Job Title: Category Manager - Information Technology (IT)Location: ADS Headquarters (Virginia Beach, VA) Not RemoteADS, Inc. is seeking a self-starter to lead and own revenue generation for our IT category. The role will require a team player that is responsible for sustainable growth within the IT supplier network and across all ADS sales channels. An effective Category Manager understands and can articulate ADS' niche in the marketplace, the industrial base partnerships required to be successful and convert that understanding into an effective go-to-market strategy that increases revenue. These technologies include, Enterprise Networking (LAN/WAN/WLAN), Data Storage, Compute, End User Devices, AV Equipment, Enterprise and Operational Software, Artificial Intelligence (AI), among others. The right candidate will deliver value through strategic planning, effective negotiations, and sales execution. The Category Manager will build strong partnerships with external/internal stakeholders to identify new opportunities, negotiate cost savings and return profits on time invested. Vast competencies and knowledge in the IT supplier network, which includes Original Equipment Manufacturers (OEMs), Distribution Channels, and IT Value Added Resellers (VARs) is required. Experience with contract development, including key contracting principles, standard terms, and a strong grasp on industry trends and standards will be expected.
Responsibilities:- Negotiate terms with new and existing suppliers to maximize overall margin
- Identify new vendors and assess viability for partnerships Travel to new vendor facilities to assess capability and products and to best understand where ADS can add value
- Maintain deep relationships with vendor community - continually reinforce ADS value proposition
- Support ADS sales representatives and customer meetings for IT sales
- Understand competitive landscape for category, both customer facing and vendor facing
- Create and execute sales initiatives that bring value and margin to ADS Sales reps and vendors
- Develop & present annual plan for suppliers and sales; assess this plan quarterly and adjust as needed
- Create and execute vendor plans for top-tier suppliers, that include Quarterly Business Reviews (QBRs)
- Update CRM with important supplier information
- Develop long term plan for Category growth
- Engage in deal strategy & negotiations
- Actively logging all sales activity in our CRM
- Fully understand existing contracts available in your category
- Support capture efforts for new contracts
- Assist in the planning, logistics, and execution of ADS events and tradeshows
Performance Standards: The C5ISR Category team and your success as a Category Manager will be measured by customer and supplier satisfaction, hitting assigned territory goals, team engagement, and overall sales growth.
Requirements:- Bachelor's Degree (U.S. Military experience may be substituted in lieu of a Bachelor's Degree)
- 5 years' experience with US Government contracting and acquisition
- 2 years' successful experience in business development and/or program management
- Vast competencies and knowledge in the IT supplier network, which includes Original Equipment Manufacturers (OEMs), Distribution Channels, and IT Value Added Resellers (VARs) is expected
- 3+ years' experience in Microsoft Excel, PowerPoint, and Word must be highly proficient
- Must demonstrate drive and ability to solve problems independently, without prompting
- Must be hungry to create opportunities and find new business
- Must possess strong and fearless negotiations skills while still managing relationships with finesse
- (ADS experience may be substituted for any of the above at the manager's discretion)
- Extensive travel required (50-75% or 2-3 weeks of every month)
Desired Qualifications:- Experience selling to the military or government highly preferred
- Prior Salesforce or other CRM software experience
- Understanding of government contracts, defense procurement and relevant purchasing methods desired
Salary Range: $82,500 to $125,000The salary range represents the base compensation range for this role. The actual compensation will be determined based on a candidate's education, experience, and skills. In addition to base compensation, full-time employees in this role are eligible for commission, which is uncapped, and based on performance.
ADS provides a comprehensive benefits program to eligible employees. This includes eligibility to participate in a company-sponsored 401(k), as well as access to medical, dental, vision, and prescription drug benefits. Additional offerings such as healthcare and dependent day care flexible spending accounts, life insurance, and well-being resources such as the employee assistance program and fitness plans, are also available.
