values, mission and vision of the company. Consistently displays integrity, models behaviour, develops people, and builds teams. This individual deals effectively with demanding situations and designs and implements innovative interventions.

Motivating:
The MD manages continuity, change and transition. Knows how to influence and enable others. Addresses the impact of attitude and action on the business and its participants.

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