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Sales Manager - Mkt 2

CDW Reston, VA
  • Posted: June 04, 2019
  • Full-Time

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
  • Prior experience in Sales Leadership within identified market
Sales Manager - Mkt 2

  • Reston, VA



Reston, VA
20190 USA

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