Territory Sales Manager, Components - West

Territory Sales Manager, Components

Candidate preferred location in west coast territory.

D&H is growing! Join 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.
• We offer an Employee Stock Ownership Plan, 401k, Paid Time Off, Medical, Prescription, Dental and Vision benefits as well as Gym Reimbursement, Work from Home Reimbursement, Employee Purchase Program, Tuition Assistance and much more!
• As a D&H Co-Owner you receive numerous discounts on services.
• We feel strongly about giving back to the community and promoting sustainable, eco-friendly business practices.
  
  

Summary

This position is responsible for all sales activities for their assigned accounts and/or dedicated region.

Responsibilities

• Travel expectation is 50-75%, with a normal weekly cadence of Tuesday through Thursday in the field face to face with customers. Some travel on weekends for events, trade shows, etc. Required frequent travel including travel by car and plane.
• Must maintain a 12-week rolling travel plan/calendar
• Customer engagement includes 120 scheduled meetings per Qtr. (Virtual and Face to Face)
• Able to build an annual plan and provide quarterly updates on value selling and sales attainment.
• Deliver multiyear contracts that focus on both organic and market share targets. Increases gross margins through coordination with finance, vendor management, inside sales, pricing, and the customer. Responsible for building profitable product portfolio mix within agreements.
• Focus on renewal contracts and agreements where applicable.
• All customer and vendor meetings must be added into our CRM tracking applications.
• Develop new sales opportunities and protect current customer revenue within the assigned customer base and region to overachieve assigned revenue, margin, growth, breadth, and reseller recruitment goals.
• Partner with Inside Sales and Vendor teams to generate activity and grow area leads.
• 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. Completes required trainings. Participates in industry, vendor, and internal sales trainings. Demonstrates technical selling skills and product knowledge and possesses the ability to make suggestions, recommendations as a consultant to the customer.
• Tracks opportunities and forecast in designated CRM and profile systems.
• Responsible for developing and strengthening customer relationships including C Level, sales team, marketing, vendor management and engineering. Meet required QBR goals with custom content for the individual customer.
• Closes complex sales involving multiple stakeholders within D&H, our customers and our vendor community.
• Actively seeks out and follows up on new account recruitment opportunities.
• Works with vendors to develop markets including partner development and recruitment activities.
• Demonstrates the ability to multi-task in a fast-paced environment.
  
  

Requirements

• Education
• Minimum of two-year college degree is required.
• Experience
• Five years’ experience of successfully building and supporting a regional IT sales channel.
• 2 to 3 years of outside sales experience.
• Two tier distributing experience desired.
• Fundamental understanding of IT solutions including components, client and server system integration, networking and data storage.
• Knowledge of and relationships with area partners and vendors including Intel, AMD, NVIDIA, Microsoft, Asus, MSI, WD, Micron and Samsung.
• Basic Microsoft application knowledge, with a specific ability to use Outlook, PowerPoint, Word and Excel
  

EOE