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Senior Director Distribution Sales- Remote

At TE, you will unleash your potential working with people from diverse backgrounds and industries to create a safer, sustainable and more connected world. 

Company Background

 

TE Industrial business unit is a global leader in connectivity products for the Industrial market. The business serves several large OEMs in Factory Automation, Building Automation, Rail, Machinery and several other end-markets through a direct sales force and more than 100,000 customers through the distribution channel. With annual revenue of approximately 2 billion USD, significant presence in key markets across the globe, broad product portfolio, and several reputed brands, the business is among the leaders in its market. 

 

Industrial business unit is organized into 4 product businesses, each led by a General Manager who reports to the BU Senior VP. The 4 product businesses operate with full empowerment to win in their markets and drive business results. They are responsible for strategy, product management, engineering and global manufacturing operations. The product businesses partner with team members in the central Go-To-Market (GTM) organization of Industrial business unit – this team is led by VP – Commercial of the business unit. The GTM team sells the full product bag (from all 4 product businesses) and presents one face to customers and Distribution Channel partners. 

 

TE is a leader in the market segments served, with significant organic and inorganic growth opportunities. The organization comprises of a truly global team with presence in North America, Europe, and Asia.  

Role Statement

 

Sales through our distribution channel partners account for a significant portion of Industrial BU’s revenue. As the industry evolves to an omni-channel buying model, our strategy and execution need to evolve to maximize growth opportunities with our Distribution Channel partners. The Senior Director will be responsible for evolving and executing our channel growth strategy, covering Electronic, Electrical wholesale, and specialty distribution channel partners. The strategy will align with our growth initiatives including product & regional alignment, customer growth targets, establishment of long-term partnerships, and enterprise-wide channel management priorities.  

 

The Senior Director will be responsible for leading a team of direct and matrixed reports, including Global and Regional Distribution sales leaders. The role will also partner effectively with our Regional Sales Directors as well as our Marketing team to leverage the entire sales, marketing and customer care organization to drive demand generation, customer and revenue growth, and enhanced customer experience for the customers served through our Distribution Channel partners.

 

With our ambitious growth plans, this role will have high visibility and impact on Industrial BU’s growth strategy and customer experience enhancement objectives.  Reporting to the Chief Commercial Officer, this role is a member of the Sales, Marketing and Customer Care Leadership team.  The role is a critical succession pipeline feeder role. The successful individual will have attractive career growth opportunities in senior Commercial and P&L leadership roles in the Industrial BU and the broader enterprise.

Key Responsibilities

 

  • Develop / refine Industrial BU’s global distribution channel strategy 
    • In partnership with key stakeholders in the business unit and the global channel team 
    • Comprising of Electronic, Electrical wholesale and Specialty distribution channels 
  • Define with Marketing what will be the programs for Digital marketing  lead generation & qualification via our partners
  • Locate, evaluate and recruit potential channel partners, including systems integrators, value-added resellers (VARs), distributors, dealers or retailers based on our enterprise channel management approach and the characteristics of specific products in our portfolio
  • Executive accountability cadence for: 
    • Top Distribution growth initiatives:  Broadline, High Service, BU served 
    • Electrical overall sales including direct GTM
  • Define and drive actions to be taken to improve customer satisfaction and achieve targeted Net Promoter Score
  • Establish BU & Distributor alignment across product line, region, focus customers & market for strongest growth potential 
  • Agreement with product & digital marketing on financial investments with High Service partners
  • Create and execute growth plan for products acquired through M&A into the distribution network  
  • Establish process to collect market data & competitive intelligence (scalable processes) 
  • Implement New Product Introduction process with our partners 
  • Arrange re-seller’s contracts, sets up price management, and all cooperation related processes.

Key Requirements

 

Drive for Results:

  • Lead sales coverage to execute the sales strategy and effectively manage resources to maximize revenue and sales efficiency.
    • Through Electronic and Electrical distribution network. 
    • For its direct sales team calling on customers in the Electrical market. 
  • Drive sales processes and discipline (e.g. monthly business reviews, pipeline development and conversion).
  • Utilization of tools to maximize growth: Market analytics / Supplier synergies / Focus application market insights / Product potential by application.
  • Build and develop the capabilities of the sales team and sales operations to execute on the go-to-market strategy.  

 

Strategic planning

  • Lead the BU Distribution sales team (with Channel Sales alignment) to meet or exceed commitments (revenue growth, customer growth, market share growth, account profitability, and customer experience). 
  • Lead the direct sales team on Electrical customers to meet or exceed commitments (revenue growth, design conversion, customer growth, market share growth, account profitability and customer experience).
  • Establish and drive strong sales processes and discipline (e.g. monthly business reviews, pipeline development, conversion, account plans).  
  • Leverage regional sales teams most effectively to capture opportunities – evaluation of PAM (Product available market) by key growth markets & focus segments – identification areas for demand creation.
  • Drive customer satisfaction through the delivery of extraordinary customer experience.
  • From the BU Industrial roadmap, identify key target markets & customers for biggest launch potential.  
  • Convert competitive knowledge into sales strategy and tactics for market share gains through strategic partners.

 

Cultivate/Manage Relationships

 

  • Build executive level relationships at Distributors and Key customers in Electrical and match BU Industrial capabilities and technologies to the distribution customer base and at our electrical customers. Capture market insights and translate that information into account and regional strategies for growth.  
  • Clear alignment and communication with key internal 
  • BU stakeholders (Leadership, product management, field engineering, marketing, finance, pricing, operations). Channel stakeholders (Distribution counsel, sales leadership, finance, sales enablement, customer care).
  • Seen as a role model and champion a diverse workforce through inclusion and development.
  • Mentor/Coach other Sales Team Members (extended team).

Key Performance Measurements

 

  • Global BU Industrial POP & POS growth YoY
  • Global Sales for BU Industrial Electrical 
  • Global SFDC Pipeline & Conversion rate
  • Focus account growth 
  • AFG growth through channel 
  • Mass market development (number of customers, revenues)

Key Qualifications

 

  • Bachelor’s Degree in Business Administration or EE (MBA is a plus)Demonstrated leadership in attracting, building, and developing high-performing sales teams with a proven track record of success 
  • Ability to develop, articulate, and implement sales strategy to grow revenue and market share.  Proven experience in developing effective regional and account strategies 
  • Able to deal with ambiguity while still managing vision and purpose combined with fast-paced execution 
  • Demonstrated past ability to not only meet or exceed sales goals, but outpace market growth
  • Collaborative, ability to build strong relationships with cross-functional partners within a highly global, matrixed, and diverse organization
  • Analytical and strong problem-solving skills
  • Strong sense of urgency and bias for action
  • Familiarity with the usage and deployment of CRM systems

Competencies

Motivating Others
Building Effective Teams
Managing and Measuring Work
Values: Integrity, Accountability,Teamwork, Innovation
SET : Strategy, Execution, Talent (for managers)

 

 

COMPENSATION
•    Competitive base salary commensurate with experience: $180,700.00 – 271,000.00 (subject to change dependent on physical location)
•    Posted salary ranges are made in good faith. TE Connectivity reserves the right to adjust ranges depending on the experience/qualification of the selected candidate as well as internal and external equity.
•    Total Compensation = Base Salary + Incentive(s) + Benefits
BENEFITS
•    A comprehensive benefits package including health insurance, 401(k), disability, life insurance, employee stock purchase plan, paid time off and voluntary benefits.

EOE, Including Disability/Vets

Location: 

Berwyn, PA, US, _

City:  Berwyn
State:  PA
Country/Region:  US
Travel:  25% to 50%
Requisition ID:  87010
Alternative Locations:  Remote
Function:  Sales & Marketing


Job Segment: Sales Management, Electrical, Senior Product Manager, Strategic Planning, Pre-Sales, Sales, Engineering, Operations, Strategy

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