Sr. Account Development Manager
Avnet - Guaynabo Municipio, PR

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Job Code: 7549

Last Rev Date: 4/26/2012

Job Title: Sr Acct Dev Mgr

Job Family:

Level/Grade: S15

FLSA: Exempt

Job Purpose: Field sales executive focused on customers to achieve revenue goals in assigned accounts. Identifies customer needs and applies Avnet’s value proposition to drive sales growth and improved profitability. Develops strategic relationships and aligns customer and Avnet business goals, creating and managing a business and execution plan for shared success among the customer, vendor partners and Avnet

Job Family General Duties and Responsibilities:

Serves as the single point of contact for the customer interface to all Avnet resources that drives and supports high levels of customer satisfaction and loyalty, as measured in surveys and share of wallet

Develop strong, strategic relationships with customers to identify and leverage the customers’ business goals, growth strategies and profit drivers to deliver the appropriate Avnet value proposition sales solution strategy.

Provides leadership and guidance in critical customer planning and engagement:

Performs critical customer analysis to identify and leverage the partner’s marketing programs to achieve growth in their customer’s solutions capability

Engage customer(s) in joint planning that integrates Avnet services, programs and supplier partnerships securing customer commitment for the development of a comprehensive investment in strategies that advance Avnet’s market position, entanglement and financial goals

Conducts regular business reviews with assigned accounts to track progress toward revenue and growth goals

Maintains and monitors metrics for assigned customers, performs analysis and identifies improvement opportunities

Primary Job Distinguishing Characteristics:

Possesses expert knowledge of products, services and solutions for multiple Brands

Exhibits the ability to interface with the outside sales customer of the most complex accounts

Assigned portfolio is typically comprised of strategic national accounts

Receives a score between 3.5 to 4.5 in Situational Fluency. This assessment is based on the ability to articulate Avnet’s Value Proposition to customers and suppliers, support Avnet’s Vision to deliver high value solutions, demonstrate adaptability to changing business conditions and influence others resulting in continued success for Avnet

Demonstrates professional competency by receiving a performance appraisal score of Meets or Exceeds requirements level on a consistent and sustainable basis

Appropriately and adeptly skilled in the Lominger Price of Admission, Sustaining and Transformational competencies with specific emphasis on Composure, Interpersonal Savvy, Negotiating and Organizational Agility.

Knowledge and Skill:

Progressive sales or business development experience in the computer/electronic distribution industry or related high-tech products or services

Requires thorough knowledge of Avnet’s value-added offerings, with specific subject matter expertise regarding VAR business models

The ability to gain in-depth understanding of assigned accounts utilizing business acumen, market/product knowledge and effective sales questioning and listening techniques

Excellent oral, written, platform presentation skills and persuasive negotiation and individual/group sales skills

Applicable knowledge of and the ability to obtain and effectively leverage remote non-reporting resources

Work experience requirements:

Typically a minimum of 7 - 10 years of experience in sales, recruitment, business and technology that demonstrates consistent success in the ability to deliver business results across a variety of markets

Education & Certification Requirements:

Typically, a Bachelor’s Degree in Business, Marketing or closely related field OR an equivalent combination of formal education and directly related work experience from which comparable job skills and knowledge will have been obtained


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If you need an electronic component, Avnet probably has it. The company is the world's top distributor of electronic components...