Area Sales Manager- Datacom
Essential Responsibilities:
Manage an assigned team of Datacom RAS at ADI reporting to the Datacom General Manager. Focus on growing the assigned customers in topline, margin, and Datacom categories. Focus on the growth in run-rate, projects, pipeline, and vertical markets by the Region Account Specialist team. Mentor and guide the RAS to meet/exceed all key objectives and goals. Executive relationships with top accounts in the area. Improve the sales management process to be effective with top customers, store teams, ADI resources, and vendors by guiding the RAS in these areas.
Assist GM with the development and implementation of Datacom's Go-To-Market Strategy.
Tactical Coach: Salesforce.com / Miller Heiman sales strategies.
- Teach and develop the Miller Heiman methodology and use Salesforce as a tool to drive area performance success.
- Additional usage of MVP, ADI Analytics, and Business Intelligence tools to drive revenue and margin.
- Develop organizational training specific to the needs of the sales teams.
- Build / Improve sales skills to develop RAS.
- Pipeline – Territory – Account – Appointments – Skills / Behavioral.
- Execute quarterly training curriculum for the RAS area team.
- Territory management, sales skills development, product knowledge, and presentation skills.
- Build / Improve sales skills to develop RAS.
Responsible for the following overall:
- Team Management, Coaching, Expense Management, and Travel with Reps
- Execute the profile and sourcing strategy for the region.
- Provide input on the deployment of RAS in the area.
- Execute onboarding process for new RAS.
- Execute corrective action process for RAS.
- Provide input to the development and career path planning – utilizing the Pulse quarterly discussions.
YOU MUST HAVE:
- 7 years equivalent Management / Supervisory experience in an outside sales role.
- 1 Year – Experience with Strategic Sales Daily Process
- 3-5 years of Datacom/Network cabling Infrastructure experience
- History of high-performance results in an outside sales environment.
- Ability to travel +75%
WE VALUE:
- Excellent organization & project management skills
- An ability to direct, lead, and motivate others
- An understanding of business drivers
- An ability to manage complex situations
- Track record of success using Salesforce and Miller Heiman sales methodology.
WHAT'S IN IN FOR YOU:
- Benefits- Day 1 - ADI Global Distribution provides comprehensive benefits in the form of major medical, dental, and vision; 401K plan with up to 7% company match; paid vacation, sick time, and company holidays
#LI-FH1 #Remote
About UsADI is a leading global distributor and solutions provider of security, AV, and smart living technologies, helping professionals deliver smarter, safer, and more connected experiences for homes and businesses around the world. Through trusted brands, exclusive solutions, and strong industry partnerships, ADI supports more than 110,000 customers across residential and commercial markets globally. From security and video surveillance to networking, audio, automation, fire, and connected technologies, ADI offers a broad portfolio of products, services, and software designed to support the evolving needs of integrators, installers, and technology professionals. With a global team spanning operations, sales, supply chain, digital, customer experience, engineering, and more, ADI combines deep industry expertise with innovation and service to help customers grow and succeed in an evolving industry. At ADI, our teams help create the technologies, partnerships, and experiences that keep people connected, protected, and supported every day. Learn more at www.adiglobal.com.
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Skills Required
- 7 years of equivalent management or supervisory experience in an outside sales role
- 1 year of experience with Strategic Sales Daily Process
- 3 to 5 years of Datacom or network cabling infrastructure experience
- History of high-performance results in an outside sales environment
- Ability to travel more than 75%
- Excellent organization and project management skills
- Ability to direct, lead, and motivate others
- Understanding of business drivers
- Ability to manage complex situations
- Track record using Salesforce and Miller Heiman sales methodology
What We Do
For more than 25 years, ADI Global Distribution has been the leading security and low-voltage distributor professionals rely on. Our industry solutions enable dealers and integrators to operate more efficiently and offer reliable services. Through our partnership with more than 700 leading suppliers, ADI offers the industry's largest product selection. With more than 350 thousand products in-stock every day available in 195 stocking locations across 17 countries and online through our Digital Branch, our customers can access the newest technologies and solutions at the best prices year-round. ADI provides the services, solutions, and support you need to help your business grow and save you time and labor on every project. Our customers depend on ADI for system design support, device programming, and in-person and digital training opportunities
