Field Sales Manager - Healthcare

CDW - Reston, VA

Full-time - Senior

Reston, VA

10,001+ employees

Merchant Wholesalers, Durable Goods

About the position

The Field Sales Manager at CDW is responsible for leading a team of Account Executives to achieve sales and profit goals. This role involves developing business strategies, managing team performance, and fostering relationships with partners and customers to drive sales growth in the healthcare sector. The manager will also oversee talent development and ensure effective collaboration within the sales organization.

Responsibilities

• Develop target account business plan and lead team to significantly grow account sales, services opportunities, and profits.
• Train and coach team to provide in-depth customer technology roadmap and uncover new sales opportunities.
• Develop business relationships with partners to optimize joint selling opportunities.
• Build market awareness of CDW through participation in local/regional industry events, organizations, and affiliations.
• Establish target account strategies and implementation plans.
• Assist in development and implementation of segment goals and strategies.
• Develop and manage ongoing field coverage sales model.
• Work with field team to effectively utilize Specialists and System Engineers via joint sales calls and on-site assessments.
• Ensure collaboration between inside sales and Account Executives in the development of account strategies, follow-up programs, and new business development.
• Drive interdepartmental collaboration and use as a resource in developing customer relationships.
• Manage territory effectively through time and project management.
• Provide consistent communication and timely reporting of goal attainment, field activities, account opportunities, competitive trends, and field team accomplishments.
• Manage solutions pipeline through SPS and Changepoint.
• Adhere to ethical and fair business practices, following the CDW Way principles.
• Collaborate with Professional Services Management team to ensure projects are on time, on budget, and delivered with high client satisfaction.
• Work with the Professional Services Managers to manage customer relationships and monitor satisfaction with the quality of our products and services to maximize client satisfaction.
• Develop product knowledge and sales skills of field sales team by providing ongoing product, services, and sales skills training.
• Provide team with professional development opportunities.
• Prepare and give annual performance reviews.
• Develop solid business relationships with high-level decision makers within target accounts.
• Understand each target customer's business model and how to best serve their unique needs.
• Engage local vendor field management, collaborating sales efforts and partnerships with target accounts and new account opportunities.

Requirements

• Five years of progressively responsible sales experience in related industry.
• Bachelor's Degree in Business Management or a related field or equivalent combination of education and/or experience.
• Three years management experience.
• Must be in current role for at least 12 months with no formal write-ups in the last 6 months.
• Strong organizational skills and attention to detail.
• Proficient in Microsoft Office applications, with advanced knowledge of Excel and PowerPoint.
• Excellent written and verbal communication skills, with the ability to effectively interact with all stakeholders, including senior leadership.
• Demonstrated ability to develop and maintain strong relationships with internal and external stakeholders.
• Ability to lead and manage to ensure attainment of critical results.
• Knowledge of business and financial metrics for use as key performance indicators.

Benefits

• Health insurance
• Dental insurance
• Vision insurance
• 401k
• 401k matching
• Paid holidays
• Paid time off
• Professional development opportunities
• Employee discount programs
• Flexible scheduling