JOB PURPOSE
To be the strategic interface with the assigned account base.
PRINCIPAL ACCOUNTABILITIES
- Performance to budget
- Sales revenue growth
- Relationship development throughout the customer's organization.
- Future's value-added Services for our customers
JOB CONTENT (PRIMARY & SECONDARY FUNCTIONS)
- Meet or exceed program and sales objectives set by sales management.
- Establish and maintain relationships at all levels within the account (purchasing, materials, finance, and senior management)
- Strategize with management and establish detailed customer account plans including action plans with Inside Sales to achieve sales targets.
- Review and work daily sales opportunities to ensure closure.
- Establish priorities, action plans with Inside Sales to pursue and book lost business at next quote.
- Review market information and work with various contacts to identify and develop both new and emerging accounts.
- Develop a clear understanding of customer business: products, services and organization
- Present RFQ's with customer to ensure we are communicating our quote strengths and position for last look in final quote award
- Consistently follow-up on all bidding RFQs.
- Get involved in all Transfer Business inbound or outbound.
- Meet commitments made and maintain strong relationships with customers and suppliers.
- Communicate on an on-going basis with Inside Sales to ensure Customer Profile and all activities information is updated.
- Work with all OEM Future sales teams as needed to ensure Future maximize design efforts in those customers to drive greater penetration in both OEM and EMS customers.
REQUIREMENTS
- A Diploma / Degree qualification or equivalent in a relevant field of study.
- Minimum 2 years of B2B sales experience specifically within the electronic component distribution industry or directly with a component manufacturer.
- Comfortable with travelling.
COMPETENCIES (Knowledge, Skills & Attitudes)
- Have thorough knowledge of Future Systems (CRM, Associates) and utilize to drive efficient work flow out the customer and back into the organization.
- Product/technology Knowledge as it relates to our suppliers their competitors and our customer's applications.
- Capability to resolve price-protection issues or lead-time disputes between suppliers and customers without damaging relationships.
- Competency in translating customer production forecasts into accurate inventory pipelines to prevent costly overstocks or shortages.
- Knowledge of specialized programs like Just-In-Time (JIT) delivery, Bonded Inventory, and Vendor Managed Inventory (VMI).
- Comfort negotiating complex pricing agreements with purchasing managers, sourcing leads, and Electronic Manufacturing Services (EMS) contract buyers.
- Proven ability to partner with internal Field Application Engineers (FAEs). The OSR finds the opportunity and opens the door; the FAE handles the deep circuit math; the OSR closes the commercial deal.
