Distribution Sales Manager - North Central Region

Distribution Sales Manager – North Central Region

Position Overview:

The Distribution Sales Manager is responsible for the capture of new customers and the development and account management of reseller and distribution customers in the North Central Region of the United States with a focus on exceptional customer service. Position establishes and plans sales growth strategies while developing relationships to expand the HM Cragg customer base and contribute to company growth.

Reporting Relationship: The Distribution Sales Manager reports to the Vice President, National Distribution Sales.

Responsibilities/Accountabilities:

· Meet or exceed targeted sales revenue and margin growth in assigned territory

· Prospect and develop new leads to on board new resellers, with a focus on power resellers and IT resellers serving the small and medium data center market

· Manage opportunities and engage product and market specialists, e.g. CSG Business Manager, BESS Product Manager, to sell a broader product mix in all accounts

· Develop business relationships with key resellers for the purpose of increasing share of customer purchases and improving revenue and gross margin

· Effectively use CRM tools to manage account activity, sales funnel, and communications with other HMC sales personnel

· Develop business relationships with manufacturers' sales representatives within the assigned geography to support a partnership approach to the manufacturers' inside staff and to resellers.

· Assess and manage product and service-related issues by being the bridge between customers, manufacturers and HM Cragg

· Proactively communicate with Vice President, National Distribution Sales, informing him/her of any important developments with vendors or customers

· Represent HM Cragg in a professional, ethical, and socially responsible manner

· Maintain a high degree of technical knowledge relevant to that required to fulfill job responsibilities

· Maintain accurate records, manage receipts and expense reports, and submit reports on time

· Other duties as assigned

Requirements:

Skills/Knowledge

· Knowledge of the Data Center and/or information technology market space and the hardware needs and buying behavior of reseller customers, and their end user customers

· Strong prospecting skills and ability to break through potential customer rejections

· Knowledge of single-phase and three-phase UPS products and familiarity with complementary and competitive products

· Excellent written, verbal and presentation skills

· Ability to learn and/or experience with the IFS ERP and CRM system

· Solid computer skills with experience in using Microsoft Outlook and Office products

Personal Attributes

· Demonstrates honesty and integrity in work and relationships

· Demonstrates servant leadership principles with internal and external customers

· Demonstrates innovation/creativity in work

· Possesses strong work ethic and takes ownership of both company and client goals/objectives

· Focused on understanding, meeting and exceeding customer expectations

· Focused on collaboration and teamwork for the mutual success of the company and its employees

Education and Experience:

· Four-year college degree or equivalent, technical degree preferred but not required

· Five years of excellence in a sales and marketing environment in the Information Technology hardware products market

Travel expectations:

· Travel as necessary