Outside Sales Manager

ADI Global•Phoenix, AZ

11d•$93,598 - $139,643•Remote

About The Position

The Area Sales Manager leads an assigned team of Datacom Region Account Specialists (RAS), reporting to the Datacom General Manager. The role focuses on growing assigned customers in revenue, margin, and Datacom categories, as well as increasing run-rate, project activity, pipeline, and vertical-market performance. The manager mentors and guides the RAS team toward key objectives and goals, develops executive relationships with top area accounts, and improves sales management processes involving customers, store teams, ADI resources, and vendors. The role assists the General Manager with developing and implementing Datacom's go-to-market strategy. It coaches the team in Salesforce.com and Miller Heiman sales strategies, teaches the Miller Heiman methodology, and uses Salesforce, MVP, ADI Analytics, and business intelligence tools to drive area performance, revenue, and margin. The manager develops and delivers organizational training tailored to the sales team's needs, including quarterly training on territory management, sales skills, product knowledge, and presentation skills. The position also oversees team management, coaching, expense management, and travel with representatives; executes regional profiling and sourcing strategies; provides input on RAS deployment; handles onboarding and corrective-action processes; and contributes to employee development and career-path planning through quarterly Pulse discussions. This is a remote role with more than 75% travel required.

Requirements

At least 7 years of equivalent management or supervisory experience in an outside sales role.
At least 1 year of experience with Strategic Sales Daily Process.
3–5 years of Datacom or network cabling infrastructure experience.
History of high-performance results in an outside sales environment.
Ability to travel more than 75%.

Nice To Haves

Excellent organization and project management skills.
Ability to direct, lead, and motivate others.
Understanding of business drivers.
Ability to manage complex situations.
Track record of success using Salesforce and the Miller Heiman sales methodology.

Responsibilities

Manage an assigned team of Datacom Region Account Specialists and mentor them to meet or exceed objectives and goals.
Grow assigned customers in topline revenue, margin, and Datacom categories.
Drive growth in run-rate, projects, pipeline, and vertical markets across the regional team.
Build executive relationships with top accounts in the area.
Improve sales management processes involving top customers, store teams, ADI resources, and vendors.
Assist the General Manager with development and implementation of Datacom's go-to-market strategy.
Coach the team in Salesforce.com and Miller Heiman sales strategies and teach the Miller Heiman methodology.
Use Salesforce, MVP, ADI Analytics, and business intelligence tools to drive area performance, revenue, and margin.
Develop organizational training tailored to sales-team needs and build Region Account Specialists' sales skills.
Execute quarterly training covering territory management, sales skills, product knowledge, and presentation skills.
Manage the team, coach representatives, manage expenses, and travel with representatives.
Execute the profile and sourcing strategy for the region.
Provide input on deployment of Region Account Specialists in the area.
Execute onboarding and corrective-action processes for Region Account Specialists.
Provide input on development and career-path planning through quarterly Pulse discussions.