A field-based sales position responsible for solution selling of tech products/services to customers that manufacture, assemble, or design, electronic equipment in industries such as defense, medical, lighting, consumer electronics. Establish Avnet as the preferred distributor with accounts and supplier partners measured by metrics such as sales rev, market share, gross/net profit, demand creation, supply chain.
Duties and Responsibilities:
Performs direct value-based selling by understanding customer business and working with resources to create solutions to needs that grows business
Uses basic knowledge of product line cards matching product offerings/solutions to customer needs
Engages at various levels in customer decision making chain (Purchasing, Engineering, Materials, Finance, Mgt)
Develops basic customer business plans to meet annual sales budget for accounts including: business analysis, vision (customer & ours), key drivers, issues
Coordinate quoting, booking and tracking business to other geographic regions, including N. America and abroad
Utilizes some internal resources (engineering, supply chain, product, credit, sales leaders, systems) to close business
Provide regular reports detailing specific tactical sales opportunities within territory
Plans, coordinates and presents regular business review with key accounts
Manage supplier issues and conflicts at customer level and escalates complex issues to sales leaders for consultation/support
Prioritize customers and opportunities with greatest potential for success
Knowledge and Skills:
Demonstrated ability to drive strong Supplier relationships
Eff presentation and strong written and oral communication skills
Eff negotiation skills
Practical knowledge and use of eCRM systems
Broad understanding of demand creation and supply chain requirements, technologies, distrib and vertical mkts
Has limited in-depth knowledge and exp in only certain types of accounts (OEM, OLI, CM, or vertical markets, etc.). [OEM: Original Equipment Manufacturer; OLI: Outside Looking In; CM: Contract Manufacturer]
PC proficiency in the MS Office tools (Excel, Word, Power Point)
Ability to develop network and ability to utilize network for potential sales
Good understanding of demand creation and supply chain solutions.
Three (3) to Five (5) yrs of progressive exp in distrib, value add/solution selling, relationship mgt and/or marketing with a
demonstrated track record in field sales and effective utilization of available resources. Experienced in some aspects of account sales mgt: demand creation, forecasting, strategic planning, line card mgt.
Education and Certification(s):
Bach degree in Bus Mktg or related field or equiv combination of educ and dir-related exp is required.
We are proud to be an EEO/AA employer M/F/D/V. We maintain a drug-free workplace and perform pre-employment substance abuse testing. If you are interested in applying for employment with Avnet and need special assistance or an accommodation to apply for a posted position, contact our Human Resources department at 800-882-8638 option 4, then option 3.
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