Field Sales Manager

JOB SUMMARY

Territory Business Manager (Field Sales Manager)

Imagine working for a Company that customers love doing business with! Advance your career with Heilind, whom customers voted The Best Electronic Distributor for the 6th straight year! Customers prefer Heilind more than 3 to 1 over our nearest competitors! (Source; Bishop & Associates, the interconnect industry's leading market research firm, annual customer survey)

POSITION OVERVIEW

The Territory Business Manager (TBM) is responsible for developing and managing the Heilind field sales team, working closely with our customers and being very involved with our valued suppliers. This position will cover markets in The Northern California area.

The TBM is an important and rewarding position where you will draw on your experience to set the course as leader of a professional field sales team. This position is responsible for hiring, training, and developing sales talent to its full potential. The position carries varied roles and responsibilities, including manager, teacher, coach, and mentor. You will manage your team's day-to-day sales activities with both customers and suppliers, and implement the best approach for customer development, sales growth, design activity and maximizing of profits. Networking to keep an eye open for industry talent will be a regular habit, and time management will be a key as the position covers a broad geography with multiple markets and many moving parts. With input from others, you'll devise a winning business plan and oversee its execution.

The TBM will set the branch field sales strategy, will "call the plays" and will help celebrate the accomplishments of your people and team. The TBM will also be personally responsible for some strategic accounts, to keep you in the "mix" and help maintain a firsthand understanding of the role of your people. This unique position requires a person with a great attitude and a strong desire to help your people win all the time! Travel is required, with a typical month having 5 overnight stays.

Organizational Skills

A strong predictor of success for a Territory Business Manager is their ability to lead a team and managing multiple daily priorities, while driving key strategic Company objectives. Your success as a leader will be largely dependent on the success of your team, and your achievement of performance objectives will reflect this synergy.

The TBM is the master sales strategy collaborator; ensuring the Field Sales Team is actively working with customers to become a valuable extension of those customers, making Heilind their first choice when solving design challenges and ultimately choosing Heilind as their primary fulfillment partner. Heilind has incredible sales tools to help monitor the pulse of your customers and your sales professionals. You will be in charge of maintaining the metrics, coaching your salespeople on the right habits, and teaching them the focused "High Value Activities" that make our people so successful.

Performance Objectives

• Develop a rough roadmap within the first 30 days; meet with your District Manager (DM), Branch Services & Operations Manager (BSOM -- Inside Sales Manager) and Regional Product Marketing Manager to understand the Company vision and key Company objectives for the branch.

• Determine & document your strategy to measure progress toward meeting or exceeding overall branch sales & margin budget objectives each month.

• Establish a schedule of monthly one-on-ones and quarterly reviews with each Customer Business Manager (Field Sales Rep) to ensure proper communication and understanding of Company Vision.

• Meet with key vendors to schedule Monthly or Quarterly Business Reviews. Travel with your CBM's to their top accounts so you expand your understanding of the branch accounts and the decision makers/design makers for those accounts.

• Meet with Heilind's Top 10 Suppliers within the first 60 days; determine who the key personnel are for the territory being covered, what the main product focus is and what the largest branch opportunities and designs are being worked on right away.

• Co-facilitate Weekly Branch Meetings, in coordination with the BSOM; review branch sales & margin numbers with the branch, along with performance to plan. Discuss current Heilind events, key CBM initiatives and upcoming training or other supplier information. Co-facilitate a roundtable discussion with the entire team to have them highlight current sales leads, new designs, call-out details and major opportunities and design wins.

• Visit the Top 20 Branch Customers within the first 90 days; begin establishing relationships, gain an understanding of their operations, initiatives and basis for decision making. Determine how Heilind and our CBM can best work in conjunction with the customer to meet their goals, grow our sales, be involved in designs, gain opportunities to win share, and longer-term strategic programs.

• Learn & Understand the ODT (Sales Funnel) within the first 90 days; gain familiarity with sales reports, measurement of CBM activity and ascertain whether your team is achieving key metrics.

• Train and coach, the field sales team so they understand their role in new business identification and development. In conjunction with your District Manager, implement a proactive business development plan for the team.

• Get acquainted with and begin developing a working relationship with all internal key support personnel within the first 90 days; travel and visit customers with your team, tour customer locations, get introduced to credit analysts and management and set the standard to ensure your team maintains top levels of professionalism and diplomacy when dealing with internal support.

• Develop a networking habit via various means, to identify potential future candidates for field sales or other positions, within the first 6 months; at this point you'll be involved in all aspects of our sales process with your CBM's and will have basic relationships with top suppliers and our significant & strategic customers developed. Develop a travel schedule that makes you the most effective, and work to position Heilind among our suppliers and customers to allow you the best opportunities for success. Conduct the Quarterly Account Review process with your Customer Business Managers, discussing specific accounts in detail and formulate supplier plans.