Sales Manager

Role Overview

• Develop sales strategies in tandem with Sales Directors based on sales and market trends.
• Develop and assign sales plans and territories for account manager team.
• Coach and advise team on strategies to improve sales performance, achieve goals and meet expectations.
• Manage resources for customers including technology specialists and vendor partners.
• Identify and participate in customer facing meetings and activities.
• Hire, train, coach and retain diverse sales team.
• Create and implement operating plans to achieve sales initiatives and segment goals.
• Manage strategic relationships with customers, peers and vendor partners.
• Collaborate with field sales team to build synergy within both inside and outside sales efforts.
• Travel to customer sites and customer facing activities as required.
• Engage resources on target accounts.
• Develop and manage monthly/quarterly sales projections, and order pipeline.
• Identify and assign resources, including annual Account Manager hiring forecasts and field Account Executives.
• Develop account strategies in tandem with Account Managers that promote profitable growth within segment.
• Operationalize and implement annual strategies and initiatives within assigned territory.
• Collaborate with Account Executives to build account development plans and strategies.
• Identifies new business opportunities and develops strategies to optimize new potential business.
• Assist sales team in building development and penetration strategies for their accounts.
• Monitor and measure performance of sales team.
• Attend to required order management tasks and escalated post sales activities.
• Manage and coach sales team towards goal attainment and customer satisfaction.
• Create team-oriented sales environment that rewards success and supports continuous improvement.
• Participate and potentially lead projects and/or task forces.
• Effectively communicate up, down and through the organization as required.
• Coach sales team to manage their individual business portfolios effectively and profitably.
• Ensures CDW policies and procedures and code of conduct are adhered and creates an environment that models the CDW Way.
• Hire/train/coach/retain sales team.
• Coordinate ongoing product and sales skill training for team.
• Actively pursue continuous personal growth and improvement.
• Successfully on-board new Account Managers.
• Manage team to ensure a superior experience for each customer.
• Actively engage and participate in customer facing activities/meetings.
• Proactively build solid business relationships with strategic customers and partners.

Requirements

• Associate’s degree
• Successful selling track record
• Minimum 3 years of management experience with direct reports and 2 years with a successful track record in sales OR 3 years of executing on goals and knowledge of CDW sales, products and processes
• Proven leadership skills
• Ability to hire, motivate, coach and retain a diverse sales team
• Strong consultative, solution based selling experience
• Effective negotiation and closing skills
• Strong conflict resolution and problem-solving skills
• Ability to work in high stress and visibility environment
• Must have strong interpersonal skills
• Ability to communicate effectively and concisely using a variety of styles and techniques appropriate to the audience
• Adaptable, ability to lead through change
• Ability to utilize strategic thinking to fulfill long-term company goals
• Excellent time management skills in order to manage multiple projects and initiatives simultaneously
• Exceptional attention to detail and follow up skills
• Ability to share in-depth knowledge of CDW capabilities with customers
• Strong internal and external customer acumen, working with each customer at the highest levels of ethics and integrity
• Must be able to travel up to 75% to customer meetings, events and/or other CDW locations
• Must have reliable transportation
• 2 years of Industry experience or 2 years Distribution Channel experience

Benefits

• Annual bonus target of $85,000 subject to terms and conditions of plan