Territory Sales Manager

D&H Distributing; United States; On-site; USD 90,000 - 100,000; Full time

Job summary

A leading employee-owned technology distributor is seeking a dedicated Outside Sales Account Manager. This position focuses on managing sales for specific accounts while developing new opportunities. The successful candidate will engage frequently with customers to strengthen relationships and drive sales growth, supported by substantial travel and collaboration with vendor teams.

Benefits

Employee Stock Ownership Plan

401k and Medical benefits

Paid Time Off

Tuition Assistance

Gym Reimbursement

Qualifications

• Minimum of two-year college degree required.
• Five+ years’ experience in regional IT sales is essential.
• Knowledge of IT solutions, vendors, and partnerships is crucial.

Responsibilities

• Manage sales activities for assigned accounts and regions.
• Conduct 120 customer engagements per quarter.
• Build profitable product portfolios and contracts.

Skills

Sales management

Customer relationship management

Technical selling skills

Education

Two-year college degree

Tools

Microsoft Office (Outlook, PowerPoint, Word, Excel)

Job description

Get AI-powered advice on this job and more exclusive features.

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. (Minimum of 15 face to face visits and 25 virtual scheduled meetings per month)
• 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 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 regional 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.
• Fundamental understanding of IT solutions including networking, security data center, client devices and software.
• Knowledge of and relationships with area partners and vendors including Cisco, Lenovo, Microsoft and HP.
• Basic Microsoft application knowledge, with a specific ability to use Outlook, PowerPoint, Word and Excel

EOE

Seniority level

• Seniority level

  Mid-Senior level

Employment type

• Employment type

  Full-time

Job function

• Industries

  IT Services and IT Consulting

Referrals increase your chances of interviewing at D&H Distributing by 2x

Inferred from the description for this job

Medical insurance

Vision insurance

401(k)

Tuition assistance

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