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Territory Sales Manager Mid-West States in Chicago, IL at D&H Distributing Co.

Date Posted: 10/26/2018

Job Snapshot

Job Description

Territory Sales Manager Mid-West States – IT/Computer Products Channel


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 a self-motivated, goal oriented, high energy

 Territory Sales Manager-IT/Computer Products Channel to join our team:


Job Responsibilities

This position is responsible for all sales activities for their assigned accounts and/or dedicated region. The Territory Sales Manager will:

  • Work to develop new sales opportunities within the assigned territory which will generate sales to overachieve revenue, margin, growth, breadth and recruitment goals.
  • Partner with Inside Sales and Vendor teams to generate active and grow area leads.
  • Help lead sales and support teams for the achievement of customer satisfaction and long-term business goals in line with D&H’s vision and values.
  • Actively trains on and sells new technologies/solutions.
  • Responsible for growing sales and market share for assigned customers and/or the designated region.
  • Functions as both a hunter and account manager based on territory need.
  • Builds and executes account specific and regional market share growth plans.
  • Tracks opportunities in designated CRM and profile systems.
  • Creates and executes partner development plans including: key stakeholder relationships, sell through, pricing, marketing, revenue growth and sales training components.
  • Closes complex sales involving multiple stakeholders.
  • Actively seeks out and follows up on new account recruitment opportunities.
  • Participates in industry, vendor and internal sales trainings.
  • Demonstrate technical selling skills and product knowledge.
  • Successfully completes sales certification programs where applicable.
  • Maximize all opportunities in the process of closing sales.
  • Achieves all sales and margin goals set forth by management.
  • Ability to make suggestions, recommendations as a consultant to the customer.
  • Responsible for developing and strengthening customer relationships including C level, sales team, marketing, vendor management and engineering.
  • Increases gross margins through pricing, customer and vendor mix improvements.
  • Works with vendors to develop regional markets including partner development and recruitment activities.
  • Weekly/daily travel to visit customers at their headquarters, regional offices as well as industry shows.
  • Demonstrates the ability to multi-task in a fast paced environment.

Job Requirements

Job Requirements

  • Five+ years’ experience of successfully building and supporting a regional IT sales channel
  • Fundamental understanding of IT solutions including networking, security data center, client devices and software.
  • Knowledge of and relationships with area partners and vendors including Cisco, Lenovo, Microsoft and HP.
  • Two tier distribution experiences desired.


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!