ADI Global Distribution
Area Sales Manager - Datacom
ADI Global Distribution, Minneapolis, Minnesota, United States, 55400
Job Description
Manage front‑line sellers to identify and generate sales opportunities, drive sales of products, systems, and services to diverse customers, foster client satisfaction, and develop customer relationships through trade shows and technical presentations. Provide education of Resideo products, manage CRM reports, analyze competitive intelligence, and align sales with SIOP to strategically grow accounts.
Essential Responsibilities
Manage a team of Datacom Regional Account Specialists (RAS) reporting to the Datacom General Manager.
Grow assigned customers in topline, margin, Datacom categories, and market segments such as projects, pipeline, and vertical markets.
Mentor and guide the RAS to exceed key objectives and goals.
Maintain executive relationships with top accounts.
Improve the sales management process with top customers, stores, ADI resources, and vendors.
Assist GM with the development and implementation of Datacom's Go‑To‑Market Strategy.
Tactical Coaching
Teach and develop the Miller Heiman methodology and use Salesforce to drive area performance.
Leverage MVP, ADI Analytics, and BI tools to drive revenue and margin.
Develop organizational training specific to the sales teams.
Build and improve sales skills for RAS: pipeline, territory, account, appointments, and behavioral skills.
Execute quarterly training curriculum: territory management, sales skills, product knowledge, and presentation skills.
Account Responsibilities
Team management, coaching, expense management, and travel with reps.
Execute profile and sourcing strategy for the region.
Provide input on RAS deployment, onboarding, corrective action, and career path planning (Pulse quarterly discussions).
Required Qualifications
7 years equivalent management/supervisory experience in an outside‑sales role.
1 year experience with strategic sales daily process.
3–5 years of Datacom/network cabling infrastructure experience.
History of high‑performance results in an outside‑sales environment.
Ability to travel ≥ 75 %.
Desired Qualifications
Excellent organization and project‑management skills.
Ability to direct, lead, and motivate others.
Understanding of business drivers.
Ability to manage complex situations.
Track record of success using Salesforce and Miller Heiman methodology.
Benefits
Comprehensive benefits: life & health insurance, life assistance program, accidental death & dismemberment insurance, disability insurance, 401k plan (7 % match), vacation & holidays.
About Us Resideo is a $6.76 billion global manufacturer, developer and distributor of technology‑driven sensing and control solutions. We serve over 100,000 contractors, installers, dealers and integrators across HVAC, security, fire, electrical and home‑comfort markets, offering a catalog of over 500,000 products through more than 1,000 manufacturers.
Equal Opportunity Employment Resideo is an equal‑opportunity employer. Qualified applicants will be considered without regard to age, race, creed, color, national origin, ancestry, marital status, sexual orientation, gender identity or expression, disability, nationality, sex, religion or veteran status. For more information on applicable U.S. equal‑employment regulations, refer to the “EEO is the Law” poster, “EEO is the Law” Supplement Poster and the Pay Transparency Nondiscrimination Provision. Resideo complies with applicable equal‑employment laws in all countries where we do business. For how we process your information in the job application process, refer to our Recruitment Privacy Notice. If you require a reasonable accommodation to apply, use our Contact Us form for assistance.
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Essential Responsibilities
Manage a team of Datacom Regional Account Specialists (RAS) reporting to the Datacom General Manager.
Grow assigned customers in topline, margin, Datacom categories, and market segments such as projects, pipeline, and vertical markets.
Mentor and guide the RAS to exceed key objectives and goals.
Maintain executive relationships with top accounts.
Improve the sales management process with top customers, stores, ADI resources, and vendors.
Assist GM with the development and implementation of Datacom's Go‑To‑Market Strategy.
Tactical Coaching
Teach and develop the Miller Heiman methodology and use Salesforce to drive area performance.
Leverage MVP, ADI Analytics, and BI tools to drive revenue and margin.
Develop organizational training specific to the sales teams.
Build and improve sales skills for RAS: pipeline, territory, account, appointments, and behavioral skills.
Execute quarterly training curriculum: territory management, sales skills, product knowledge, and presentation skills.
Account Responsibilities
Team management, coaching, expense management, and travel with reps.
Execute profile and sourcing strategy for the region.
Provide input on RAS deployment, onboarding, corrective action, and career path planning (Pulse quarterly discussions).
Required Qualifications
7 years equivalent management/supervisory experience in an outside‑sales role.
1 year experience with strategic sales daily process.
3–5 years of Datacom/network cabling infrastructure experience.
History of high‑performance results in an outside‑sales environment.
Ability to travel ≥ 75 %.
Desired Qualifications
Excellent organization and project‑management skills.
Ability to direct, lead, and motivate others.
Understanding of business drivers.
Ability to manage complex situations.
Track record of success using Salesforce and Miller Heiman methodology.
Benefits
Comprehensive benefits: life & health insurance, life assistance program, accidental death & dismemberment insurance, disability insurance, 401k plan (7 % match), vacation & holidays.
About Us Resideo is a $6.76 billion global manufacturer, developer and distributor of technology‑driven sensing and control solutions. We serve over 100,000 contractors, installers, dealers and integrators across HVAC, security, fire, electrical and home‑comfort markets, offering a catalog of over 500,000 products through more than 1,000 manufacturers.
Equal Opportunity Employment Resideo is an equal‑opportunity employer. Qualified applicants will be considered without regard to age, race, creed, color, national origin, ancestry, marital status, sexual orientation, gender identity or expression, disability, nationality, sex, religion or veteran status. For more information on applicable U.S. equal‑employment regulations, refer to the “EEO is the Law” poster, “EEO is the Law” Supplement Poster and the Pay Transparency Nondiscrimination Provision. Resideo complies with applicable equal‑employment laws in all countries where we do business. For how we process your information in the job application process, refer to our Recruitment Privacy Notice. If you require a reasonable accommodation to apply, use our Contact Us form for assistance.
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