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SR. Sales Manager in Harrisburg, PA at D&H Distributing Co.

Date Posted: 5/14/2018

Job Snapshot

Job Description

Join a 100 year-old tech “start up.”  D&H Distributing is a leading technology company selling solutions to the most important problems facing businesses and government agencies today.  We’ve been around since 1918, but really our history is a string of successful “start-ups” as technology has dramatically changed over the years.  In the 20’s we brought radios to the public.  In the 50’s it was TV.  In the 80’s we started selling computers. Now, we’ve re-organized a special team to bring the most in-demand internet products and services to small and medium businesses and the public sector, for cloud computing, network security, digital learning, and mobile workforces.


We are looking for an experienced leader to join our team as a 

Senior Sales Manager


  • Overall responsibility for sales segment leading a team of 10+ telesales professionals, team leads and/or field reps   
  • Supervise employees in accordance with D&H policies
  • Focus heavily on competitive plans, segment development, customer satisfaction and margin growth
  • Growing customer breadth including through recruitment, activation and attrition plans.
  • Develop annual growth plan for segment to include customers, partners, coverage, go to market and profit components
  • Optimize customer access and response via web, phone calls and email
  • Create go to market plans with key customer facing departments including demand gen campaigns
  • Enhance gross margin rate and dollars by creating and executing pricing and customer mix plans
  • Create and execute comprehensive talent development plan: coaching, training, hiring, performance management
  • Optimize coverage across a large customer base focusing on market share growth, cost control and customer experience
  • Conduct team meetings to review ongoing “go to market” plans, solutions, key products and sales results
  • Spend at least 30%+ of daily time working directly with customers and partners focused on segment growth and value prop
  • Present segment ideas and reviews to senior executives
  • Spend 25%+ of time traveling to key partner events and meetings as part of driving segment growth
  • Exceed all revenue, margin and activity metrics including:  incoming/outbound calls, active accounts, web sales, pipeline and proposals, acceleration and attrition targets
  • Contribute to quota setting process
  • Lead team to overachieve all general, product specific and margin percent sales goals.
  • Motivate, energize  and inspire associates/teams to deliver customer value and overachieve results
  • Develop direct reports through daily one-on-one coaching, call monitoring, joint calls, territory planning, sales training and role playing with direct reports
  • Become an expert in the targeted segment understanding market drivers, key competitors, products and reseller models
  • Oversee all support and  customer satisfaction needs for the assigned region/segment
  • Review sales orders and deals, approving or denying as required
  • Handle customer requests as needed and issues when escalated
  • Team with product and solution leaders to grow targeted categories into the assigned customer base   
  • Identify, research, and resolve customer needs and issues
  • Manage employees’ including PTO, Timeclock records, performance reviews, and discipline.
  • Report as required, including weekly phone reports for reps and daily invoice issues
  • Team with marketing to develop regional events and lead generation activities  
  • Adhere to and enforce all company policies, procedures and ethics including attendance
  • Develop competitive regional and/or segment go to market plans for a territory of 4000+ IT resellers, MSPs and system builders
  • Assist in the recruiting  and hiring new sales reps into D&H
  • Partner with field team to develop account plans and overachieve goals
  • Manage headcount and expense budget for region
  • Work in other areas, as needed, for cross – training and / or workload

Job Requirements


  • 3 to 5 years of sales leadership or phone sales leadership experience preferred
  • Bachelor’s Degree or Higher preferred
  • Knowledge of the Microsoft Office suite (Word, Excel, Outlook) of programs required
  • Professional verbal and written communication skills
  • Basic knowledge of computer hardware
  • Ability to use PC, phone, calculator, fax, printer, copier
  • Demonstrate the ability to multi-task in a fast paced environment

Become a Co-Owner in a business technology company.  D&H is an employee-owned company where everyone gets a fraction of the action.  What kind of company lasts a century?  One with vision, solid financials, and a commitment by co-owners to keep our customers at the center of our business. In addition to our competitive health and welfare benefits, our co-owners enjoy tuition reimbursement, gym reimbursement, and a discount co-owner purchase program. D&H has received many recognition awards including #1 in Central Penn Business Journal’s Top 100 Private Companies (2011-2016), #118 in Forbes Top 200 America’s Largest Private Companies and Microsoft OEM Distributor of the Year (2008, 2010, 2011, 2015). 


D&H Distributing is an Equal Opportunity Employer.

Thank you!



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