Manager, Sales

Responsibilities

• Manages an inside Sales team including Account Managers and Sales Support staff.
• Understands individual development needs of each member of their inside sales team and proactively coaches, catering to specific needs.
• Encourages career growth, provides recognition for goal attainment, progress, activities and skill development while keeping team members of their progress toward goals.
• Observes team member’s performance through remote monitoring, direct monitoring and joint customer calls.
• Helps team members improve performance through one-on-one proactive coaching sessions, training and responsive coaching including periodic business reviews for each Account Manager.
• Ensures timely and accurate completion of timecards for payroll processing and addresses attendance or time recording issues promptly, involving HR as needed.
• Conducts ongoing and annual performance evaluations for assigned team members.
• Interviews and hires members of their sales teams.
• Serves as first line of support to team member for logistics, customer issues, pricing inquiries, system and procedural questions, advice and issue escalation.
• Develops relationships with internal and external resources.
• Serves as communication interface between Account Managers and internal departments.
• Answers questions regarding policies and procedures.
• Produces business results through pipeline and deal management, vendor engagement, customer involvement, sound decision-making and profitability management.
• Engages resources as needed.
• Creates quarterly and monthly strategies for producing results through forecasting and business analysis.
• Prepares for business reviews, analyses reports, and meets individually with team members to identify action plans for attaining goals.
• Tracks business results and progress month to month while inspecting progress throughout month.
• Promotes company initiatives with team members.
• Forges relationships with the vendor community in an effort to generate leads, utilize vendors as a resource, remedy customer concerns, and bring value-added services to the customer, etc.
• Collaborates with RFP team to create RFP/RFI's to present to customers with authority to approve pricing and answer Sales related questions.
• Works on pricing programs, rebate structures, and manufacturer pricing letters.
• Tracks and approves Account Manager and team expenses including vendor sponsored events.
• Attends sales meetings and training sessions to enhance and maintain sales skills as well as technology industry trends.
• Performs all other duties or special projects as assigned.

Qualifications

• Working knowledge of Microsoft Office Suite with ability to create a document or simple spreadsheet.
• Previous experience working with a CRM tool with general ability to understand how it integrates with an order management system.
• Adept at proactively finding business opportunities within existing customer base.
• Advanced knowledge of Business Development with ability to create new lines of business.
• Negotiation skills with ability to secure best purchasing agreement for customers and company.
• Intermediate knowledge of the computer industry.
• Previous outbound sales experience in an account management or account executive environment.
• Experience working in a related technology field dealing with hardware, software and/or IT services.
• Strategic thinker in future-oriented terms who anticipates and considers external and internal elements with ability to develop long-term plans to leverage resources.
• Adaptable with ability to switch tasks based on shifting priorities.
• Excellent verbal communication skills with ability to present professional demonstrations.
• Creative with ability to develop original solutions to problems.
• Decisive with ability to make a prompt determination and substantiate decision if challenged.
• Interpersonal skills with ability to work well with all levels of the organization.
• Organized state of mind with ability to document activities, anticipate problems, plan schedules and monitor performance according to priorities and deadlines.
• Quick study with ability to master a situation or learn new things with minimum direction or training.
• Supportive mentor with ability to guide and develop team members.
• Collaboration skills with ability to identify potential employee issues with knowledge of who to approach in order to resolve said issues.
• Team player with ability to portray a positive, problem solving attitude while coaching/mentoring AMs.