Sales Manager - Higher Education West

Sales Manager

At CDW, we make it happen, together. Trust, connection, and commitment are at the heart of how we work together to deliver for our customers. It's why we're coworkers, not just employees. Coworkers who genuinely believe in supporting our customers and one another. We collectively forge our path forward with a level of commitment that speaks to who we are and where we're headed. We're proud to share our story and Make Amazing Happen at CDW.

The Sales Manager is responsible for leading an inside team of Field 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 Field Account Managers, typically around 10 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 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.

Develop and manage monthly/quarterly sales projections, and order pipeline.

Identify and assign resources, including annual Field Account Manager hiring forecasts

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 Managers 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.

What we expect of you:

Associate's degree

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 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 interpersonal skills

Ability to communicate effectively and concisely using a variety of styles and techniques appropriate to the audience

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 up to 50% to customer meetings, events and/or other CDW locations

Must have reliable transportation

2 years of Industry experience or 2 years Distribution Channel experience

Payrange: $80,000- $120,000, depending on experience and skill set

Annual bonus target of $85,000 subject to terms and conditions of plan