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Sales Manager - Higher Education at CDW Careers

Job ID: 
Focus Area: 
Inside Sales
Post Date: 
Aug 27, 2021
Shelton, Connecticut
Employment Type: 

The Sales Manager is responsible for leading an inside team of Account Managers within the Higher Education 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



  • 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


  • 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
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