Category Manager – Information Technology (IT)

ADS Careers • Virginia Beach, VA

3d • Onsite

About The Position

ADS, Inc. is seeking a self-starting Category Manager to lead revenue generation and sustainable growth for its Information Technology (IT) category across the supplier network and ADS sales channels. The role covers technologies including enterprise networking (LAN/WAN/WLAN), data storage, compute, end-user devices, AV equipment, enterprise and operational software, and artificial intelligence. The Category Manager will turn knowledge of ADS’s marketplace niche and industrial-base partnerships into effective go-to-market strategies, delivering value through strategic planning, negotiations, and sales execution.

The position builds partnerships with internal and external stakeholders to identify opportunities, negotiate savings, and generate profit. It requires extensive knowledge of IT OEMs, distribution channels, and value-added resellers, as well as experience with contract development, standard terms, and industry trends. The role is based at ADS headquarters in Virginia Beach, Virginia, and is not remote. Extensive travel is required (50–75%, or 2–3 weeks each month).

Requirements

• Bachelor’s degree, or U.S. military experience in lieu of 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.
• Extensive 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.
• Strong drive to create opportunities and find new business.
• Strong negotiation skills and ability to manage relationships with finesse.
• Extensive travel availability: 50–75% or 2–3 weeks of each month.

Nice To Haves

• Experience selling to the military or government is highly preferred.
• Prior experience with Salesforce or other CRM software.
• Understanding of government contracts, defense procurement, and relevant purchasing methods.
• ADS experience may be substituted for any of the stated requirements at the manager’s discretion.

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 determine where ADS can add value.
• Maintain relationships with the vendor community and reinforce ADS’s 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 actively log sales activity.
• Develop a long-term category growth plan.
• Engage 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 trade shows.

Benefits

• Uncapped, performance-based commission for eligible full-time employees.
• Eligibility to participate in a 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.

What This Job Offers

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