Why you should join:

The person will be responsible for a set of customers dislocated all over Turkey.  Customers will be Industrial, machinery application and Panel Builders, Distributor.Experience in this Market will be a plus.  He/she will be responsible to develop the relevant customers in order for TE to become a strategic partner and to increase revenue and customer satisfaction.  He/she will be responsible for managing all commercial aspects with the customers, including managing offers, project contracts and quotations, leading price and contract negotiations and following up on current opportunities or projects.  Responsible also for identifying and attracting new opportunities and/or projects in order to increase the customer share for TE and driving the project pipeline. Responsible for developing and executing the account strategy and plan, customer relationship management as well as promotion activities or project management tasks associated with the account/s. Remote role.

Your main tasks:

• Develop and execute customer strategic account growth plan/s in line with the TE business strategy and product roadmap to ensure revenue growth, account penetration and customer satisfaction of the assigned accounts. Strategic account plans should include: 
• Customer information: buying cycle / process, customer goals, focus growth segments, market share, priorities and strategies, key stakeholders and decision makers, application details, global footprint, Voice of the Customer etc. 
• Relevant market information: markets, market share, competitor SWOT, technologies, trends, environmental changes, political factors, TAM details, etc. 
• Growth Information: how to win competition or previously lost business, how to gain market share, develop with PM cost out strategy to deliver productivity by still increasing TE’s profitability. 
• Explain and clearly communicate the customer strategic account growth plan/s to internal groups (Field Engineering, Engineering, Product Management etc). 
• Develop strong relationships with key stakeholders (executive level relationships and key decision makers) in the customer, apply SPIN selling methodology and leverage these relationships to position TE as a preferred supplier. 
• Maintain ongoing and regular direct contact with key stakeholders in the customer. 
• Manage all commercial aspects with the customer including managing and preparing offers, project contracts and quotations, leading price and contract negotiations, following up on current and potential opportunities and projects and selling the TE value proposition.  
• Identify and understand current and future customer needs and opportunities to introduce and sell products, services and solutions to the customer. Promote TE, TE technologies and product portfolio with the customer and drive projects via relevant Field Engineers. 
• Proactively address open customer issues, including quality issues, until appropriate closure.  
• Coordinate with internal groups to ensure that quotations, quality complaints, VOC, technical information is provided to the customer within agreed timeframes.  
• Collaborate and communicate with internal TE stakeholders (including Field Engineering, Product Management, Engineering and Industry Marketing) to share relevant information about the customer.  
• Proactively collaborate and coordinate with internal departments to ensure that financial matters, including cash flow payments, credit concessions and account receivables on current opportunities and projects, are managed and closed appropriately. 
• Prepare budgets and forecast vs actual performance reporting on won projects. 
• Actively monitor & maintain KPIs of customer relative to supplier performance standards. Proactively promote the value which TE brings to the customer (with data / results) and work to efficiently service the account. 
• Maintain an overview of the engineering project pipeline as proposed by relevant Field Engineers to ensure alignment with the account plan and growth strategy. 

Key Performance Indicators: 

• $ Revenue Growth 
• Market share gain (measured during price / contract negotiation) 
• Obtain & maintain Preferred Supplier status 
• Customer Satisfaction  

Your ideal profile:

• University engineering degree (Mechanical engineering, Electrical engineering, Electronics engineering preferred) or business administration degree. 
• Previous experience in sales, including account planning and relationship management. 
• A good understanding on TE technologies and product portfolio. Electrical portfolio, Terminal Block  
• Ability to work with deadlines and challenging targets. 
• Mobility: Flexibility in working days and travelling. 
• Valid driver’s license. 
• High level of written and verbal English communication skills. 
• Strategic thinking with the ability to execute on priorities. 
• Ability to identify and pursue new business opportunities in line with business plans. 

Competencies: 

• Windows Office, SFDC Sales Force dot com SW 
• Business Acumen (with emphasis on Commercial Skills) 
• Customer Focus 
• Drive for Results 
• Interpersonal Savvy 
• “SPIN” Selling Methodology 
• Strategic Agility / Thinking 
• Presentation Skills 
• Negotiation Skills 

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