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Territory Sales Manager- Cisco

2 months ago

Harrisburg, United States D and H Distributing Co Full time

SUMMARY

This position is responsible for all sales activities for their assigned accounts and/or dedicated region.

ESSENTIAL DUTIES AND RESPONSIBILITIES

• Work to develop New Cisco Sales Opportunities within the assigned territory which will generate sales to overachieve revenue, margin, growth, breadth and recruitment goals.

• Partner with D&H Field Sales and Cisco Field Sales to generate activity and grow the territory.

• Help lead sales and support 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 to advise /consult partners with opportunities to grow Cisco profitably.

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

• Functions as both a hunter and account manager based on territory need.

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

• Tracks opportunities in designated CRM and profile systems.

• Creates and executes partner development plans, providing quarterly territory reviews including performance, enablement plans, forecast, etc.

• Closes complex sales involving multiple stakeholders.

• Actively seeks out and follows up on new account recruitment opportunities.

• Participates in industry, vendor and internal sales trainings.

• Demonstrates technical selling skills and product knowledge.

• Successfully completes sales certification programs where applicable.

• Maximize all opportunities in the process of closing sales.

• Achieves all sales and margin goals set forth by management.

• Ability to make suggestions, recommendations as a consultant to the customer.

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

• Increases gross margins through pricing, customer and vendor mix improvements.

• Works with vendors to develop regional markets including partner development and recruitment activities.

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

• Approximately 40% travel by car and plane.

• Demonstrates the ability to multi-task in a fast paced environment.

EDUCATION and/or EXPERIENCE

Education High School Diploma or equivalent required. Some college preferred. Experience Five+ years' experience of successfully building and supporting a regional IT sales channel. 3 to 5 years of outside sales experience. Two tier distributing experiences desired.

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