Sr. Manager Distribution Sales -Small & Medium Business

Job Overview

The ICT Industry Sales Manager is responsible for developing and driving integrated sales strategies across all go-to-market channels that align with and promote TE’s Industrial and Commercial Transportation Business Unit (ICT) growth and profitability strategies. This role will take a deep dive into our Small & Medium Business globally and holistically to leverage best practice practices, regional strengths, and customer needs.

The role will report to the Vice President of ICT Global Sales.

Responsibilities:

• Develop and articulate a consistent growth strategy, message, and KPI’s for our Small & Medium customers across ICT’s complementary sales model in partnership with the regional sales teams.
• Collaborate with the regional sales leads to forecast growth for customer group and ICT’s GTM Channels.
• Monitor service level agreements with Product Management and Operations to achieve our EETC goals around E-commerce availability, Lead times, and Ship-to-request goals to achieve our LADD and SMB growth goals through our Distribution partners.
• Serve as a critical partner to ICT Sales, Product Management, Pricing, and Marketing by developing key business drivers and levers for digital growth.
• Interface with Channel business unit as Global Distribution Lead for ICT monitoring forecast, distributor performance, inventory, customer count, and market growth.
• Align across business unit with Application Focus Growth teams to expand cross business unit product sales in existing ICT Markets partnering with segment marketing.
• Drive innovation in sales processes, tools, and methodologies to enhance efficiency and effectiveness.
• Prepare and present regular reports and updates to senior management on sales strategy execution, performance metrics, and key insights.
• Utilize analytics & market intelligence to develop data-driven recommendations of programs.
• Support the VP of Sales and global team with coordination of global sales initiatives like forecast, revenue gap fill, employee engagement, and more.
• Represents the ICT BU as the sales point of contact for enterprise efforts related to customers, processes, and EETC.

Key Responsibilities

• SMB Go-to-Market Strategy and Measurement:  In conjunction with regional sales management develop a clear and effective strategy for customer coverage and key KPI’s for SMB customers
• LADD Sales:  Collaborating with PM, Operations, and Marketing execute on LADD growth strategy thru key pillars of SKU Expansion, Customer Growth, and Customer Satisfaction (ECE)
• Global Distribution Sales: In collaboration with ICT Regional Sales Leadership, Channel Sales, Product Management and Marketing develop a focused areas of growth (market/product) and utilize their strengths and capabilities to better influence and support business growth
• Collaboration: work closely with all key stakeholders to build a vision and roadmap to service ICT’s SMB market space and achieve growth and profitability goals aligned with ICT’s strategic objectives. 
• Focus: Ultimate responsibility of this role is create strategy, focus and execution around our Small & Medium Business to accelerate growth in this market space.

What your background should look like:

Knowledge, skills & experience required:

• BA/BS degree in Engineering, Business, Marketing, or related field; advanced education and/or coursework is a plus
• 5-10 years of sales, product management, or technical marketing experience in a B2B or technology company. 
• Knowledge of the distribution partners, customers, the competition and issues impacting business coupled with the ability to use this information to shape communications and strategies
• Ability to influence internal business partners with whom no direct reporting relationship exists
• A convincing communicator with compelling perspectives and knowledge of marketing trends and innovations
• Analytical competency and ability to work with data
• An innovative thinker and creative problem solver, ability and willingness to challenge the status quo
• Strong collaboration and influencing skills
• Strong inter-personal skills with proven track record of forging excellent relationships at multiple levels of an organization

Competencies