Regional It Sales Manager

Overview:

• Work closely with the IT Services teams to ensure effective coordination and strong sales / service working relationships
• Responsible for leadership, profitability, growth and direction of all IT Services Sales activity across the XBS Midwest region
• Lead the sales team in growing Managed Services, technical service, and IT hardware sales
• Provide proactive leadership to the sales team to achieve maximum profitability and productivity in line with company vision, values and financial objectives

Responsibilities:

• Recruits continuously to maintain a pipeline of qualified candidates
• Ensures appropriate support of marketing and event planning
• Drives the business planning process and ensures that sales managers and sales representatives have action plans that support the company’s business plan
• Ensures that all company and division policies and procedures are communicated and implemented
• Bi-Weekly review with Regional Presidents and Business Leaders
• Conducts weekly one-on-one reviews with direct reports to build more effective communication, identify development needs and prioritize activities required to meet assigned sales objectives
• Works with sales managers to monitor activity levels closely and schedule additional training based on individual needs
• Develops and manages through an annual business plan including revenue and profit goals, objectives and strategies that ensure budget attainment of sales goals, margins and effective use of capital expenditures to meet financial objectives
• Drives a strong focus on selling Managed Services, Professional Services and our Full Service 360 strategy
• Works closely with vendor alliance partners (OEMs / Distys)
• Leads the IT Services Sales team to meet or exceed its overall revenue and profit goals for hardware and services
• Ensures effective training plans for new and “at risk” sales representatives
• Leverages CRM / Salesforce and delivers performance-based management
• Provides weekly sales forecast and 30-60-90-day sales pipeline reports to executive management
• Responsible for the ongoing development of sales representatives and support staff
• Promotes cross-selling activities among all business units of XBS Mid-Atlantic Coastal region
• Operates without exception within the company’s code of business ethics
• Responsible for aligning with Marketing for support
• Works closely with HR to ensure a rigorous selection and onboarding process
• Ensures outstanding customer service is provided throughout the entire sales process and works closely with service management as appropriate

Qualifications:

• Proficient with and comfortable with a variety of IT tools and office-environment software
• At least 10 years of increasingly broad, successful IT sales leadership
• Organized and operationally disciplined
• Proficient in delivering presentations
• Strong financial skills
• Strongly prefer experience managing multiple office locations
• Ability to travel regularly (up to two times per month) to offices across Midwest territory
• At least 3 years managing in an IT VAR environment
• A high level of energy, accountability and focus
• Four-year degree in information technology, business, sales or a related field
• Proven track record of growing business internally
• Strong knowledge of Managed Services offerings and strategy
• Outstanding communication skills, both written and oral