Overview Northamber PLC is the UK's longest established trade only, IT and AV distributor. Over the last 44 years the business has established a strong reputation for its high levels of reseller service combined with specialist, technical support.

Northamber salespeople strive to deliver real value and business partnerships to its reseller partners which ultimately drive revenue and profit for both parties.

Purpose of Role:

The role of Sales Manager is to develop sales of Northamber AV products and services in line with the overall business plan by managing a team of pro AV salespeople. The quality and capability of the individual has a significant impact on our ability to meet and exceed our immediate and long terms sales goals.

• To develop sales of Northamber products and services in line with the overall business plan.

• Maximise revenues and margin contribution from resellers through professional sales management activities from plan to close.

• Own and achieve set monthly budgeted net sales and profit targets for the entire AV sales team.

• Deliver against the agreed business objectives within the annual revenue and profit plan.

• Provide management leadership, mentoring, coaching and clear direction to the internal AV sales team, giving guidance in all aspects of reseller account management and development, including new business activities, proposal and quotation writing, sales presentations, and reseller negotiations.

Key objectives

• Own and achieve sales team targets for the financial year

• Manage forecasting and planning with the sales teams on a weekly basis

• Communicate results and pipeline opportunities to senior management on a weekly basis

• Achieving call out targets set daily and on focused activity days

• Ensure the sales team is fully focussed and aware of their daily objective

Main Responsibilities

• Work to daily, weekly & monthly targets supported by the AV Director.

• Select, develop, retain, motivate, and hold accountable the internal sales team.

• Conduct regular one to one review meetings with all salespeople in the team to build more effective communication, to understand training and development needs, and to provide an insight for the improvement of individual sales and activity performance.

• Develop and execute sales strategies to ensure sales growth and margin objectives are achieved.

• Identify, monitor, and provide timely and accurate forecasts of sales opportunities and pipelines.

• Provide support for new vendor and product launches and sales initiatives to ensure sales growth.

• Collaborate with the marketing team in the development of marketing plans to increase the awareness of Northamber AV products and services.

• Organise regular and ongoing product training sessions to ensure optimum sales performance.

• Establish sales plans and strategies with the sales team to expand traded breath.

• Control sales expenses to meet budget guidelines.

• Ensure the sales team provide timely, accurate, competitive pricing on all sales opportunities submitted for bid pricing and approval, while striving to maintain maximum profit margin.

• Maintain accurate records of all pricing, sales, and activity reports submitted by the sales team wherever required.

• Adhere to all company policies, procedures and business ethics codes and ensure that they are communicated and implemented within the team.

• Attendance to monthly sales meetings to review sales performance including but not limited to successes, failures, and opportunities within the sales team.

• Profiling each key reseller account in terms of account information, business requirements and needs with the sales team to increase the sell through of Northamber products and services.

• Taking part in regular team meetings & sharing tips & techniques with the sales team and determine ways to simplify and improve the sales process.

• Monitor and manage order backlogs and resolve all customer queries and maximise business opportunities.

• Ensure Northamber maintains service levels with reseller SLA’s, including sales, order processing, report production & distribution, customer service, returns and queries.

Deliverables

• Achieve sales team targets set monthly, quarterly, and annually as per the business unit budget.

• Continually ensure that the sales team update and manage the CRM database of each reseller spend by category, volume, value and competitive spend.

• Target, and develop plans with the sales team that achieve no. 1 account share within each of the key resellers that is addressable in every category Northamber are vendor franchise holders.

• Develop sales strategies to switch sell to brands that Northambersells and away from brands Northamber cannot sell.

• Ensure that the sales team meet or exceed all activity standards for prospecting calls, appointments, presentations, proposals, and closes.

• Have full knowledge and track all major bids and quotes that the sales team is providing to reseller partners.

• Work in partnership with all Northamber vendors to develop reseller business levels.

• Negotiate contractual and commercial terms & conditions with reseller partners before management sign off.

• Ensure that all relevant salespeople and others where appropriate managing a reseller account are fully trained to a competent level on Northamber products coordinating vendor and business management resources as required to support the training requirement.

• Oversee all elements of the sales process i.e. credit, logistics etc working with resellers and the sales team to resolve satisfactorily any issues.

Experience & Competencies Essential:

• Excellent track record of sales management in distribution, OR

• Proven success of delivering sustained incremental sales and profit for a sales organisation

• Ability and experience to communicate at senior level within resellers

• Clear understanding and experience of working within a channel focused environment

• Excellent communication and presentation skills

• Detailed record keeping and strong attention to detail Desirable:

• Excellent customer service and relationship building skills

• A strong desire to succeed in a highly competitive environment •

Act upon own initiative, strong team player

• A desire to provide the highest quality of service • Highly numerate