MGR II CHANNEL SALES

Job Overview

TE Connectivity's Account Management Teams are responsible for selling TE's products, systems or services, providing detailed technical product information and maintaining relationships with customers in assigned geographic territory, industry or accounts. 

Sales Team Management: 

• Lead, manage, and develop a strong sales team. 
• Set yearly and quarterly MBO goals for sales and FAEs. 
• Drive the team to meet yearly revenue and design win goals. 
• Develop the next sales and FAE manager in DDN. 
• Resolve issues quickly raised by the team members. 
• Report results to senior managers. 

Strategic Planning: 

• Develop and execute customer strategic account growth plans in line with our strategy and product roadmap. Ensure profitable revenue growth and account penetration. 
• Research and develop the data for PAM, TAM, SAM will be utilized in developing a customer strategy. 
• Drive the development/creations of customer roadmaps and communicating through the organization. 
• Identify competitive landscape and ability to perform competitive analysis. 
• Understand and communicate on overall market and technology that will influence near and long-term strategy. 
• Knowledge of smaller/emerging competing and complementary business and mitigate the risk 
• Collaborate with Sales Leaders in creating and executing a growth plan for near and long term 
• Communicate and influence growth plan to internal stakeholders 

Cultivate/Manage Relationships: 

• Develop relationships with key stakeholders (executive level relationships and key decision makers) at the customer through a sales methodology, value proposition and Extraordinary Customer Experience (ECE) 
• Negotiation including, but not limited to contracts, and pricing, Non Re-occurring Engineering costs 
• Foster a diverse workforce through inclusion and development. 
• Build customer partnerships by continually demonstrating a strong value proposition and ECE. 
• Perform Voice of the Customer's and communicate impact to internal stakeholders. Including development of solutions and influencing business directions. 

Demand Creation: 

• Secure wins by ensuring innovation (VOC), value-added propositions, early customer engagement and influencing customer touch points. Maintain Extraordinary Customer Experience (ECE) through entire sales cycle. 
• Utilize influencing skills through relationship management, strong communication, and synthesize information in a coherent and impactful way. 
• Determine actions after reviewing dashboards and as appropriate may direct work to other functions.  Will communicate priorities to next level manager. 
• Prepare materials for customer visits including, create PPT, analyze data/research specific to customer, and review alternative solutions. 

Market Intelligence: 

• Deep understanding of customer markets, market share, competitive landscape, opportunities/challenges, technologies, trends and TAM, PAM, SAM. 
• Drive/influence our current/future product positioning to gain or re-gain market share.   This also includes identifying the right selling methodology. 
• Understands key components of a Competitive Landscape: customers’ needs and how you can address those needs; how you compare against your competitors in meeting those needs. 
• Drives brand awareness and positioning with our customers (solutions and capabilities). 
• Aligns marketing strategies specific to our customers and selling channels. 
• Promote BU technologies and product capabilities with the customer. 

What your background should look like: 

EXPERIENCE: 

• 10+ years of experience, engineering or applications engineering 
• Relevant product or (electronic) industry experience desired 
• Experience managing direct reports 

EDUCATION: 

Bachelor’s technical or business degree preferred 

Competencies