Sales Manager - Mkt 3 - State & Localat CDW Careers

The 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