Position Summary:

Directs a team of senior sales professionals with a focus on KVM and AV products to achieve company objectives, including revenue, market share and profitability targets. Leads and directs sales efforts of Technology Product Solutions (TPS) group to increase products sales to both new and existing channel partners. Develops and implements the needed strategies to achieve annual goals.

Job Responsibilities:

• Develops, directs, and coaches the members of a sales team, ensuring responsibilities, goals and objectives are clearly defined and understood. Keeps sales professionals informed of current products and future direction of company offerings. 
• Continue our growth by leading the sales team in maintaining strong relationships with our key accounts, as well as finding new customers and system integration partners through seminars, and effective location partner management.
• Work with the sales team in order to fully understand our client base and Black Box's product portfolio to become a valuable and trusted advisor for our channel partners, system integrators, and end customers when selling KVM and AV products.
• Meets with sales team frequently to manage opportunity funnels and sales activities; works with individuals to ensure efforts are directed and prioritized as needed. Sales activities typically include new and existing customer account development, understanding customer CTC’s and business drivers, proposal and bid strategies, pricing, capture efforts, and collaboration with internal and external support personnel.
• Forecasts stocking levels to support sales opportunities for the aggregate team. Provides forecasts regularly to upper management.
• Leads relationship building efforts for the sales team by establishing contacts with internal and external sources. Ensures effective team use of Customer Relationship Management System (CRM), Salesforce.com.
• Partners with other department leaders to ensure processes and handoffs for sales transactions are understood, and to optimize implementation.
• Develops and directs sales programs and initiatives for the business organization. 
• Create a collaborative culture, driving employee development and mission alignment. Foster Team development through effective coaching, positive motivation, clear communication of objectives and ongoing skills/product training with regular informal and formal feedback sessions
• Additional duties as assigned.

Skills, Knowledge, Abilities: 

• Extensive experience selling products through system integrators, resellers and distributors nationally.
• History of successful attainment of sales goals and winning new business.
• Excellent written and oral communication skills; strong presentation and negotiation skill.
• Strong working knowledge of current and changing company products and service offerings; ability to maintain industry/competitor knowledge.
• Solid understanding of business financials, P&L statements, and ROI analysis.
• Strong organization skills to multi-task demanding priorities; effective use of resources to deliver customer results.
• Ability to understand customer buying processes and drivers and align sales approaches accordingly. 
• Proven track record of leading and coaching senior sales team professionals.

Qualifications:

• Bachelor’s Degree in Business or similar field, or equivalent education and work experience.
• 5-10 years of experience in Sales Management.
• Ability to travel up to 50% of the time.

Supervisory Responsibility: 

• This position is responsible for a team of employees.

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