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||Tampa, FL United States
|| Computers, Hardware, Computers, Software, Information Technology, Sales, Executive Management
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
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
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
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
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
Qualifications & Requirements
Associate’s Degree or equivalent experience defined as at least five years of Sales Management experience in the IT industry with market experience and knowledge.
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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