Dorio Bowes

Responsible for the delivery of the combined Comstor line of business budgets across Southern Africa through effective interface and management of vendors and the horizontal management of the sales and businesses across the regions.

• Drive digital product roadmaps, integrated with standardized global platforms.
• Coordinate closely with marketing and sales to deliver new products and services that delight our customers.
• Oversee multiple cross-functional teams in planning, coordinating, developing and implementing technology platforms that support a diverse portfolio of products.
  
• Proactively identify and provide functional leadership in translating business opportunities into integrated solutions across the business.
• Collaborate with other functional leaders to set operational and strategic direction that align with business goals.

Overview:

To support the Westcon business by managing the achievement of all sales and marketing targets and relationship management activities for Westcon Southern Africa.

• To provide sales solutions within acceptable risk levels.

• To increase the profitability of Westcon Southern Africa by programmatically sourcing new clients and business opportunities through the various regional sales teams, whilst ensuring that the existing business is maintained.

• To adhere to and demonstrate Westcon’s value proposition: “Westcon is a value-added distributor of category-leading Collaboration and Networking, Cyber security and Microsoft solutions”.

• Support LOB in driving the Westcon Business Strategy for Southern Africa.

• Support the LOB in driving the overall revenue and profit number for the regions.

• Grow the market share as measured by revenue and market opportunity.

• Develop a strong Westcon Business community across the Westcon Brands.

• With the support of Marketing, create solutions and bundle propositions across Business Practices.

General:

• Bridged business needs with solutions.
• Primary liaison between business entities to define conceptual requirements for various projects.
• Spearheaded technology evaluations and needs assessments to help align solutions with business initiatives.
  
• Supervised interviews with key business users to collect information on business processes and user requirements.
• Developed knowledge sharing sessions to capture “Lessons Learned” and streamline the product improvement process.

DUTIES & RESPONSIBILITIES:

• Track execution of vendor business plans to attract new clients across Westcon Southern Africa.

• Create and maintain very strong relationships with all strategic Westcon vendors.

• Manage a team of field marketing leads and support the Business practice functions.

• Manage the weekly forecasts and achievement of budget for the Westcon brand.

• Remain aware of competitor products and activities relevant to maximising revenue.

• Ensure competitors are closely monitored by comprehensively analysing their marketing, advertising and operations.

• Remain abreast of market trends.

• Ensure that the Business Leads deliver the highest standards of customer service through call planning and management to achieve overall objectives, improve long-term customer retention and secure referral business.

Responsible for all sales, operations, related administrative services, and support functions for thebranch. Managing, directing, and coordination of all activities including sales, service, special events,and functions. Ensuring that personnel are efficient and effective. Maintaining and promoting tradecontacts and ensuring that company merchandising standards and sales promotions are properlyexecuted. Developing and executing sales plans and goals designed to increase sales and profits andto minimize expenses. Responsible for the growth and development of sales and market share withinthe region.

Product knowledge:

• All sales and technical specs on product offering in the market

Vendor liaison:

• Relationships with key people in vendor environment – sales/marketing/technical
• Manage weekly sell-through reporting
• Implement and drive vendor strategy and policies

Manage the profitability of products:

• Manage pricing and margins to meet targets set by vendor
• Ensure all resources are aligned and understand targets

Manage stock efficiency & logistics:

• Maintain accurate stock levels in accordance with product life-cycle and in relation to stock rotation policy
• Understand processes and assist in smoothing and resolving issues
• Assist with product codes, system price lists and product costing
• Attend weekly sales meeting and assist in resolving issues

Training:

• Remain constantly updated with product changes and ensure all staff are trained
• Pro-actively set up training sessions with customers prior to new product releases or refresher sessions

Overview:

• Facilitated channel engagement to support territory sales goals.
• Coordinated sales activities with partners and resellers to identify and close new business.
• Worked on leads generated by sales team to set up additional meetings.
• Maximized coverage within defined regions to penetrate organizations to utilize products.

Summary:

• Channel Management, Product and Vendor Management
• Responsible for new and existing Data Centre Business
• Promotion and selling of NetApp, CISCO and PANDUIT technology
• Knowledge source for NetApp, CISCO and PANDUIT Technology
• Assist with answering of RFI’s and RFP’s
• Approval of quotations and orders
• Track Back Orders and customer feedback
• Attaching services and promoting Professional services
• Manage Technology evaluations (POC & Demonstrations)
• Facilitate NetApp, CISCO and PANDUIT presentations to customer’s Technical, Sales and Business Management
• Planning, directing and managing marketing efforts, including the approval of Partners annual /quarterly marketing plans for the brands in the portfolio with focus on the priority brand/market combinations, ensuring maximum Return of Investment.
• Provide general NetApp, CISCO and PANDUIT product services to customers (Internal & External)
• Manage Education initiatives on NetApp, CISCO and PANDUIT technology (Internal & External)
• Maintain certifications and professional development
• Facilitate Vendor management. Facilitate and promote vendor technology strategies
• Pre Sales Management - NetApp, CISCO and PANDUIT
• Assist with developing and managing Westcon strategic initiatives
• Assist in achieving NetApp, CISCO and PANDUIT objectives
• Managing national Enterprise business including the SADC region
• Responsible of both sales targets and gross profits (Margin) on a weekly & quarterly basis for head office (UK), regional in South Africa and SADC

• Helped customers navigate choices between services with support for questions such as terms, pricing, and availability.
• Assisted clients throughout sales process and provided after-sales support to assess satisfaction and resolve problems.
• Monitored weekly sales to write reports for senior leadership and streamline operational processes.
• Contacted customers and prospects to generate new business to achieve company growth goals.