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:
Principal Responsibilities: 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 Tech Data 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: Provides leadership and direction through managers and senior managers. Accountable for the performance and results of a major function that has cross-organizational impact and is comprised of multiple departments or units. Establishes policies appropriate for the function. Interprets and recommends modifications to company-wide policies and practices. Adapts and executes functional business plans and contributes to the development of functional strategies. Controls significant resources within the function. Objectives are defined in collaborating with other senior management and results assessed from a long-term perspective. Decisions are guided by functional strategy and priorities. Interacts with senior management and others concerning matters of significance to the company. Routinely conducts briefings for senior and top management and for key external representatives. Attempts to influence senior leaders or customers/clients. Decisions have serious impact on the overall success or failure of a function. Erroneous decisions or recommendations result in critical delays or modifications to company objectives and cause long-term harm to business operations.
Work Experience: Typically 12+ years including 7+ years of management experience Education and Certification(s): Bachelors degree or equivalent experience from which comparable knowledge and job skills can be obtained