Sales Manager

Technology Sales Manager

Based in Middletown, Connecticut Headquarters
Direct Reports in Field Territories in Southern New England

About Aztec

Aztec is a leading provider of office technology solutions in the Northeastern United States. We support clients’ full IT environment across unified communications, print and copy, scan and document management, audio/visual, desktop computing, and managed IT services. From hardware and software to supplies and technical support, our team provides full-service support for office technology. Our local focus allows us to provide superior service to small and midsize organizations, while our operational scale and broad reach from Boston to Philadelphia empower us to meet the needs of large enterprise and government accounts. We have 35+ years of business under our belt, and many of our clients have stayed with us for decades. But, we don’t rest on our laurels, and we’re already looking ahead to future transformation.

Growth . Technology . Customer

Three words that guide our vision for continuous evolution. We stay ahead of market shifts and technological innovations to offer clients continuous support for their business technology ecosystems. Our growth plans are as ambitious as we are – new clients, new programs, new products and services – and we need the best and brightest commercial talent to join us on the journey.

Learn more at www.aztecoffice.site/careers, or contact us at [email protected] with questions.

About the Role

Sales Managers are hands-on leaders who coach sales executives to close new business. You will own client relationships and revenue targets for your assigned region and will manage a team of territory account executives. You should have excellent client management skills and will need to build relationships with key clients and prospects in your region. Our sales teams are hunters first with some account support responsibilities second: your goal will be to aggressively expand the business both by signing new clients and selling deeper and wider into existing accounts while also managing for 100% existing client retention. While you will need have excellent sales skills yourself, the real key to success is your ability to recruit, onboard, mentor, and support the sales professionals on your team to amplify our go to market efforts.

Key responsibilities include:

• Manage a team of sales executives toward 100%+ activity and revenue goal attainment by monitoring performance metrics, unpacking performance concerns, coaching for growth, and holding people accountable to commitments
• Aggressively build a new deal pipeline by coaching sales executives to hunt for new clients through daily prospecting and to sell deeper and wider in existing accounts
• Ensure 100% client retention by managing a structured renewal process with sales executives and proactively identifying client satisfaction concerns through recurring client partner reviews
• Recruit, onboard, train, and support new sales executives. Foster a culture of continuous learning by assigning company- and partner-provided training programs on products and sales skills. We want to grow and develop our sales teams!
• Manage account and deal data in our CRM by training sales executives on correct note taking procedures. Leverage this data to manage 3-month, 6-month, and 12-month pipelines and sales forecasts.
• Champion client marketing initiatives including conferences/trade shows, technology showcases, networking events, webinars, and digital outreach.

90-day success expectations include:

• Effectively articulate Aztec’s value proposition and explain key sales programs and product/service offerings
• Understand the typical market dynamics, needs, pain points, and objections of core clients
• Complete manufacturer product training and achieve related certifications
• Demonstrate proficiency in our deal paperwork tool and CRM system (Salesforce)
• Achieve 100% activity goal attainment among your direct reports

Job Requirements

• 7+ years outside sales experience, preferably selling technology products and solutions
• 2+ years sales management experience
• Bachelor’s degree from a top tier college or university required or equivalent experience thriving in a sales environment
• Aggressive and urgent new business development mindset
• Commitment to metrics-driven management and willingness to hold people accountable to targets
• Ability to unpack performance issues and coach team members on growth opportunities
• Excellent client communication and relationship management skills at all levels with a focus on C-level finance, IT, and operations decision makers
• Willingness to work both onsite in our Middletown, CT, headquarters and in the field for local client visits.
• Valid driver’s license and willingness to drive to local client sites daily. Most destinations will be under a 1-2 hours' drive.
• Demonstrated enthusiasm for and expression of our corporate values:
  • Growth Mindset: you never assume the status quo is best; you see what is possible instead of what isn’t and develop a plan to make it reality
  • Technologically Fluent: you integrate best practice technological solutions into your work to improve productivity; you always want to learn more about the best technology available and can credibly advise others on technological solutions
  • Customer First: you value relationships as the foundation of business; you aspire to exceed expectations in every client interaction; you constantly look for ways to stand out and add value as a business partner

Benefits

• Total annual compensation of $150,000-200,000+ at target, with a base salary of $80,000-100,000 and a lucrative, cap-free bonus plan
• Manufacturer points incentives and other contest incentive programs
• Comprehensive wellness benefits including health, dental, and vision insurance
• Employer-sponsored 401(k) plan and life insurance
• Employee discount programs
• Paid vacation, holiday, and sick time

We are an equal opportunity employer and give consideration for employment to qualified applicants without regard to race, color, religion, sex, national origin, disability or protected veteran status.