Territory Sales Manager

D&H Distributing; Harrisburg (Dauphin County); On-site; USD 60,000 - 100,000; Full time

Job summary

An established industry player is seeking a Territory Sales Manager to drive sales across assigned accounts. In this role, you will engage with customers through numerous meetings, develop strategic sales plans, and collaborate with teams to enhance customer satisfaction. This position offers the opportunity to work in a dynamic environment with a strong focus on growth and market share. Join a company that values its employee-owners and is committed to sustainable practices while providing comprehensive benefits including stock ownership and tuition assistance. If you're passionate about sales and technology, this role is perfect for you!

Benefits

Employee Stock Ownership Plan

401k

Paid Time Off

Medical Insurance

Dental Insurance

Vision Insurance

Gym Reimbursement

Work from Home Reimbursement

Employee Purchase Program

Tuition Assistance

Qualifications

• 5+ years of successful regional IT sales channel development.
• Experience in outside sales and two-tier distributing preferred.

Responsibilities

• Engage with customers through 120 scheduled meetings per quarter.
• Develop annual sales plans and provide quarterly updates.

Skills

Sales Strategy Development

Customer Relationship Management

Technical Selling Skills

Market Analysis

Education

Two-Year College Degree

Tools

CRM Systems

Job description

Join to apply for the Territory Sales Manager role at D&H Distributing.

4 days ago Be among the first 25 applicants.

D&H is growing! Join a 100+ year old Employee-Owned technology distributor, offering end-to-end solutions for today's resellers, retailers, and the clients they serve across SMB and Consumer markets.

• We are empowered by our employee Co-Owners who provide the industry’s best service, fostering a collaborative culture.
• We offer benefits including Employee Stock Ownership Plan, 401k, Paid Time Off, Medical, Prescription, Dental, Vision, Gym Reimbursement, Work from Home Reimbursement, Employee Purchase Program, Tuition Assistance, and more!
• As a D&H Co-Owner, you receive numerous discounts on services.
• We are committed to giving back to the community and promoting sustainable, eco-friendly business practices.

Summary

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

Essential Duties and Responsibilities

• Travel expectation is 50-75%, primarily Tuesday through Thursday in the field with customers; some weekends for events and trade shows. Travel by car and plane required.
• Maintain a 12-week rolling travel plan/calendar.
• Engage with customers through 120 scheduled meetings per quarter, including a minimum of 15 face-to-face visits and 25 virtual meetings monthly.
• Develop an annual sales plan and provide quarterly updates on value selling and sales achievement.
• Deliver multiyear contracts focusing on organic growth and market share, increasing gross margins through coordination with finance, vendor management, inside sales, pricing, and customers. Build profitable product portfolios within agreements.
• Focus on contract renewals where applicable.
• Record all customer and vendor meetings in CRM systems.
• Identify and develop new sales opportunities and maintain current customer revenue to exceed targets for revenue, margin, growth, and recruitment.
• Collaborate with Inside Sales and Vendor teams to generate activity and leads.
• Support sales teams to achieve customer satisfaction and long-term business goals aligned with D&H’s vision and values.
• Train on and sell new technologies/solutions, complete mandatory trainings, demonstrate technical selling skills, and act as a product and solution consultant.
• Track opportunities and forecasts in CRM and profile systems.
• Build and strengthen customer relationships, including C-level, sales, marketing, vendor management, and engineering. Achieve QBR goals with tailored content.
• Close complex sales involving multiple stakeholders within D&H, customers, and vendors.
• Seek out and follow up on new account recruitment opportunities.
• Work with vendors on regional market development, including partner recruitment.
• Demonstrate multitasking ability in a fast-paced environment.

Education and Experience

• Minimum of a two-year college degree required.
• At least five years of successful regional IT sales channel development.
• 2-3 years of outside sales experience.
• Experience with two-tier distributing preferred.

Additional Details

• Seniority level: Mid-Senior level.
• Employment type: Full-time.
• Job function: Sales and Business Development.
• Industries: IT Services and IT Consulting.