Outside Sales Manager

Analog Devices, Inc.; United States; Remote; USD 95,000 - 150,000; Full time

Job summary

Analog Devices, Inc. seeks an Area Sales Manager- Datacom to lead the Datacom sales team in growing top-line and margins across key accounts. You will mentor Region Account Specialists, drive run-rate, projects, and pipeline, and shape the regional Go-To-Market strategy.

Ideal candidates bring 7+ years of sales leadership in Datacom hardware, with experience in Miller Heiman and Salesforce, and a proven ability to travel up to 75% to support customers and partners.

Qualifications

• 7 years equivalent management or supervisory experience in an outside sales role.
• 1 Year – Experience with Strategic Sales Daily Process.
• 3-5 years of Datacom/Network cabling infrastructure experience.
• History of high-performance results in an outside sales environment.
• Ability to travel +75%

Responsibilities

• Lead and mentor the Datacom RAS to meet objectives and grow top-line, margin, and pipeline.
• Develop and implement Datacom Go-To-Market Strategy.
• Coach using Miller Heiman and Salesforce to drive area performance.
• Oversee training, territory management, and onboarding of RAS.
• Provide executive relationships with top accounts and improve sales processes.

Skills

Team leadership

Outside sales

Strategic selling

Forecasting

Travel readiness

Tools

Salesforce

Miller Heiman

Analytics tools

Job description

Area Sales Manager- Datacom

Essential Responsibilities

• Manage an assigned team of Datacom RAS at ADI reporting to the Datacom General Manager. Focus on growing the assigned customers in topline, margin, and Datacom categories. Focus on the growth in run-rate, projects, pipeline, and vertical markets by the Region Account Specialist team. Mentor and guide the RAS to meet/exceed all key objectives and goals. Executive relationships with top accounts in the area. Improve the sales management process to be effective with top customers, store teams, ADI resources, and vendors by guiding the RAS in these areas.
• Assist GM with the development and implementation of Datacom's Go-To-Market Strategy.

Tactical Coach

• Teach and develop the Miller Heiman methodology and use Salesforce as a tool to drive area performance success. Additional usage of MVP, ADI Analytics, and Business Intelligence tools to drive revenue and margin.
• Develop organizational training specific to the needs of the sales teams. Build / Improve sales skills to develop RAS. Pipeline – Territory – Account – Appointments – Skills / Behavioral.
• Execute quarterly training curriculum for the RAS area team. Territory management, sales skills development, product knowledge, and presentation skills.

Responsible for the following overall

• Team Management, Coaching, Expense Management, and Travel with Reps
• Execute the profile and sourcing strategy for the region.
• Provide input on the deployment of RAS in the area.
• Execute onboarding process for new RAS.
• Execute corrective action process for RAS.
• Provide input to the development and career path planning – utilizing the Pulse quarterly discussions.

YOU MUST HAVE

• 7 years equivalent Management / Supervisory experience in an outside sales role.
• 1 Year – Experience with Strategic Sales Daily Process
• 3-5 years of Datacom/Network cabling Infrastructure experience
• History of high-performance results in an outside sales environment.
• Ability to travel +75%

WE VALUE

• Excellent organization & project management skills
• An ability to direct, lead, and motivate others
• An understanding of business drivers
• An ability to manage complex situations
• Track record of success using Salesforce and Miller Heiman sales methodology.

WHAT'S IN IN FOR YOU

• Benefits- Day 1 - ADI Global Distribution provides comprehensive benefits in the form of major medical, dental, and vision; 401K plan with up to 7% company match; paid vacation, sick time, and company holidays

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