DISTRIBUTION ACCOUNT MANAGER

JOB OVERVIEW:

The Distribution Account Manager (DAM) oversees daily management of our Energy Channel BU activities, interacting with TE’s distribution partners. This role drives strategy and results to meet Energy goals. The DAM manages all distributor-related business in the country, developing and implementing strategic account plans to maximize revenue, market share, account penetration, and customer satisfaction.

The position requires close collaboration with TE functions like Pricing, Quality, Customer Care, and Engineering to exceed customer service expectations. Key tasks include business leadership, demand generation, pipeline and inventory management, strategic planning, relationship management, and cooperation with TE Utility Sales for UK & IE Utilities.

RESPONSIBILITIES AND DUTIES:

• Implement/execute channel strategy aligned to product strategies by market/country through specialized distributors and EWS.
• Implement the new distribution policy to segment distributors according to their potential, implement service level agreements, hold them accountable through effective scorecards and manage mutual beneficial incentives.
• Implement and review proactive channel management processes: QBR, Inventory Management, Pipeline Management, and End Customer Project Conversion.
• Collaborate with sales, PM and market management on the choice of channel partners to support GTM initiatives.
• Improve Profitability by price/product mix optimization 
• New Demand:
  •   Drive business growth through sales and product development with regional sales teams. 
  •   Launch new products by distributor.
  •   Lead discussions and recommendations based on a competitive understanding of how to grow market share. 
  •   Drive the execution of the product family strategy for distribution by working with sales, channel sales, product management, and marketing.
• Professional Channel Management:
  •   Implement Key Distributors Quarterly business reviews (QBR). Communicate direction and recommend actions back to Product Management.
  •   Work with distributors to obtain POS data and inventory data as per distribution policy
  •   Review digital leverage methods to establish growth in the channel.
• Build engagement at top distribution accounts and internal TE Key Account Managers for those accounts.
• Develop and achieve the sales plan and growth in the region by channel (POP and POS)
• Drive increased market penetration and share gain via channel

KNOWLEDGE AND EXPERIENCE REQUIRED:

• Must have a minimum bachelor’s degree in business administration or engineering degree or an equivalent level of practical experience
• Fluent in English
• Minimum five to ten years of sales management/product management experience. The ideal candidate would have a combination of both.
• Proven record of strategy and execution plans.
• Experience related to the Energy market and products.
• High level of written and verbal communication 
• Analytical skills.
• Self-starter; able to work across regions and with cross-functional teams.
• Demonstrated ability as a problem solver in a fast-paced environment.
• Effective presentation skills
• Ability to regularly travel with a valid driver’s license.
• Strong IT skills, e.g. C2S (SalesForce), Excel, Tableau etc 

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