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Director, Field Sales

2 months ago

Harrisburg, United States D and H Distributing Co Full time
Director, Field Sales

Join a 100+ Year old and growing electronics and technology company based in Harrisburg, PA that offers an employee stock ownership plan, competitive pay, an excellent benefits package and paid time off to volunteer in the community.

• We are empowered by our employee co-owners who provide the industry's best service and we promote a collaborative culture.

• We feel strongly about giving back to the community and promoting sustainable, eco-friendly business practices.

• We offer an Employee Stock Ownership Plan, Paid Time Off, Medical, Prescription, Dental and Vision benefits as well as Gym Reimbursement and Tuition Assistance.

• As a D&H Co-Owner you receive numerous discounts on services.

*Candidate preferred location in Harrisburg, PA, Tampa, FL or surrounding areas.

SUMMARY

Responsible for market planning, strategy contribution, outside sales team, and operational leadership for our core business with a specific focus on enterprise business. Able to facilitate partner discovery, workshops, financial modeling, delivery of proposals and closing multi-year agreements that drive enterprise solutions and services.

Ability to build and develop co-owners, hire, performance manage, meet and exceed revenue and maximize profitability, drive operational support, ensure customer satisfaction, meet metric (KPI) design/achievement, manage growth campaigns and cross functional departmental direction. Daily coaching, guiding, and motivating the team while working to develop new sales opportunities, and facilitating relationships with inside sales team to achieve customer satisfaction levels and aligning teams to D&H's business goals, vision, and values.

Additional areas of focus include acting as the organizational lead and subject matter expert to customers, vendors, and internal sales teams for critical enterprise solutions. Key technologies focused on include enterprise, networking, cloud and cyber security. Heightened focus on our Modern Solutions vendors that include Microsoft, Cisco, HPE, SonicWALL, Eaton, APC and Extreme.

ESSENTIAL DUTIES AND RESPONSIBILITIES

• Travel expectation is 50-75%, with a normal weekly cadence of Tuesday through Thursday in the field face to face with customers. Some travel on weekends for events, trade shows, etc. Required frequent travel including travel by car and plane.

• Must maintain a 12-week rolling travel plan that aligns with direct reports.

• Able to build an annual plan and provide quarterly updates on value selling and sales attainment.

• Deliver multiyear contracts that focus on both organic and market share targets. Increases gross margins through coordination with finance, vendor management, inside sales, pricing, and the customer. Responsible for building profitable product portfolio mix within agreements.

• Work with outside sales to develop new sales opportunities to overachieve revenue, margin, growth, breadth, and recruitment goals.

• Partner with Inside Sales and Vendor teams to generate active and grow area leads.

• Help lead sales teams for the achievement of customer satisfaction and long-term business goals in line with D&H's vision and values.

• Actively trains on and sells new technologies/solutions.

• Responsible for growing sales and market share for assigned customers and/or the designated region.

• Builds and manages account specific and regional market share growth plans.

• Manages and assists in executing partner development plans including: key stakeholder relationships, sell through, pricing, marketing, revenue growth and sales training components.

• Oversee complex sales involving multiple stakeholders.

• Oversees new account recruitment opportunities.

• Participates in industry, vendor and internal sales trainings and events.

• Responsible for developing and strengthening customer relationships including sales team, marketing, and vendor management.

• Weekly/daily travel to visit customers at their headquarters, regional offices as well as industry shows.

REQUIREMENTS

Education/Experience

• 5+ years outside sales leadership experience required.

• Bachelor's Degree or Higher preferred.