Outside Sales Manager
About The Position
The Area Sales Manager – Datacom manages an assigned team of Datacom Region Account Specialists (RAS) at ADI and reports to the Datacom General Manager. The role focuses on growing assigned customers in topline sales, margin, and Datacom categories, as well as increasing run-rate, projects, pipeline, and vertical-market growth across the region. The manager builds executive relationships with top accounts and guides the RAS team in effective sales management with customers, store teams, ADI resources, and vendors. The role also assists the General Manager with developing and implementing Datacom’s go-to-market strategy. The manager coaches the team in Salesforce.com and Miller Heiman sales strategies, using Salesforce, MVP, ADI Analytics, and Business Intelligence tools to improve revenue and margin. They develop and deliver training tailored to sales-team needs, covering territory management, sales skills, product knowledge, and presentations. The role also oversees team management, coaching, expenses, travel with representatives, regional profile and sourcing strategy, RAS deployment input, onboarding, corrective action, and career-path planning through quarterly Pulse discussions.
Requirements
- At least 7 years of equivalent management or supervisory experience in an outside sales role.
- At least 1 year of experience with the 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.
- Grow assigned customers in topline sales, margin, and Datacom categories.
- Drive growth in run-rate, projects, pipeline, and vertical markets across the region.
- Mentor and guide Region Account Specialists to meet or exceed objectives and goals.
- Build executive relationships with top accounts in the area.
- Guide Region Account Specialists in sales management with customers, store teams, ADI resources, and vendors.
- Assist the Datacom General Manager with developing and implementing Datacom’s go-to-market strategy.
- Coach the team in Salesforce.com and Miller Heiman sales strategies and use sales and analytics tools to drive revenue and margin.
- Develop organizational training for the needs of the sales teams.
- Build and improve Region Account Specialists’ sales skills, including pipeline, territory, account, appointment, and behavioral skills.
- Execute quarterly training for the area team, including territory management, sales skills, product knowledge, and presentation skills.
- Manage the team, provide coaching, manage expenses, and travel with representatives.
- Execute the region’s profile and sourcing strategy.
- Provide input on Region Account Specialist deployment in the area.
- Execute onboarding for new Region Account Specialists.
- Execute corrective-action processes for Region Account Specialists.
- Provide input to development and career-path planning through quarterly Pulse discussions.
Benefits
- Major medical, dental, and vision benefits beginning on day one.
- 401(k) plan with up to a 7% company match.
- Paid vacation.
- Paid sick time.
- Company holidays.
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What This Job Offers
Job Type
Full-time
Career Level
Manager
Education Level
No Education Listed
