Description
At CDW, we make it happen, together. Trust, connection, and commitment are at the heart of how we work together to deliver for our customers. It’s why we’re coworkers, not just employees. Coworkers who genuinely believe in supporting our customers and one another. We collectively forge our path forward with a level of commitment that speaks to who we are and where we’re headed. We’re proud to share our story and Make Amazing Happen at CDW.
Job Summary
The Sales Manager is responsible for leading a team of Account Directors and Account Managers within the Corporate Sales Division in our North Office in Manchester, meeting and exceeding sales revenue and profit goals through ownership of the team and setting overall strategy and objectives.
Core Expectations
* Onboard, coach, and retain sales talent.
* Drive interdepartmental collaboration and nurture internal and external stakeholder relationships.
* Develop customer‑centric strategies for deeper account penetration across CDW’s Tech Sourcing, Professional Services and Managed Services capabilities.
* Provide a superior customer experience, enhancing customer loyalty.
Success Measures
* Achievement of revenue and GP targets, growth of individual teams’ attainment.
* Oversight and direction to elevate Protect & Grow, and High Potential account through the ‘Steps to Success’.
* Development and maintenance of peer‑to‑peer leadership relationships with top 20% Revenue accounts and vendors.
* Acquisition, development and retention of high‑performing sales talent.
What You Will Do
Team Responsibilities
* Coach and advise the team on strategies to improve sales performance, achieve goals and meet expectations.
* Create a team‑oriented sales environment that rewards success and supports continuous improvement.
* Ensure CDW policies, procedures and code of conduct are adhered to and model the CDW way.
* Participate in and potentially lead projects and task forces.
* Coach sales leaders to manage their teams effectively and profitably via regular 1‑2‑1s and team meetings.
* Promote best practices to ensure sales efficiency and productivity.
* Remove barriers to execution for the team.
* Support and steer RFP responses to increase win probability.
* Handle day‑to‑day administration (holiday, expenses, sickness etc).
* Own and deliver town hall meetings.
* Celebrate individual and team wins in line with the CDW culture.
* Maintain weekly, monthly, quarterly forecast, pipeline management and rigor.
Customer Responsibilities
* Identify and participate in customer‑facing meetings and activities.
* Create and implement operating plans to achieve sales initiatives and segment goals.
* Engage relevant CDW and partner resources on target accounts.
* Identify new business opportunities and develop strategies to optimise new potential business, including strategic campaign formulation and ownership.
* Act as executive sponsor for appropriate account relationships.
* Understand and present CDW GTM and “offer”.
Vendor Responsibilities
* Understand and present CDW GTM and “offer”.
* Manage relationship and peering with partner counterparts.
* Work with vendor peer on deal and account‑based strategy and alignment.
* Identify and execute campaigns.
Strategy Responsibilities
* Build out “Sales and Solutions Performance Planning” strategy in conjunction with sellers, customers and CDW peers.
* Collaborate with other CDW business teams (operations, sales, legal, finance, marketing, vendor management) to improve and transform engagement and internal processes.
* Define, contribute and maintain a high‑performance culture by managing and leading teams within the CDW framework.
* Develop and assign sales account plans for the account team.
* Manage quarterly business review process.
* Develop and manage monthly/quarterly sales forecasts.
* Develop account strategies in tandem with the Account Director that promote profitable growth.
* Operationalise and implement annual strategies, initiatives and campaigns.
* Understand and oversee seller MEDDPICC process.
What We Expect of You
* Bachelor’s degree or equivalent.
* At least 3 years of sales management experience.
* 2 years with a successful track record in sales.
* 3 years of executing on goals, and knowledge of CDW sales, products and processes.
* Strong consultative, solution‑based selling experience.
* Experience hiring, motivating, coaching and retaining diverse sales teams.
* Ability to work in a high‑demand and high‑visibility environment.
* Adaptable, able to lead through change.
* Excellent time‑management skills to manage multiple projects and initiatives simultaneously.
* Exceptional attention to detail and follow‑up skills.
* Strong internal and external customer acumen, working with each customer at the highest levels of ethics and integrity.
Key Competencies
* Sales Leadership Excellence – Combines deep sales acumen, strategic thinking and practical experience to lead high‑performing teams. Inspires and empowers sellers through clear direction, expert coaching and a passion for results. Navigates complexity with resilience and clarity, cultivating accountability, collaboration and continuous improvement to exceed revenue goals and drive customer success.
* Impactful Communication – Combines communication expertise, emotional intelligence and frontline experience to deliver clear, concise and compelling messages. Adapts style and approach to suit diverse audiences.
* Communication of Capability – Combines deep organisational knowledge, consultative selling skills and customer insight to confidently represent CDW’s full portfolio. Articulates complex service offerings—across Tech Sourcing, Professional Services and Managed Services—in ways that resonate with client needs and drive strategic engagement.
AI‑Fluent Leadership
As a leader, you will champion and be accountable for our vision of becoming an AI‑fluent organization. We expect you to model curiosity, encourage responsible AI adoption, foster a culture of continuous learning, and guide others in building confidence and capability with AI tools and practices.
Equal Opportunity Employer
CDW is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability status, protected veteran status or any other basis prohibited by state and local law.
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