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CDW Sales Manager - Mkt 2 in Reston, Virginia

The Sales Manager is responsible for leading an inside team of Account Managers within a specific sales segment, meeting and exceeding sales and profit goals through the ownership of that team. This role is ultimately accountable for individual and team productivity, and serves as a leader within the Sales organization. A core expectation of this role is to drive interdepartmental collaboration. This role will develop business relationships with customers and enhance customer loyalty by proving a superior customer experience. The Sales Manager will coach and develop a team of Account Managers, typically between 20-32 direct reports, and will manage a book of business worth a minimum of $35 million. This position will proactively manage territory plans to identify opportunities for growth.

Key Areas of Responsibility

  • Develop sales strategies in tandem with Sales Directors based on sales and market trends

  • Develop and assign sales plans and territories for account manager team.

  • Coach and advise team on strategies to improve sales performance, achieve goals and meet expectations.

  • Manage resources for customers including technology specialists and vendor partners

  • Identify and participate in customer facing meetings and activities

  • Hire, train, coach and retain diverse sales team

  • Create and implement operating plans to achieve sales initiatives and segment goals

  • Manage strategic relationships with customers, peers and vendor partners

  • Collaborate with field sales team to build synergy within both inside and outside sales efforts


  • Travel to customer sites and customer facing activities required.

  • Engage resources on target accounts

Strategic Management:

  • Develop and manage monthly/quarterly sales projections, and order pipeline

  • Identify and assign resources, including annual Account Manager hiring forecasts, field Account Executives,

  • Develop account strategies in tandem with Account Managers that promote profitable growth within segment

  • Operationalize and implement annual strategies and initiatives within assigned territory

  • Collaborate with Account Executives to build account development plans and strategies

  • Identifies new business opportunities and develops strategies to optimize new potential business

  • Assist sales team in building development and penetration strategies for their accounts

Sales Management:

  • Monitor and measure performance of sales team

  • Attend to required order management tasks and escalated post sales activities

  • Manage and coach sales team towards goal attainment and customer satisfaction

  • Create team oriented sales environment that rewards success and supports continuous improvement

  • Participate and potentially lead projects and/or task forces

  • Effectively communicate up, down and through the organization as required.

  • Coach sales team to manage their individual business portfolios effectively and profitably

  • Ensures CDW policies and procedures and code of conduct are adhered and creates an environment that models the CDW Way

Talent Management:

  • Hire/train/coach/retain sales team

  • Coordinate ongoing product and sales skill training for team

  • Actively pursue continuous personal growth and improvement

  • Successfully on-board new Account Managers

Customer/Vendor Management:

  • Manage team to ensure a superior experience for each customer

  • Actively engage and participate in customer facing activities/meetings

  • Proactively build solid business relationships with strategic customers and partners


Minimum Qualifications

  • Associate‚Äôs Degree or equivalent experience defined as at least five years of Sales Management experience

Applicants in Sales Role:

  • Senior Account Manager, Executive Account Manager, Sales Team Leader or Account Executive (Field)

  • Successful selling track record

Applicant in Non-Sales Role:

  • Minimum 3 years management experience with direct reports and 2 years with a successful track record in sales


  • 3 years of executing on goals and knowledge of CDW sales, products and processes.

Other Required Qualifications

  • Proven leadership skills

  • Ability to hire, motivate, coach and retain a diverse sales team

  • Strong consultative, solution based selling experience

  • Effective negotiation and closing skills

  • Strong conflict resolution and problem solving skills

  • Must have strong interpersonal skills

  • Strong written, verbal, presentation communication skills and the ability to communicate effectively with coworkers, management, executives, other CDW departments, customers and vendor partners

  • Adaptable, ability to lead through change

  • Ability to utilize strategic thinking to fulfill long-term company goals

  • Excellent time management skills in order to manage multiple projects and initiatives simultaneously

  • Exceptional attention to detail and follow up skills

  • Ability to share in-depth knowledge of CDW capabilities with customers

  • Strong internal and external customer acumen, working with each customer at the highest levels of ethics and integrity

  • Must be able to travel to customer meetings, events and/or other CDW locations

Other Preferred Qualifications

  • 2 year of Industry experience or 2 years Distribution Channel Experience

  • Prior experience in Sales Leadership within identified market

Sales Manager - Mkt 2

* Reston, VA *