Field Account Manager - Great Lakes Region

Candidate ideally located in the Great Lakes Region. 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.

About the role

The D&H 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. Focused on the fundamentals of Field Sales, customer engagement, and CRM tracking while supporting senior team members and managing sales activities for assigned accounts within their region or territory. In addition to sales, the Field Account Manager is responsible for operational, business development, and relationship-building activities for accounts while working with sales support and various other departmental support teams to achieve customer satisfaction, revenue generation and growth, strategic initiatives, 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.
• Able to 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.
• Responsible for developing and strengthening customer relationships including C-Level, sales team, marketing, vendor management, and engineering.
• Drive complex sales involving multiple stakeholders within D&H, our customers, and our 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 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.
• Paid Time Off.
• Medical, Prescription, Dental, and Vision benefits.
• Gym Reimbursement.
• Work from Home Reimbursement.
• Employee Purchase Program.
• Tuition Assistance.
• Numerous discounts on services.