Field Account Manager - Central Region

About the role

D&H is growing! Join a 100+ year old Employee-Owned technology distributor, offering end-to-end solutions for today's resellers, retailers, and the clients they serve across the SMB and Consumer markets. We are empowered by our employee Co-Owners who provide the industry’s best service, and we promote a collaborative culture.

The Field Account Manager is an entry-level field position primarily focused on aligning the D&H value with the customer’s core objectives within the C-Suite. This role emphasizes the fundamentals of field sales, customer engagement, and CRM tracking while supporting senior team members and managing sales activities for assigned accounts within a region or territory. In addition to sales, the Field Account Manager is responsible for operational, business development, and relationship-building activities for accounts, collaborating with sales support and other departmental teams to achieve customer satisfaction, revenue generation, growth, and long-term business goals in line with D&H’s strategies, vision, and values.

Responsibilities

• Maintain a 12-week rolling travel plan; travel 50–75% (primarily Tuesday–Thursday). Some travel on weekends for events, trade shows, etc. Required frequent travel including car and/or plane.
• Customer engagement includes 120 scheduled meetings per quarter (minimum of 15 face-to-face visits and 25 virtual scheduled meetings per month).
• Log all customer and vendor interactions in CRM applications.
• Build an annual plan and provide quarterly updates on value selling and sales attainment.
• Collaborate on multi-year contracts and renewals that focus on both organic and market share targets.
• Increase gross margins through coordination with finance, vendor management, inside sales, pricing, and the customer.
• Coordinate profitable product portfolio mix within agreements.
• Track opportunities in designated CRM applications.
• Focus on both organic and market share opportunities and growth within assigned account base.
• Partner with Inside Sales and Vendor teams to generate activity and grow area leads.
• Develop and strengthen customer relationships including C-Level, sales team, marketing, vendor management, and engineering.
• Drive complex sales involving multiple stakeholders within D&H, customers, and the vendor community.
• Work with vendors to develop regional markets including partner development and recruitment activities.

Requirements

• Continuously invest in and build an understanding of IT solutions including networking, security, data center, client devices, and software.
• Knowledge of and relationships with area partners and vendors including Cisco, Lenovo, Microsoft, and HPE.
• Basic Microsoft application knowledge, with a specific ability to use Outlook, PowerPoint, Word, and Excel.
• Strong organizational skills for travel and meeting cadence.

Qualifications

• Minimum of a two-year college degree is required.
• 2-3 years’ experience successfully building and supporting a regional IT sales channel.
• Preferred: 1-2 years of outside sales experience.
• IT Channel experience desired.

Benefits

• Employee Stock Ownership Plan (ESOP).
• 401k retirement plan.
• Paid Time Off.
• Medical, prescription, dental, and vision benefits.
• Gym reimbursement.
• Work from Home reimbursement.
• Employee Purchase Program.
• Tuition assistance.
• Numerous discounts on services.

We feel strongly about giving back to the community and promoting sustainable, eco-friendly business practices.