Category Manager – Information Technology (IT)

ADS, Inc. • Virginia Beach, VA

34d • $82,500 - $125,000 • Onsite

About The Position

ADS, Inc. is seeking a self-starter to lead and own revenue generation for its Information Technology (IT) category. The Category Manager is responsible for sustainable growth within the IT supplier network and across ADS sales channels. The role requires understanding ADS' position in the marketplace and the industrial-base partnerships needed for success, then translating that understanding into go-to-market strategies that increase revenue. The technology areas include enterprise networking (LAN/WAN/WLAN), data storage, compute, end-user devices, AV equipment, enterprise and operational software, and artificial intelligence, among others.

The Category Manager delivers value through strategic planning, negotiations, and sales execution, building partnerships with internal and external stakeholders to identify opportunities, negotiate cost savings, and generate returns. The role requires broad knowledge of the IT supplier network, including OEMs, distribution channels, and IT value-added resellers, as well as experience with contract development, contracting principles, standard terms, and industry trends and standards. The position is based at ADS headquarters in Virginia Beach, Virginia, and is not remote. Extensive travel is required, at 50–75% or approximately two to three weeks per month.

Success is measured by customer and supplier satisfaction, achievement of assigned territory goals, team engagement, and overall sales growth. The salary range is $82,500 to $125,000. Full-time employees in this role are eligible for uncapped, performance-based commission in addition to base compensation. ADS offers eligible employees a benefits program that includes 401(k), medical, dental, vision, prescription drug benefits, flexible spending accounts, life insurance, and well-being resources.

Requirements

• Bachelor's degree; U.S. military experience may be substituted for a bachelor's degree.
• Five years of experience with U.S. government contracting and acquisition.
• Two years of successful experience in business development and/or program management.
• Broad knowledge of the IT supplier network, including OEMs, distribution channels, and IT value-added resellers (VARs).
• At least three years of experience with Microsoft Excel, PowerPoint, and Word, with high proficiency.
• Ability to solve problems independently and demonstrate initiative without prompting.
• Drive to create opportunities and find new business.
• Strong negotiation skills and ability to manage relationships with finesse.
• Extensive travel, 50–75% or approximately two to three weeks per month.
• ADS experience may be substituted for any of the above requirements at the manager's discretion.

Nice To Haves

• Experience selling to the military or government.
• Prior experience with Salesforce or other CRM software.
• Understanding of government contracts, defense procurement, and relevant purchasing methods.

Responsibilities

• Negotiate terms with new and existing suppliers to maximize overall margin.
• Identify new vendors and assess their viability as partners; travel to vendor facilities to assess capabilities and products and understand how ADS can add value.
• Maintain strong relationships with the vendor community and continually reinforce ADS' value proposition.
• Support ADS sales representatives and customer meetings for IT sales.
• Understand the customer-facing and vendor-facing competitive landscape for the category.
• Create and execute sales initiatives that bring value and margin to ADS sales representatives and vendors.
• Develop and present annual plans for suppliers and sales, assess them quarterly, and adjust as needed.
• Create and execute plans for top-tier suppliers, including Quarterly Business Reviews (QBRs).
• Update the CRM with important supplier information and log all sales activity.
• Develop a long-term growth plan for the category.
• Participate in deal strategy and negotiations.
• Understand existing contracts available in the category and support capture efforts for new contracts.
• Assist with planning, logistics, and execution of ADS events and tradeshows.

Benefits

• Company-sponsored 401(k).
• Medical, dental, vision, and prescription drug benefits.
• Healthcare and dependent day care flexible spending accounts.
• Life insurance.
• Employee assistance program and fitness plans.
• Uncapped, performance-based commission in addition to base compensation for eligible full-time employees.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level