Job Description

Job Summary:

Manages individual contributor sales account managers or may manage the organization's relationship with independent representatives (non-employees), distributors, or agents; may also may carry a sales quota.

Principal Responsibilities:

Strategizes, develops, implements, and monitors business goals, operating plans and budgets for top line sales, gross profit growth, and long term growth.
Implements processes and procedures which facilitate organizational growth and profit objectives.
Monitors sales levels for assigned region and targets areas for improvement.
Prepares and monitors annual sales forecast to facilitate achievement of sales goals including Profit and Loss (P&L) reviews.
Reviews business plans and Year to Date (YTD) performance with management.
Provides coaching to team members and may make sales calls jointly to ensure optimum customer relationships.
Provides leadership and management direction to assigned territory and sales support staff to include hiring, managing employee performance, training, and salary administration.
Creates demand for products and services by applying technical market/product expertise to technology recommendations that position the company as the distributor of choice to customers and suppliers.
Communicate value-added capabilities and services to customers.
Establishes and coordinates weekly meetings for opportunity, registration and design reviews including quarterly business reviews with sales management.
Maintains current knowledge of products, competitors, technology and customers in assigned product family.
Other duties as assigned.

Job Level Specifications:

Provides leadership and direction through managers and senior managers. Accountable for the performance and results of a major function that has cross-organizational impact and is comprised of multiple departments and/or teams.
Establishes policies appropriate for the function. Interprets and recommends modifications to enterprise-wide policies and practices. Adapts and executes functional business plans and contributes to the development of functional strategies. Responsible for efficient utilization of significant resources within the function.
Objectives are defined in collaboration with senior management and results assessed with a long-term perspective. Decisions are guided by functional strategy and priorities.
Collaborates with senior management and others concerning matters of significance to the company. Routinely conducts briefings for senior management and/or key external contacts. Influences senior management or customers/clients.
Decisions likely have serious impact on the overall success or failure of a function. Erroneous decisions or recommendations result in critical delays or modifications to company objectives and cause long-term harm to business operations.

Work Experience:

Typically 10+ years including 5+ years of management experience

Education and Certification(s):

Bachelor's degree or equivalent experience from which comparable knowledge and job skills can be obtained.

Distinguishing Characteristics:

Ability to travel approximately 75% of the time to customer sites or attend training including some overnight travel.