Operational Sales Specialist

D&H Distributing; Clearwater (FL); Hybrid; USD 65,000 - 90,000; Full time

Benefits offered by this job

Paid Time Off

Medical/Dental/Vision benefits

Gym Reimbursement

Work from Home Reimbursement

Employee Purchase Program

Tuition Assistance

Job summary

D&H Distributing is a long-standing, Employee-Owned technology distributor with a hybrid role that supports both Harrisburg, PA and Tampa, FL. The Sales Specialist will drive pipeline creation, execute campaigns, and partner with cloud vendors to win opportunities within the assigned territory.

Responsibilities include quota attainment, campaign execution, CRM management, and building strong partner relationships. Strong technical acumen in cloud and managed services is valued.

Qualifications

• Proven IT prospecting and sales experience.
• Strong relationship management with partners.
• Ability to develop and present joint value propositions.

Responsibilities

• Achieve assigned quota targets and objectives.
• Execute sales and marketing campaigns.
• Manage CRM pipeline and forecast updates.
• Develop and maintain partner relationships to drive revenue.
• Coordinate with cross-functional teams to win opportunities.

Skills

IT prospecting

Relationship management

Sales

Presentation skills

Cloud & MSP knowledge

Analytical thinking

Time management

Forecasting

Opportunity qualification

Education

Bachelor's Degree in Business

Tools

CRM

Microsoft Office

Job description

This is a hybrid role that can be based in either Harrisburg, PA or Tampa, FL.

Please note, candidates must be located within 60 miles of either office location.

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

The primary role of Sales Specialist (SS) is to drive pipeline opportunity creation and achieve sales targets for assigned vendors through tactical execution of sales and marketing campaigns utilizing the company’s CRM platform. The Sales Specialist is the primary partner resource for solution positioning and product information, opportunity support, and education on D&H Modern Solutions programs and capabilities. Partner relationship building, pipeline development and management, strong technical acumen, and high capacity for outbound sales activity are key skills required for success.

ESSENTIAL DUTIES AND RESPONSIBILITIES

• Quota Achievement. Achieve assigned quota targets and strategic objectives on a consistent basis.
• Campaign Execution. Execute assigned sales and marketing campaigns in a timely fashion.
• Metric Management. Achieve key metrics including phone activity, opportunity creation, lead conversion rates, win rates, and partner recruitment and frequency of transaction.
• Relationship Management. Identify and assist in developing relationships with existing or potential partners with ability to drive significant revenue opportunities.
• Collaboration. Work in tandem with the D&H sales organization, cross departmentally, and with targeted cloud vendor resources to coordinate, develop and win sales opportunities within assigned territory.
• Communication. Articulate the D&H Modern Solutions strategy and value proposition.
• Partner Management. Document important partner information and opportunities, build adequate pipeline to achieve revenue goals, execute tactical outreach, and ensure action is taken to win new business.
• Pipeline Management. Maintain CRM sales pipeline per policy and provide timely and accurate sales forecasting to the D&H Modern Solutions BU leadership team.
• Vendor Relations. Develop and maintain relationships with key vendors within assigned territory to collaborate on new partner opportunities.
• Technical Acumen. Maintain high level business and technical acumen related to modern solutions technologies, managed and professional technology services and associated business models.
• Results Oriented. Demonstrate strong drive for results and success; convey a sense of urgency to achieve outcomes and exceed expectations; persist despite obstacles, setbacks and competing influences.
• Drive. Promote a culture of high energy, creativity, leadership, timeliness, professionalism, desire to learn, and willingness to contribute to continuous improvement.
• Professionalism. Represent D&H professionally in daily ongoing interface with customers and vendors, and adhere to company policies, procedure and ethics.

KEY METRICS

• Opportunity Creation

KNOWLEDGE, SKILLS, and/or ABILITIES

• Proven IT prospecting, business development, sales, relationship management skills.
• High capacity for product knowledge and technical acumen.
• Strong presentation and communication skills.
• Solid technical acumen and understanding of cloud and managed service provider business models.
• Ability to understand operational processes.
• Analytical and problem-solving skills.
• Ability to think and work creatively to develop joint value propositions.
• Self-motivated with good time management skills.
• Results oriented with strong financial forecasting skills.
• Ability to qualify and prioritize business opportunities.

EDUCATION and/or EXPERIENCE

Education

• Bachelor's Degree in Business or equivalent industry experience.

Experience

• Basic Microsoft Office, CRM, and office productivity software familiarity.
• 2+ years of experience managing partner relationships with solid, demonstrated performance.
• Telesales process and pipeline management experience.