DISTRIBUTION SALES MANAGER III/KAM

Job Overview

TE Connectivity is looking to fill a hybrid role for a Distribution Market Manager ( DMM) to be the face of TE with our distributors for the Channel Business Unit. While Concurrently managing a Key Account ( Partner) in the region. The DMM role offers a unique opportunity to work across TE’s Business Units as a key contributor to the sales organization. Utilizing your strategic vision and technical skills you can use BU and TE Channel Partner resources to grow TE Sales & Market Share. This exposure will only help to expand your knowledge and career through different channels or industries. As a Channel Key Account Manager (KAM) you will be a part of the team that is working to execute TE’s overall distribution strategy. As part of our $1.2B Americas Channel Sales organization, this role is responsible for developing and implementing the regional business plan between TE and the distributor ensuring it is consistent with the goals of the TE distribution strategy. The plan needs to result in an increased market share for TE within the distributor in the assigned region. Coordinate distributor branch activity to achieve target growth. Be the communications focal point for TE/distributor relationship. 

What you will be doing: 

Strategically managing distribution partners for optimal growth.  

Managing branch execution of distributor corporate plans with Sales Managers & General Sales Managers. 

Managing all market business reviews, driving accountability 

Selling TE’s products and/or services in the field via our distributor branch network. 

Calling on distributors and prospective customers, providing technical and administrative support 

Achieving regional/country/territory/branch POS target. 

Distributor Single Point of contact for all TE POS – Geographically based. 

Marketing TAM/DTAMs an retention growth of the accounts.

Conducting regular quote follow up with Distributors/End customers. 

Managing distributor business processes (Coop, POS reporting/matching.

Coaching and developing the distributor business resources to be self-sustaining 

Administering Design Registration Programs. 

Preparing necessary regional strategy and business plans between TE and the distributor. Liaise with key internal and external stakeholders to ensure the plan meets overall objectives 

Plan to include goals/actions to achieve revenue growth, Branch targets and scorecards, asset & inventory objectives, training, and New Product Introduction, and market growth plans 

Develop relationships with regional distributor executive management to enable executive support and execution of the strategic plan. Includes sales, marketing, asset, and general management.   

Develop cadence that meets BU/Channel and Distributor Expectations to monitor progress monthly and quarterly against goals of TE management & facilitate communication as required. 

What your background should look like:

You Are a driven self-starter and a Distribution Pro!  You understand the dynamics of what of building positive influential business/professional relationships to drive results. You understand the end user and the markets you will grow.  You find interacting with all levels of employees exciting and challenging. You see change as an opportunity, not a detriment to your success. You look to bring the Extraordinary Customer Experience to every person you meet, including your colleagues.

You Will Be Measured By 

• Your POS growth across all TE products in assigned geography. 

• Your distributor opportunity funnel and win-to-pipeline conversion. 

• POS realization % of pipeline conversion. 

Revenue target for assigned account 

•    Proven track record of forging strong professional relationships.
•    Ability to collaborate with multiple functions: Business Unit Management, Product Management, Marketing, etc. 
•    Showcase excellent written and verbal communications.
•    Exhibit strong results-orientation and execution characteristics.
•    Be a team player- willingness to roll-up sleeves and do the work at hand. 
•    Show strong organizational and planning skills.
•    A bachelor’s degree in Engineering or Business with technical background
•    7+ years’ experience in sales management.
•    Extensive knowledge of electronics components/systems industry.
•    Strong interpersonal and effective communication skills, with the ability to deliver formal presentations to senior leadership
•    The ability to negotiate with executives at all levels of an organization is a must. 
•    A self-directed personality that can analyze market needs and deliver strong results through the sales process.
•    Bi-lengual: English and French.

You May Also Have (Preferred)
 7-10+ years’ experience in Electronics Distribution Sales Management – either with electronics• OEM or Electronics Distributor. * This would be awesome! But it is not required

Competencies