Sales Manager - Mkt 1 / Small Business - Texas

CDW • Chicago, IL 60602

Posted 2 weeks ago

Job Description

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


* 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

Job Category: Sales General

Job Type: Full-Time

Travel Percentage: 50%


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