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