Farnell
Farnell, an Avnet company, is a global high-service distributor of technology products, services and solutions for electronic system design, maintenance and repair.
Job Summary:
Field sales executive focused on customers to achieve revenue and margin goals in assigned accounts. Identifies customer needs and applies company’s value proposition to drive sales growth and improved profitability. Develops strategic relationships and aligns customer and business goals, creating and managing a business and execution plan for shared success among the customer, vendor partners and the company.
Principal Responsibilities:
- Serves as the primary point of contact for the customer interface to the company's resources that drives and supports high levels of customer satisfaction and loyalty, as measured in surveys and share of wallet.
- Develops strong, strategic relationships with customer(s) to identify and leverage the customers’ business goals, growth strategies and profit drivers to deliver the appropriate business value proposition sales solution strategy.
- Provides leadership and guidance in critical customer planning and engagement.
- Performs critical customer analysis to identify and leverage the partner’s marketing programs to achieve growth in their customer’s solutions capability.
- Engages customer(s) in joint planning that integrates the company's services, programs and supplier partnerships securing customer commitment for the development of a comprehensive investment in strategies that advance the company’s market position, entanglement and financial goals
- Conducts regular business reviews with assigned accounts to track progress toward revenue and growth goals and owns execution of business plan.
- Maintains and monitors pipeline and metrics for assigned customers, performs analysis and identifies improvement opportunities.
- Supports supplier's strategies by aligning solutions with customer to maximize profitable growth, and customer expansion.
- Prioritize customers and opportunities with greatest potential for success.
- Closely manages profitability by minimizing profit leaks and maximizing gross profit.
- Other duties as assigned.
Job Level Specifications:
- Deep understanding of business, financials, products/services, the market or the needs/challenges of assigned accounts. Requires depth and/or breadth of sales expertise within a specialized product, service or account type. Requires a deep understanding of the full range of offerings that the organization and its competitors sell and that assigned customers buy. Recognized as a technical expert (by colleagues and customers) in one or several product/service areas.
- Complexity is extremely high (territory/account, products/services, sales or account management process); serves as team lead. Plans own territory or account approach and has input into colleagues' approaches; manages own and often others' resources. Leads others to solve complex problems; uses sophisticated analytical thought to exercise judgement and identify innovative sales solutions.
- Leads sales teams on negotiations to identify, pursue or manage accounts/ opportunities with extremely large size/strategic importance/risk of loss. Develops colleagues' understanding; acts as a role model for colleagues with less experience. Has extremely high authority/opportunity to set and negotiate product/service terms. Plans own territory or account approach and has input into colleagues' approaches; manages own and often others' resources.
- Serves as consultant to management and/or internal/external spokesperson for the organization on major initiatives related to policies, plans and long-range objectives. Impacts the relationship the organization has with its leading clients
- Impacts the relationship the organization has with its leading clients. Leads sales that have a significant impact on the function/region/division. Actions may impact the organization and its reputation. Effects of erroneous decisions may be long-lasting, influence the future course of the organization and/or require the expenditure of extensive additional resources.
Work Experience:
- Minimum experience required is typically 8+ years with bachelor's or equivalent. This is typically the most senior sales position in the company and is reserved for the most experienced sales professionals.
Education and Certification(s):
- Bachelors degree or equivalent experience from which comparable knowledge and job skills can be obtained.
Distinguishing Characteristics:
The above statements are intended to describe the general nature and level of work being performed. They are not intended to be construed as an exhaustive list of all responsibilities, duties, and skills.