Job Summary: Manages assigned accounts to meet revenue targets across customer base while directing field sales operations to maximize sales and profit objectives. Such activities may include the following as well as other duties as assigned:
Strategizes, develops, implements, and monitors business goals, operating plans and budgets for top line sales, gross profit growth, and long term growth.
Implements processes and procedures which facilitate organizational growth and profit objectives.
Monitors sales levels for assigned region and targets areas for improvement.
Prepares and monitors annual sales forecast to facilitate achievement of sales goals including P&L reviews.
Reviews business plans and YTD performance with management.
Provides coaching to team members and may make sales calls jointly to ensure optimum customer relationships.
Provides leadership and management direction to assigned territory and sales support staff to include hiring, managing employee performance, training, and salary administration.
Creates demand for products and services by applying technical market/product expertise to technology recommendations that position TechData as the distributor of choice to customers and suppliers.
Communicate value-added capabilities and services to customers.
Establishes and coordinates weekly meetings for opportunity, registration and design reviews including quarterly business reviews with sales management.
Maintains current knowledge of products, competitors, technology and customers in assigned product family.
Job Level Specifications:
Manages experienced, professional employees and/or supervisors; or manages large, complex technical or business support teams. Accountable for the performance and results of a work group or department.
Interprets and administers policies, processes and procedures that affect subordinate employees and the work-flow of the work unit. Adapts departmental plans and priorities to address resource and operational challenges. Contributes to budget development and performance standards of department and subordinate employees.
Assignments are defined in the form of objectives. Decisions are guided by policies, procedures, business plans and independent judgment.
Interacts with subordinates supervisors, customers/clients, functional peer group managers and occasionally upper management. Participates and presents at meetings with internal and external representatives.
Decisions have impact on work processes and outcomes. Erroneous decisions or recommendations normally result in serious delays and considerable expenditures of additional time, human resources and funds.
Typically 8+ years including 2+ years of supervisory experience
Bachelor’s degree or equivalent experience from which comparable knowledge and job skills can be obtained.
● Accountable for the budget, performance and results of a medium-sized team or multiple small teams
● Exercises full management authority, including performance reviews, pay decisions, recruitment, discipline, termination, and other personnel actions
● Addresses issues with impact beyond own team based on knowledge of related disciplines