Sales Manager - Mkt 2

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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 20-25 direct reports, and will manage a book of business worth a minimum of $50 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 k