Job Description

SUMMARY

Serve as a conduit between D&H Sales, Resellers and Manufacturer for the achievement of customer and vendor satisfaction. Drive vendor specific customer breadth, frequency and revenue goal attainment and long-term business goals in line with D&H’s vision and values; to grow sales of Manufacturer’s products at D&H.

With a primary focus of growing vendor sales with new and existing customers, the Sales Specialist serves as an extension of the vendor or technology category and is responsible for educating and enabling the sale of new and different technical products, programs, and/or services. Maintaining sound knowledge of diverse industry trends and technologies, the Sales Specialist is responsible for leveraging their expertise, along with the experience of other D&H experts, to build, position, and sell new and advanced solutions, programs, and services.

The Sales Specialist communicates with D&H staff to ensure that internal support and team members understand, and are able to properly support sales opportunities. Maintains consistent communication with all regarding key initiatives pertaining to vendor initiatives to further grow profitable business. The Sales Specialist provides specialized consultation, education, training, and sales resources to peers and external partners. This is to enable vendor and reseller success and acts as an extension of the vendor organization driving programs and vendor initiatives to channel partners.

The Sales Specialist will work with the Sr. Specialists to create and communicate tactical and strategic initiatives and forecasts aligned with the direction of the organization and divisional objectives.

ESSENTIAL DUTIES AND RESPONSIBILITIES

· Work proactively and collaboratively with D&H sales, buying and marketing teams to promote, drive and track vendor specific sales promotions and reseller programs.

· Gain mindshare and drive awareness of vendor SMB strategy.

· Manage and maintain vendor target customer lead lists to be engaged and developed by the sales team.

· Develop and drive Outbound call campaigns to target and net new resellers as well as existing partners.

· Data-mining for the purpose of targeting net new resellers and broadening product depth.

· Manage customer lead development; provide support necessary to develop leads and follow them to closure.

· Identifying non LOC-ID “net new opportunities”.

· Communicate regularly with vendor account manager.

· Provide weekly recap to D&H management.

· Coordinate product training and ongoing education of the sales team.

· Work with TMR group to develop and drive Outbound call campaigns to target and net new resellers as well as existing partners.

· Work with D&H marketing to craft “reseller ready,” email-able, content.

· Work with current Resellers purchasing only one manufacturer category to broaden depth of manufacturer products and educate on the manufacturer Solution.

· Message and drive attendance to Vendor Live Events.

· Build understanding of manufacturer programs, product offerings and manufacturer’s key competitive products.

· Identify and target resellers to grow vendor business and communicate these to the sales teams.

· Work with D&H Resellers to broaden depth of vendor products & educate on the vendor solution.

· Manage lead development, follow-up and close business opportunities with D&H sales teams.

· Provide support necessary to develop leads and follow them to closure.

· Grow profitable sales and market share for the vendor within D&H.

· Attend specific trainings with D&H and vendor personnel, in person and online, as needed or required.

· Interact & engage with vendor or 3rd party Field Sales to turn leads into new business.

· Engage D&H Outside Field Sales Reps.

· Recapping reseller feedback and share with team to help generate incremental business.

· Data-mining for the purpose of broadening product depth and developing new net resellers.

· Sell and place customer orders in computer system.

· Answer phone and respond to all customer requests.

· Back-up Senior Vendor Sales Specialist as needed.

· Become a resident expert on all specific manufacturer programs and product offerings.

· Project a professional company image through phone and email interaction.

· Must be able to adhere to company established attendance policy.

KNOWLEDGE, SKILLS, and/or ABILITIES

Excellent communication skills.
Proficiency in Microsoft Office products (Excel, Word, Outlook, Internet Explorer).
Detailed oriented and ability to multitask.
Time management skills and ability to meet deadlines.
Growth Mindset and attitude of collaboration and team work
Positive Attitude and ability to adapt.
Curiosity and willingness to pursue Subject Matter Expertise.

EDUCATION and/or EXPERIENCE