AddressThe Sales Manager is responsible for leading an inside team of Account Managers within a specific sales segment, meeting and exceeding sales and profit goals through the ownership of that team. This role is ultimately accountable for individual and team productivity, and serves as a leader within the Sales organization. A core expectation of this role is to drive interdepartmental collaboration. This role will develop business relationships with customers and enhance customer loyalty by proving a superior customer experience. The Sales Manager will coach and develop a team of Account Managers, typically between 20-32 direct reports, and will manage a book of business worth a minimum of $35 million. This position will proactively manage territory plans to identify opportunities for growth.
Key Areas of Responsibility
- 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
Responsibilities
- Travel to customer sites and customer facing activities required.
- Engage resources on target accounts
Strategic Management:
- Develop and manage monthly/quarterly sales projections, and order pipeline
- Identify and assign resources, including annual Account Manager hiring forecasts, 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
Sales Management:
- 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
Talent Management:
- 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
Customer/Vendor Management:
- 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
Minimum Qualifications
- Associate’s Degree or equivalent experience defined as at least five years of Sales Management experience
Applicants in Sales Role:
- Senior Account Manager, Executive Account Manager, Sales Team Leader or Account Executive (Field)
- Successful selling track record
Applicant in Non-Sales Role:
- Minimum 3 years 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.
Other Required Qualifications
- 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
- Must have strong interpersonal skills
- Strong written, verbal, presentation communication skills and the ability to communicate effectively with coworkers, management, executives, other CDW departments, customers and vendor partners
- 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 to customer meetings, events and/or other CDW locations
Other Preferred Qualifications
- 2 year of Industry experience or 2 years Distribution Channel Experience
