Manager Sales

You’re the heart of Connection. A people person who loves to help, listen, and learn. Join our team of experts to grow your career and work side by side with specialists from the industry’s biggest tech manufacturers.

Marlborough, MA


<p><strong>At Connection, our purpose is simple: we connect people with technology. From hardware&mdash;PCs, printers, servers, and more&mdash;to cutting-edge cloud, cybersecurity, and professional IT services, we design, build, and support the IT solutions that thousands of companies, schools, and government agencies rely on every day. We like to think of ourselves as the IT Department for our customers&rsquo; IT Department. Our company started out almost 40 years ago with two employees and a phone line. Today we&rsquo;re a Fortune 1000 IT solutions partner operating in 174 countries around the world&mdash;still driven by that startup mentality and guided by our original purpose.</strong></p>

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Full Time

Overview: <strong>What We Do:</strong><br /><br />We calm the confusion of IT by guiding the connection between people and technology. If a customer is looking for a better way to manage their warehouse inventory, equip their workforce, or secure their data, we make it happen. All it takes is finding the right combination of tech hardware, software, cloud solutions, and support services. That&rsquo;s what we do. We&rsquo;re the IT Department&rsquo;s IT Department.<br /> <br /><strong>Who We Are:</strong><br /><br />Our team is made stronger by a multitude of backgrounds, experiences, and perspectives. It&rsquo;s what makes Connection unique&mdash;what drives us to innovate and create technology solutions that stand apart from the crowd. We&rsquo;d love for you to be a part of that fabric, to share your ideas and experiences with a team that thrives on fresh thinking, creativity, and helping others.<br /> <br /><strong>Why You Should Join Us:</strong><br /><br />You&rsquo;ll find supportive teammates and a rewarding career at Connection&mdash;plus great benefits. We take pride in supporting employees with a total rewards package that provides financial, emotional, and physical resources for you and your family. Our compensation, 401k plans, medical insurance, and other benefits are progressive and competitive. We value the importance of our employees&rsquo; emotional well-being. To support employees, we provide free therapy visits, mental health coaching and tools, and meditation resources. You&rsquo;ll also enjoy a generous paid time off package that includes not only vacation and sick time, but also Wellness and Volunteer Time Off days. <br /> <br /><br /><br />Working under general supervision of the Director of Sales, relying on experience and judgment to plan and accomplish goals, the Manager, Sales oversees daily operations of an inside sales team of Account Managers and Sales Support Representatives. The Sales Manager develops each member of their Sales team through understanding individual development needs and proactively coaching and catering to those specific needs. The Sales Manager also produces business results through pipeline and deal management, vendor engagement, customer involvement, sound decision making and profitability management while serving as the first line of support to team members for logistics, customer issues, pricing inquiries, system and procedural questions and advice and issue escalation.
Responsibilities: <br /> <ul> <li>Manages an inside sales team including Account Managers and Sales Support Representatives. Understands individual development needs of each member of their inside sales team and proactively coaches, catering to specific needs. <ul> <li>Encourages career growth, provides recognition for goal attainment, progress, activities and skill development while keeping team members of their progress toward goals</li> <li>Observes team member&rsquo;s performance through remote monitoring, direct monitoring and joint customer calls</li> <li>Works with Sales Coaches to help with the ongoing development of new hires</li> <li>Helps team members improve performance through one-on-one proactive coaching sessions, training and responsive coaching including periodic business reviews for each Account Manager</li> <li>Ensures timely and accurate completion of timecards for payroll processing and addresses attendance or time recording issues promptly, involving HR as needed.</li> <li>Conducts ongoing and annual performance evaluations for assigned team members.</li> <li>Interviews and hires members of their sales teams</li> </ul> </li> <li>Serves as the first line of support to team members for logistics, customer issues, pricing inquiries, system and procedural questions, advice and issue escalation. <ul> <li>Develops relationships with internal and external resources</li> <li>Resolves customer and business issues</li> <li>Serves as communication interface between Account Managers and internal departments</li> <li>Answers questions regarding policies and procedures.</li> </ul> </li> <li>Produces business results through pipeline and deal management, vendor engagement, customer involvement, sound decision-making and profitability management. <ul> <li>Engages resources as needed</li> <li>Creates quarterly and monthly strategies for producing results through forecasting and business analysis</li> <li>Prepares for business reviews, analyses reports and meets individually with team members to identify action plans for attaining goals</li> <li>Tracks business results and progress month to month while inspecting progress throughout the month</li> <li>Produces business results and pushes/promotes company initiatives with team members</li> <li>Forges relationships with the vendor community in an effort to generate leads, utilize vendors as a resource, remedy customer concerns, and bring value-added services to the customer, etc.</li> </ul> </li> <li>Attends sales meetings and training sessions to enhance and maintain sales skills as well as technology industry trends</li> <li>Performs all other duties or special projects as assigned.</li> </ul>
Requirements: <br /> <p><strong>Required Competencies:<br /><br /></strong></p> <ul> <li>Working knowledge of Microsoft Office Suite with ability to create a document or simple spreadsheet.</li> <li>Previous experience working with a CRM tool with a general ability to understand how it integrates with an order management system</li> <li>Adept at proactively finding business opportunities within existing customer base</li> <li>Advanced knowledge of Business Development with ability to create new lines of business</li> <li>Negotiation skills with ability to secure best purchasing agreement for customers and company</li> <li>Intermediate knowledge of the computer industry</li> <li>Previous outbound sales experience in an account management or account executive environment</li> <li>Experience working in a related technology field dealing with hardware, software, and/or IT services</li> <li>Strategic thinker in future-oriented terms who anticipates and considers external and internal elements with the ability to develop long-term plans to leverage resources</li> <li>Adaptable with ability to switch tasks based on shifting priorities</li> <li>Excellent verbal communication skills with ability to present professional demonstrations</li> <li>Creative with ability to develop original solutions to problems</li> <li>Decisive with ability to make a prompt determination and substantiate decision if challenged.</li> <li>Interpersonal skills with ability to work well with all levels of the organization</li> <li>Organized state of mind with ability to document activities, anticipate problems, plan schedules and monitor performance according to priorities and deadlines</li> <li>Quick study with ability to master a situation or learn new things with minimum direction or training</li> <li>Supportive mentor with ability to guide and develop team members</li> <li>Collaboration skills with ability to identify potential employee issues with knowledge of who to approach in order to resolve said issues</li> <li>Team player with ability to portray a positive, problem-solving attitude while coaching/mentoring AMs</li> </ul> <br /> <p><strong>Additional preferred competencies or preferred qualifications, if any:<br /><br /></strong></p> <ul> <li>Working knowledge of JDE, Callback and B2B</li> <li>Intermediate knowledge of Connection&rsquo;s internal pre-sales policy support with ability to key and decipher different types of orders and issues</li> <li>Intermediate knowledge of Connection&rsquo;s internal systems how-to with ability to transfer knowledge to team members</li> <li>Intermediate knowledge of Connection&rsquo;s post-order policy and process</li> </ul>