Manager, Distribution Sales

Advantive • United States, United States • 3w ago

The Manager of Distribution Sales will oversee and lead a team of Account Executives and Managers, driving revenue growth through both new business acquisition and expansion within our existing customer base. Reporting to the RVP of Distribution Sales, this role combines elements of strategic sales management and account growth, requiring proficiency in managing the full sales cycle-from prospecting to closing deals. You will be responsible for recruiting, hiring, and developing your team, ensuring they are well-versed in our sales methodologies, product offerings, and competitive landscape. Your team will be tasked with representing the full breadth of our distribution portfolio, identifying opportunities to address customer needs, and achieving sales objectives.

Key Responsibilities

Team Leadership:

Manage and develop a team of top performing sellers, including recruiting, hiring, and training new hires

Provide ongoing coaching to help the team achieve monthly and quarterly sales quotas, focusing on both new business and existing account growth

Sales Strategy & Execution:

Develop and execute territory and account plans that incorporate strategic vision, tactical plays, and actionable steps to drive revenue growth

Guide the team in identifying and closing high-quality new business opportunities and expanding within the existing customer base

Customer Engagement:

Collaborate with account management and customer success teams to leverage reference customers and enhance growth within assigned territories

Ensure that your team builds and maintains strong relationships with key customer contacts, including executives and targeted personas

Sales Development:

Coach your team to become trusted advisors by utilizing industry thought leadership, deep product knowledge, and effective partnerships with the sales engineering team

Drive the creation and execution of detailed account plans that address customer needs and differentiate our offerings from competitors

Operational Excellence:

Oversee pipeline quality and integrity, conduct deal inspections, and manage to an accurate weekly sales forecast

Participate in marketing events, such as conferences, tradeshows, and webinars, to enhance brand visibility and generate leads

Market Awareness:

Stay informed about industry trends and competitor activities to adjust account strategies and positioning

Use data to inform decisions, improve sales performance, and forecast accurately

Competencies

Account Management: Expertise in managing and expanding complex customer accounts with a focus on upselling and cross-selling. Proficient in developing and executing account plans

Communication: Strong verbal and written communication skills, capable of effectively presenting our portfolio and engaging with customers at all organizational levels

Relationship Building: Skilled at establishing and nurturing relationships with key decision-makers. Demonstrated ability to teach your team how to deepen connections with customers

Analytical Skills: Proficient in using data to inform decisions, enhance sales performance, and provide accurate forecasts.

Team Collaboration: Ability to work collaboratively with other sales team members, marketing, product, and customer success teams to ensure a cohesive customer experience

Sales Coaching: Proven experience in guiding and developing sales teams, focusing on improving sales execution, account planning, and best practices for identifying growth opportunities

Qualifications

5+ years of sales experience in a complex B2B software or SaaS environment, with specific experience in the distribution industry

3+ years of people management experience, leading more than 3 individuals (preferred)

Proven track record in leading sales teams to achieve and exceed targets in a multi-solution, multi-product selling environment

Strong background in managing and growing high-value customer accounts, with experience in both new business development and account expansion

Knowledge of enterprise-level business practices and buying processes, including closing deals with multiple stakeholders

Proficient in CRM systems, pipeline management, forecasting, and maintaining data quality and accuracy

Excellent written and oral presentation skills, with the ability to engage and demonstrate value to stakeholders from mid-manager to C-level

Comprehensive understanding of the full sales cycle from prospecting to close, with strong problem-solving and consultative selling skills

Must be willing to travel up to 20%

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