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SR MGR ELECTRICAL CHANNEL 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. 

Job Overview

TE Connectivity's Sales and Marketing Teams are responsible for the sales and marketing of TE's products, systems or services including sales oriented activities, market development and communications.

Responsible for developing and leading global EWS sales strategy to drive maximum revenue growth (via direct and indirect sales), account penetration and customer satisfaction for all accounts within US, Canada and France.  The Electrical Sales Leader will have RSM and Account managers as direct reports.  Responsible for promoting TE technology and position TE for long-term growth, Communicate VOC to internal stakeholders, managing programs from concept to completion, and setting strategic vision of the account to key stakeholders and direct reports.                          

Long Description

Key responsibilities:
 

Strategic planning

•    Research and develop the data for PAM, TAM, SAM will be utilized in developing a customer strategy.
•    Instrumental in the development/creations of customer roadmaps and communicating through the organization.
•    Identify competitive landscape and ability to perform competitive analysis.
•    Consult 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 and Regional Product Management teams in creating and executing a growth plan for near and long term
•    Communicate and influence growth plan to internal stakeholders

Cultivate/Manage Relationships

•    Global/Yearly negotiation including, but not limited to contracts, and pricing.  Will interact with customers at all levels.
•    Seen as a role model and championing a diverse workforce through inclusion and development.
•    Build customer partnerships by continually demonstrating a strong value proposition and ECE.
•    Utilize the results of the Voice of the Customer's and communicate impact to internal stakeholders. Including development of solutions and influencing business directions.
•    Accounts Receivable, work with Account Managers and TE accounts payable to ensure all past due accounts are paid. In extreme past due conditions works directly with customer to resolve issues

Demand Creation

•    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.
•    Drive thought leadership and ECE through positive Customer communication and touchpoints with both internal and external customers.  May drive or sponsor ECE initiatives.
 Market Intelligence

•    Understands PAM, TAM, SAM and market influencers and conditions.  
•    Drive/influence our current/future product positioning to gain or re-gain market share.   This also includes identifying the right selling methodology (direct/indirect or outside/inside).  
•    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.
•    Understands TE products and capabilities across multiple BU
•    Mentor/Coach by other Sales Team Members (extended team).

 

Short Description

Key Performance Measurements:

o    Bookings and billing growth YoY
o    Project pipeline/conversion rate
o    Selling the entire portfolio (TE)
o    S&OP Accuracy
o    Drive and initiate strategic NP initiatives
o    Effective teams and support groups
o    Employee Engagement Score
o    ECE

What your background should look like:

Key Qualifications, Experiences & Knowledge:
•    15+ years Sales Management experience in a B2B electrical environment preferably in the connectivity industry.  
•    Bachelor’s Degree in Business Administration, MBA strongly preferred.
•    Demonstrated leadership in attracting, building, and developing high-performing sales teams with a proven track record of success.  
•    Strong Business, commercial, and technical acumen.  
•    Ability to develop, articulate, and implement sales strategy to grow revenue and market share.  Proven experience in developing effective regional and account strategies.  
•    Capability in demand planning and sales forecasting.  
•    Able to deal with ambiguity while still managing vision and purpose.
•    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 global and diverse organization.
•    Analytical and strong problem-solving skills.
•    Strong sense of urgency and bias for action.
•    Knowledge of systems (Salesforce.com, MS Office, SAP, etc.).

Long Description

Key expectations

•    Vision and strategy
o    Develops and communicates a compelling electrical sales strategy that is rooted in both analytics as well as qualitative input and insights
o    Utilize commercial knowledge of electrical market (focused on US, Canada and France) and customer focus to develop successful growth strategies
o    Anticipates competitors’ reactions to strategic ‘bets’ and ensure ROI for commercial investments

•    Market development
o    Utilize deep understanding of Electrical markets and TE’s competitive advantages to win in the marketplace
o    Superior customer knowledge in electrical installer markets; panel builder and machinery.  Can develop systematic approach to evaluate top markets and top customers.
o    Develop a winning electrical channel sales strategy for standard products.  Breadth vs Depth of partners.  
o    Identify opportunities to expand product offering with product line teams.

•    Creates an execution oriented and winning culture in the team
o    Sets expectation with team to drive territory/account planning with a start-up mentality to accelerate ramp of acquired business.
o     Sets a high bar for what good looks like. Executes flawlessly on sales plans and key priorities of the business
o    Owns the key priorities on his/her plate and is highly self-motivated to drive them to a conclusion. Is a self-starter and does not need to be “pushed” to drive excellence

•    Team development
o    Creates a high-performing team by setting a high standard, active coaching, and selective talent upgrades.
o    Develops stars in the teams, with a specific focus on developing excellence in account management, application and customer understanding, and developing channel development
o    Develop collaboration of direct and indirect (rep agencies) selling efforts to ensure strong growth focus and

Competencies

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

COMPENSATION
•    Competitive base salary commensurate with experience: $137,400 – 177,400 (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.

Location: 

MIDDLETOWN, PA, US, 17057

City:  MIDDLETOWN
State:  PA
Country/Region:  US
Travel:  25% to 50%
Requisition ID:  72811
Alternative Locations:  Remote
Function:  Sales & Marketing


Nearest Major Market: Harrisburg

Job Segment: Accounts Payable, Manager, Outside Sales, Electrical, Finance, Management, Sales, Engineering

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