What are the responsibilities and job description for the Cisco Territory Sales Manager - Central/West position at D&H Distributing?
Summary
This position is responsible for all sales activities for their assigned accounts and/or dedicated region.
Essential Duties And Responsibilities
This position is responsible for all sales activities for their assigned accounts and/or dedicated region.
Essential Duties And Responsibilities
- Work to develop New Cisco Sales Opportunities within the assigned territory which will generate sales to overachieve revenue, margin, growth, breadth and recruitment goals.
- Partner with D&H Field Sales and Cisco Field Sales to generate activity a nd grow the territory .
- Help lead sales and support teams for the achievement of customer satisfaction and long-term business goals in line with D&H’s vision and values.
- Actively trains on and sells new technologies/solutions to advise /consult partners with opportunities to grow Cisco profitably.
- Responsible for growing sales and market share for assigned customers and/or the designated region.
- Functions as both a hunter and account manager based on territory need.
- Builds and executes account specific and regional market share growth plans.
- Tracks opportunities in designated CRM and profile systems.
- Creates and executes partner development plans, providing quarterly territory reviews including performance, enablement plans, forecast, etc.
- Closes complex sales involving multiple stakeholders.
- Actively seeks out and follows up on new account recruitment opportunities.
- Participates in industry, vendor and internal sales trainings.
- Demonstrates technical selling skills and product knowledge.
- Successfully completes sales certification programs where applicable.
- Maximize all opportunities in the process of closing sales.
- Achieves all sales and margin goals set forth by management.
- Ability to make suggestions, recommendations as a consultant to the customer.
- Responsible for developing and strengthening customer relationships including C Level, sales team, marketing, vendor management and engineering.
- Increases gross margins through pricing, customer and vendor mix improvements.
- Works with vendors to develop regional markets including partner development and recruitment activities.
- Weekly/daily travel to visit customers at their headquarters, regional offices as well as industry shows.
- Approximately 40% travel by car and plane.
- Demonstrates the ability to multi-task in a fast paced environment.
- Education
- High School Diploma or equivalent required.
- Some college preferred.
- Experience
- Five years’ experience of successfully building and supporting a regional IT sales channel.
- 3 to 5 years of outside sales experience.
- Two tier distributing experiences desired.
