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Field Sales Manager- Technical Services - Digital Velocityat CDW Careers

Job ID: 
Focus Area: 
Business Development
Date Posted 
May 10, 2022
Remote, Remote
Contract Type: 

The Field Sales Manager is responsible for leading a team of Business Development Managers and Associate Business Development Managers, meeting and exceeding sales and profit goals through the ownership of the team. The individual in this role is ultimately accountable for individual and team productivity and serves as a leader within the sales organization.


Key Areas of Responsibility

  • Develop target account business plan and lead team to significantly grow account sales, services opportunities, and profits. 
  • Work closely with Recruiting Team Leads on execution of sales delivery and recruiting strategies for customer accounts.
  • Train and coach team to provide in-depth customer technology roadmap, customer sales acquisition and uncovering new sales opportunities. 
  • Develop business relationships with CDW Field Sales and Field Leadership to optimize joint selling opportunities. 
  • Build market awareness of CDW through participation in local/regional industry events, organizations and affiliations. 
  • Support CRM & Sales Management/Operations and backbone processes

Additional Responsibilities

  • Develop target account business plan and lead team to significantly grow account sales, services opportunities, and profits.
  • Train and coach team to provide in-depth customer technology roadmap and uncover new sales opportunities.
  • Develop business relationships with partners to optimize joint selling opportunities.
  • Build market awareness of CDW through participation in local/regional industry events, organizations and affiliations

Strategic Management

  • Establish target account strategies and implementation plans.
  • Assist in development and implementation of segment goals and strategies.
  • Develop and manage ongoing field coverage sales model, ensuring adequate geographical account coverage
  • Work with a field team to effectively utilize Specialists and Resourcing Team and Supplier Management via joint sales calls and on-site assessments.
  • Ensure collaboration between inside sales and Account Executives in the development of account strategies, follow up programs and new business development.
  • Drive interdepartmental collaboration and use as a resource in developing customer relationships. 

Sales Management

  • Manage territory effectively through time and project management.
  • Provide consistent communication and timely reporting of goal attainment, field activities, account opportunities, competitive trends and field team accomplishments.
  • Manages solutions pipeline through SPS and Changepoint.
  • Adhere to ethical and fair business practices, following the CDW Way principles.
  • Collaborate with the Professional Services Management team to ensure projects are on time, on budget, and delivered with high client satisfaction.
  • Work with the Professional Services Managers to manage customer relationships and monitor satisfaction with the quality of our services to maximize client satisfaction. 
  • Work with DV supplier management to ensure Technical Services team is able to capture opportunities where they aren’t a fit for internal resourcing.

Talent Management

  • Develop product knowledge and sales skills of field sales team by providing ongoing product, services and sales skills training provided by CDW and outside sources.
  • Provide team with professional development opportunities.
  • Prepare and give annual performance reviews. Customer/Vendor Management
  • Develop solid business relationships with high-level decision makers within target accounts
  • Understand each target customer's business model and how to best serve their unique needs
  • Engage local vendor field management, collaborating sales efforts and partnerships with target accounts and new account opportunities

Education and/or Skill-Set Qualifications

  • Bachelor’s Degree in Business Management or a related field or equivalent combination of education and/or experience 
  • Five years of progressively responsible sales experience in related industry 
  • Three years of Management experience 

Required Qualifications

  • Strong organizational skills and attention to detail
  • Proficient in Microsoft Office applications, with advanced knowledge of Excel and PowerPoint
  • Excellent written and verbal communication skills, with the ability to effectively interact with all stakeholders, including senior leadership
  • Demonstrated ability to develop and maintain strong relationships with internal and external stakeholders
  • Ability to lead and manage to ensure attainment of critical results
  • Knowledge of business and financial metrics for use as key performance indicators
  • Proven track record in planning and execution
  • Ability and willingness to travel 50% local and 25% over night travel to other CDW locations, meetings and client sites
  • Ability to understand, remember, and apply oral and/or written instructions or other information. Ability to organize thoughts and ideas into understandable terminology. 
  • Ability to multi-task, organize and prioritize. 
  • Ability to apply common sense in performing a job.

COVID-19 Update:
CDW is committed to maintaining a workplace that is free of known hazards and to ensuring the safety, health, and well-being of coworkers and candidates for employment and their families, as well as the community.

CDW requires all coworkers be fully vaccinated against COVID-19, with the only exceptions being a documented, legally required medical or religious accommodation.  Prior to starting with CDW, successful candidates will be required to: (i) be fully vaccinated against COVID-19 and provide CDW with proof of full vaccination; or (ii) apply for and receive a medical or religious-based accommodation to be exempt from the mandatory vaccination policy.

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