Sales Manager - MKT

Job Summary

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.

The Sales Manager will develop business relationships with customers and enhance customer loyalty by providing 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.

• 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 a 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 as 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.
• Identify new business opportunities and develop 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.
• Ensure CDW policies and procedures and code of conduct are adhered to and create 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.

• Associate’s degree
• Applicants in Sales Role:
  Senior Account Manager, Executive Account Manager, Sales Team Leader or Account Executive (Field) – successful selling track record
• Applicants in Non-Sales Role:
  Minimum 3 years of management experience with direct reports and 2 years with a successful track record in sales OR 3 years of executing on goals and knowledge of CDW sales, products and processes
• Internal Applicants must currently be on the LEAP bench
• 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
• Ability to work in high stress and visibility environment
• Must have strong…