Sales Manager - Mkt 2 / Federal Civilian

Washington, DC
Feb 15, 2018
Feb 19, 2018
Management, Sales
Full Time
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 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 Qualifications 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 knowledge of CDW sales, products and processes.

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